Podcasts about your sales team

Entdecke eine oft übersehene Methode im Vertrieb, die dein Potenzial entfalten kann: 1:1-Meetings. Diese persönlichen Gespräche zwischen Vertriebsleitern und Verkäufern bieten tiefen Einblick in individuelle Leistungen. Sie sind nicht nur wichtig, sie können alles verändern. Hier geht es nicht um allgemeine Statistiken, sondern um dich und deine Ergebnisse.  Stell dir vor, regelmäßig direktes Feedback zu erhalten und gezielt an deinen Zielen zu arbeiten. Kontinuität ist entscheidend: Etabliere eine Vertriebskultur, in der Verantwortung und Ergebnisse zählen.  Sei bereit, deine Strategie zu optimieren und deine Performance zu steigern. Am Ende des Gesprächs erwarten dich zwei Fragen, die dir helfen, deine Effektivität auf das nächste Level zu bringen. Verpasse nicht die Chance, alles zu verändern!  

Share your thoughts with Stacey - Click here to send her a text directly.Looking to start converting more clients from your podcast? Stick around I'm diving into the secret sauce of podcasting – yep, I'm talking about those three must-have content categories that'll turn listeners into clients. We're going to play around with self-assessment episodes, audio sales pages, and the ever-so-sizzling social proof episodes. The best part, we've got examples below for each of these types. So in addition to talking through the strategy behind these episodes, you can check out some real life examples working for us.Get your notebook because this episode of The More Profitable Podcast will be a gold mine of ideas for you to action with your own show.5:33 - How your podcast can start helping listeners assess their readiness for the next step in their journey.10:03 - Setting clear expectations and requirements for prospective clients through audio sales pages.20:26 - The value of case studies and social proof to help potential clients understand what working with you looks like.24:37 - The best next step to start implementing these episode types in your own show.Examples of Each Content Type:Readiness:How to Identify and Leverage Your Podcasting Type for SuccessWhat if Your Podcast Isn't Just Content But Part of Your Sales Team?Audio Sales Pages:What Working With Uncommonly More Looks LikeWhat Happens During a Podcast Strategy IntensiveCase Studies:Podcasts for Profit: How Nicole Otchy Uses Her Podcast as a Sales AssetUsing Your Podcast to Launch a Book with Andrea LiebrossMentioned In The Podcast Conversion Formula: 3 Episode Types Your Podcast Needs to ConvertPodcast Strategy IntensiveRate and Review The More Profitable PodcastSupport the Show.

60% of Sales People Never Meet Their Quota... The Question is "why" and what Can You as a Sales Manager Do about it? Well here it is episode 300! Wow!  I can't believe we have been doing this show for 6 years.  It has been an awesome time.  And you know what?  I LOVE IT!!! So in this 300th episode we talk sales with our friend Steve Weinberg and his latest book.  Join us! Did you know that 60% of salespeople never reach their sales quota? You may think it's 50/50 but in fact most do not make their sales quota. Why? This is the frustration for many CEO's and sales managers. It is the question of how do we improve our salespeople? The first look is often and probably should be the sales team manager. They are like a coach of a sports team. They often get too much blame and the eyes of the sale staff, they can get too much credit. Okay so what does a great sales manager do to help get their sales to excel? Well in this episode of A New Direction Best Selling Author, Veteran Sales Success Expert and Sales Whisperer (I call him that) Steve Weinberg joins us to get us "Above Quota Sales Managment: Tips and Techniques to Get the Best Out of Your Sales Team". You will not want to miss Steve's practical insights, from his years of experience and research. Steve Weinberg's new book, "Above Quota Sales Managment: Tips and Techniques to Get the Best Out of Your Sales Team" is an absolute must read! The book is a culmination of Steve's successful experience as salesperson who has closed over $500 million dollars in sales, and research in the field. Above Quota Sales Management is a practical guide and handbook for those who truly want to either change the direction of their sales team or want the best out of them. The book dives into areas that typical sales books do not.  Talking about the change in what sales managers do, and how the interact with their salespeople, dealing with the personalities of a buyer, understanding the nature of personal assistants who are protecting the decision makers and more! Great book get your copy from Amazon or wherever books are sold. We really would like to ask you to thank our sponsors.  Their financial support of A New Direction is so critical to helping us provide quality guests, books, and great sounding show. EPIC Physical Therapy, they not only have the latest technology, they are certified and trained to have the latest therapeutic techniques. Regardless if you just need to move a little better, are recovering from an injury or surgery, a weekend warrior, or a professional athlete. EPIC PT will provide you with a customized treatment specifically designed for you.  Are you ready for EPIC Relief, EPIC Recovery and EPIC Results? Then head on over to EPIC Physical Therapy.  www.EPICpt.com Linda Craft Team, Realtors they literally are a locally owned independent real estate company,  that serves the world. How can a small company serve the world? They have created relationships with the best real estate experts in the world to help you regardless of where you live get the best person possible. And because they are independent of any national brand, they have relationships with other professionals from all the companies, not just the ones that are part of a national branded network. For more than 39 years they continue to build relationships because that is how Linda started the business and continues to do so today.  Head on over to www.LindaCraft.com Hey…do me a favor and please tell your friends to subscribe to A New Direction on their favorite podcast platform and give us a 5 star rating we are so grateful when you do! Coach Jay here!  Thanks for listening to and reading about this episode of A New Direction. Maybe your wondering, “Why should I hire you as a coach”.  Well here are some things others have said about me as their coach.   Expertise and Experience: Jay brings a wealth of knowledge and experienc...

Quick heads up: I'm planning to challenge you to rethink the role of your podcast in your business. Instead of viewing podcasts merely as content, I want you to treat your show as an active member of your sales team. This shift in perspective is crucial for maximizing the effectiveness of podcasts in generating and converting leads.Don't worry—I'm not just throwing this idea at you and running away. We're going to talk through it step by step as we discuss the importance of understanding the "who, when, how, and what" of selling through a podcast. This includes knowing your audience, the timing of your messages, the method of selling, and what information listeners need to make a purchase.You'll even get examples from inside the show, like when I remind you that the doors to the Profitable Podcaster Mastermind are open now. This program is designed to help podcasters like you audit their shows, develop a 12-week content plan, and establish processes for ongoing strategy implementation.05:00 - Uncover the fundamental business insights you need to know to stop the strugle and start converting your podcast listeners into clients.10:00 - How the elements of your podcast are actually just the answers to your sales questions13:20 - Why educating your podcast audience is crucial for sales conversion and how it differs from simply nurturing your listeners19:30 - Every podcast episode needs a strong call to action and what that looks likeMentioned In What if Your Podcast Isn't Just Content But Part of Your Sales Team?Generate, Educate, and Convert the Right Clients Inside the Profitable Podcaster MastermindPodcasting for Profitability RoundtablePodcast Strategy IntensiveRate and Review The More Profitable PodcastSupport the show

In this informative episode of "Planning 2024 with Your Sales Team," Doug Mitchell guides listeners through a comprehensive approach to planning and goal-setting for sales teams. Covering crucial aspects from setting lifestyle goals to calculating burn rates and establishing weekly sales targets, Doug provides a detailed roadmap for creating a successful sales strategy for the upcoming year. The episode emphasizes the importance of breaking down annual goals into manageable, measurable weekly objectives, using a mix of personal motivation and practical tools to ensure sales team success in 2024.1. **00:20** - Introduction to the concept of building great sales teams.2. **03:00** - Discussion on the feasibility of gathering the sales team for planning before the new year.3. **07:08** - The psychological impact of physically writing down 2024 goals.4. **14:10** - Explanation of the EOS (Entrepreneur Operating System) and its application in setting sales goals.5. **20:17** - Delving into the practical aspects of setting and managing sales targets.6. **29:19** - Reverse engineering sales targets from lifestyle goals down to weekly sales activities.  Thank you for support Building Great Sales Teams! If you want to learn more about our host Doug Mitchell or get free BGST resources go to www.salesprogrambuilder.com.

Hi friends! Yay, you're here and we are so excited to continue sharing some of our favorite things with you about our friends at Goodshuffle Pro. Last week we talked to Karen Gordon about How Goodshuffle Pro Empowers Your Sales (it was really good)! In today's episode, Cam sat down with Colin Connor, the Customer Success Lead at Goodshuffle Pro, and how he works with vendors to grow their businesses and reach their goals by sharing actionable insights and tracking benchmarks for their progress. This software has so many incomparable features that you will not find elsewhere, and we are excited to share these with you! Join us on today's episode. Here is a sneak peek of what this episode consists of: [2:36] Meet Colin Connor of Goodshuffle Pro [4:15] How Goodshuffle Pro Manages Your Inventory [9:50] Data & Finances In Your Business [15:35] How Goodshuffle Pro Can Manage Your Operations Logistics [37:52] A very special offer for you! [39:16] The Success of Your Sales Team & Operations Team [50:20] Our Favorite Goodshuffle Pro Features Product or Affiliate Links Ep. 167 — How Goodshuffle Pro Empowers Your Sales with Karen Gordon Try Goodshuffle Pro Today and Get: — Free Demo — 14 Day Free Trial — 50% OFF Your 1st Month Next week, we are wrapping up this series with our friends at Goodshuffle Pro. We will be chatting with another team member of the Goodshuffle Pro crew and we cannot wait to share that with our community! As always, thank you for being here.

We're continuing the conversation about Rolling Out Social Selling for Your Sales Team. Previously, we discussed the importance of correctly rolling out LinkedIn and social selling to your sales team, and we also introduced the first 4 crucial steps to proper social selling rollout. In this episode, you'll discover the final four stages to ensuring your sales team is set up for success when using LinkedIn and social selling to fill their pipelines and grow your company's revenue. Another reason to tune in on this episode is that Brynne and Bob are also sharing our accompanying guide that you can use to launch your company's own social selling program. You can listen to part 1 of this mini series by clicking the link here. Links to any sources - N/A socialsaleslink.com/rollout socialsaleslink.com/magical socialsaleslink.com/day

There's a seismic, yet quiet, shift that's taking place within the sales industry. Not only are modern buyers becoming more sophisticated and harder to sell to, but the modern seller is also evolving. The demographics of who is entering the sales industry is quickly changing, which is making it clear that a one-size-fits all approach to sales training won't work. That's why those B2B organizations that have been able to enhance how their sales leaders show up in the workplace and how they keep their sales teams continually motivated are silently carving out an impressive competitive advantage. Because when you have a highly motivated (and effective) sales team, then the customer experience is often better streamlined and supportive – helping to turn first-time customers into lifetime customers. And, what sales leaders must do to keep their sales teams motivated and improve their customer service experience are exactly what we dive into in this episode of The Modern Selling Podcast. Our guest is not only an expert in this field, but her insightful new book is poised to give sales leaders a much-needed new perspective and tangible strategies to use to elevate how they lead and inspire their teams. Dionne Mejer is the Founder & CEO of Inside Sales by Design and author of the highly anticipated book, The Stepped Approach: Onboard Better, Systemize Smarter, and Bring Out the Best in Your Sales Team. Her innovative inside sales training tactics and proven approach gets her clients results every time. As a 20+-year Inside Sales veteran and executive, Dionne specializes in establishing and growing inside sales teams at mid-sized companies. Her intimate work with sales teams of all sizes and experience levels allows each of her clients to thrive as they discover their own voice in leading their Inside Sales team or rep in shepherding clients to a positive outcome. Her global client Rolodex is equally long as it is impressive, with her clients consistently enjoying a 25% uptick in their funnel activities and a 30% increase in deal closings, as a result of working with her. Listen to the full conversation to hear what Dionne recommends sales leaders do today to revamp how they're onboarding, training and motivating their staff. What should sales leaders be doing today? The pandemic has, in many ways, fundamentally shifted how modern buyers buy. The modern buyer is more informed, harder to reach, and is not easily sold on just features alone. All of these buying complexities make the job of a salesperson even harder. I wanted to hear Dionne's perspective on what sales leaders can and should be doing right now to combat the high sales rep attrition that's taking place. She shares, “The challenge is that we have multiple generations of sales people within our organizations. So, the question must become: How do we take this diverse group of folks with different experiences, different perspectives, different mindsets, and different experience levels, and bring everybody together to have a really, really good customer experience?” But, the key here is that to have a great customer experience, requires that every customer touchpoint (even with sales) is strategic, aligned, and productive. I've had my fair share of “sales fumbles”, where as a potential customer, my needs were never asked or even remotely acknowledged. So, in many ways, if B2B organizations aren't careful how their prospecting and sales processes are set up, they could easily (and accidentally) be working against both their sellers and their potential buyers. I asked Dionne to dive deeper into what challenges she's seeing right now in this space. Her insights were so good, “A lot of what needs to happen now is around how do we, as sales leaders, manage in a remote environment? How do we have a good customer experience? How do we have conversations? How do we set the stage and have expectations for our teams in this new world order, where we have four generations in the workplace and everyone may be working remotely?” Tune into this episode to hear what Dionne says sales leaders can do to answer all of those questions and craft a seamless sales training experience that empowers sales teams to improve how they handle prospects and customers. How should sales leaders train to improve the customer experience? This is a hot topic in many of the sales leadership circles that I'm in, which is why I had to ask Dionne her perspective. In many cases, B2B organizations are leaning in on following sales processes and protocols which often leaves little to no room for actual, valuable conversations that nurture the prospect. Instead, the focus is solely formulaic and too rigidly linear that it leaves many buyers turned off from the sale, with even the first email outreach. I know this space is Dionne's zone of genius, so I ask her to share what she's seeing right now: “In order to give a good customer experience, you have to review and often change your internal processes and/or your external ones. Too often sales teams are told to follow a specific sales cadence – without fail. The problem with that is if you start to systematize too much, then you make it harder for your sales teams to have the value-driven conversations they need to provide an exceptional customer experience.” Download this episode and listen in for the powerful example of what not to do during a demo call and why how you handle a sales rep switch is so important for building trust. What can companies do to create a motivating sales environment that benefits customers? It's one thing to “talk” about what a good customer experience is, but it's an entirely different story to define what that looks like for your sales leaders and reps. Here at Vengreso, our employees are spread out across the globe, so keeping those authentic touchpoints can be hard. We're very initial with building a rock solid team atmosphere – even virtually – where everyone feels supported and personally developed toward their individual career goals. But, I know this is not the case with many other B2B and B2C companies. I ask Dionne to walk us through what companies can do to build truly engaging, inspiring, and motivating environments so that their sales teams want to sell and enhance the customer experience. She explains, “This doesn't have to be complex. Building the right environment to promote positive customer experiences, starts with being clear with expectations. Sales leaders need to have that conversation with their team: What does a good customer experience look like and how do we consistently achieve it?” Dionne teaches sales organizations and leaders to take these three steps: Create a purpose statement – this is your guiding North so that everyone understands why you do what you do and what you are trying to collectively achieve. Put the right tools and systems into place – by having systems, you can automate steps that would free up your sales team's time to focus on building relationships with your customers.  Give your team responsibility in the process – when you disconnect the team from having a say in the purpose of the team or action, then you open up the opportunity for them to disengage from their work. Listen into the full conversation to hear what other key steps and actions sales leaders need to take to uplevel their team interactions to skyrocket their customer service experience. This episode of the Modern Selling Podcast is brought to you by Korn Ferry. Korn Ferry transforms sales teams using their world-class Miller Heiman, methodology, employee assessments, benchmarking and talent advisor capabilities to increase win rates and quota attainment. Korn Ferry offers Korn Ferry Sell, a sales effectiveness app available in App Exchange and app source that helps your sales team develop and replicate powerful sales strategies that help sellers win more deals and crush their quotas. Learn more at kornferry.com/saleseffectiveness.

“When you don't differentiate your solution, you could be selling for your competition” That's right. You might get your customer excited about a solution similar to yours, but because you didn't differentiate, your customer could perceive that all solutions are equal and then select your competitor. When your customer says “I can't tell the difference… you all look the same…” they are likely to go with the lowest price, or the local provider, or the sales team they like best. To avoid your customer's “you all look the same” reasoning… 1) First, Show how your message is different from your competitors. Are you all saying the same thing? 2) Then, look at What is unique about you, your company, and your solution. Identify how you can effectively articulate your unique advantages. 3) Finally, back it up.. determine how you can prove those capabilities. - It is your responsibility to make sure that your customer can tell the difference… Don't assume they will just figure it out themselves… Spell it out clearly… drive those points home throughout your communication. Brainstorm ideas on the best ways to Highlight Your Competitive Differentiators. - Why would your customer buy from you, instead of from your competitors? - What is unique that makes you the best choice? - What can you prove to be unique, different and better? Get creative. Competitive advantages are a lot more than just product superiority. - Your Sales Team could be a competitive advantage… based on your responsiveness, your industry expertise, and how you guide your customer after the sale. - Or, Your organization's commitment to continued investment could be very important – so your solution will remain relevant and won't become obsolete. - Finally, articulate a strong vision for the future – this demonstrates that your organization is forward thinking and positions you as a long-term business partner that stays on top of emerging trends. I'm DJ Sebastian… To SELL MORE, you need to become a Great Communicator. Find out how at my website thetechseller.com

Subscribe to Modern Selling on the App of Your Choice! Some people say cold calling is dead, that B2B prospects don’t answer the phone anymore. But my guest in this episode of the Modern Selling podcast says that he gets a 95% closing rate with the cold calling scripts he shared during our interview. Meet Joe  Pici, CEO and co-founder of Pici & Pici Inc. Joe is co-author of Sell Naked on the Phone and the host for the popular SALES EDGE Podcast. Joe has functioned as a catalyst for sales teams and individuals. Starting in 1992, he relentlessly studied and applied cutting edge sales techniques, propelling himself to be a top  25% producer internationally. This led business leaders globally to hire him for sales seminars. He then distilled his strategies into a  skill-based, sales training program, Rapport  Mastery™, which helps sales professionals sharpen their skills for creating appointments and closing sales through live, outbound phone call workshops. He was the 2020 recipient of the #1 sales trainer ranking by Global Gurus and his sales development program was voted BEST IN THE WORLD. Join us in this fascinating conversation and take note of the proven cold calling scripts Joe has used to book thousands of appointments across different industries. Cold Calling Today The phone today doesn’t have the importance it used to have in sales. In fact, at Vengreso, the phone is the third step in our sales cadence. In our experience, B2B buyers are not answering or returning calls, so the sales rep must warm up the call through an omnichannel approach, combining social selling and email outreach. Joe, however, says he favors the phone to make the first approach. In fact, he says there is no such thing as a cold, warm or hot call; the success of the call depends on the sales script and the bridge statement you use (for example, “Mario recommended I called you.”). By the end of the day, succeeding with a sales call is not about being charismatic or having a charming personality but about having a system. Joe acknowledges that he wasn’t charismatic at all when he started in sales, but he discovered a system that worked and now he teaches other sellers to implement it in their lead generation process. Cold Calling Scripts that Your Sales Team can Use to Book More Appointments I found it surprising when Joe shared one of his sales scripts to hear that he asks a question many sales experts say you should never ask: “Is this a good time?” But he says it actually works! Let me explain. The first script he gave me is this: “Hello, John. This is Joe Pici from Pici & Pici. Is this a good time?” If the answer is no, then Joe asks, “What would be a better time?” At that point, most people will reply, “Well, what is this all about?” That's the question you want as a seller, because the prospect has given you permission to tell him or her your value proposition (the secret is to do it in one powerful sentence). Here’s what Joe says: “John, I specialize in helping speakers, trainers and consultants [replace with your vertical] take their intellectual property and talent and make more money.” And then he doesn't say another word. Although many salespeople are afraid of the silence and love to talk, the pause here is very important. You must give them a chance to process and respond, even if the silence becomes uncomfortable. Many times, people would say: “Tell me more.” “Would it be worth 20 minutes for me to show you how to take your talent and intellectual property and monetize it?” If they say no, the call is done, they have disqualified themselves. But if they say yes, that’s the time to book the appointment or even move into the appointment and start asking questions about the pain, the desired results and the timeline. I loved this cold call script because Joe is talking directly to the pain of the prospects and telling them how he can help them. This is exactly what we do in our social selling through LinkedIn, when we send InMail messages. It’s the same approach but through a different medium. Joe’s specialty is cold calling, mine is digital selling. So, I asked him about leaving voice messages when people don’t answer the phone. He said he always leaves a voicemail and gave me the script that gets him 81% of return calls. Here it is: “This is Joe Pici of Pici & Pici. I'm sorry I missed you. I know we're both very busy. The reason why I'm calling is I specialize in helping sales professionals get better leads, book better appointments and close more business. My phone number is 407-947-2590. If I don't hear from you in 48 hours, I'll give you another call.” Joe explains the psychology behind this sales script: the sales rep releases the prospect from the guilt of not calling back and makes a promise to call again, warming up the next phone call. 3 Tips for Creating the Perfect Cold Call Script Here are some great tips I gathered from my conversation with Joe Pici. 1. Be specific with your value proposition One of the key elements in Joe’s sales call script above is the value proposition, which can be tweaked depending on the industry or vertical you are dealing with. For example, Vengreso’s value proposition is: “We help sales leaders train their sellers to create more sales conversations to increase their pipeline.”  But if one of our sellers were calling a prospect at an insurance company, Joe recommends saying this instead: “We specialize in helping insurance sales leaders train their producers to create more sales conversations to increase their pipeline.” In our case, as it is the case with Joe, the statement above is true, because when we train a group of salespeople in a particular industry, we tailor the program to their particular needs. 2. Follow a system that works As mentioned before, cold calling is not about personality or charisma, but a process. You may encourage your sales reps to try their own variation of the scripts mentioned in this episode, or create their own from scratch. Once they find what works for them they should follow the scripts. Listen to the episode to learn how Joe trained a 74 year-old lady to follow the scripts and how she booked 12 appointments during the practice run on the third day of the training program. 3. Write scripts that are not personal Nobody likes rejection, nobody likes the word “no”. In fact, many talented sellers quit the profession because of the constant rejection. When a sales rep’s call script says something like, “Can I take a few minutes of your time?” and the answer is negative, they are taking a personal rejection because the script is personal. However, if the script is about the benefits the buyer will receive from making business with your company, when they say no, they will be saying no to the results, not to the sales rep. As a sales leader, you must protect your sales team as much as you protect the buyer. Therefore, teach them to write cold calling scripts that are not personal. Listen to the whole episode for some great anecdotes and examples of how Joe used his cold calling scripts to book appointments and close deals and how your sellers can do the same. Outline of This Episode [2:48] Joe’s Journey: From Football Coach to Sales Consultant. [10:15] How sellers can use the phone today. [16:14] Cold calling scripts from Joe. [18:22] How to read people’s behaviors. [28:53] Best methods to get a return call from a voicemail. [32:38] The importance of the value proposition. [38:37] Researching the pain points of the buyer. [48:12] How to deal with rejection. Resources Mentioned Connect with Joe Pici on LinkedIn Follow Joe on Twitter: @PiciandPici Joe’s favorite movie: Rocky series Pici & Pici Modern Marketing Engine Podcast - Bernie Borges Connect with Mario! www.vengreso.com On Facebook On Twitter On YouTube On LinkedIn Subscribe to Modern Selling on the App of Your Choice!

Connect with Alex at LinkedIn     Check out his book recommendations:    Fanatical Prospecting: The Ultimate Guide for Starting Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, E-Mail, and Cold Calling by Jeb Blount     Sales Management. Simplified.: The Straight Truth About Getting Exceptional Results from Your Sales Team by Mike Weinberg     Gap Selling: Getting the Customer to Yes: How Problem-Centric Selling Increases Sales by Changing Everything You Know About Relationships, Overcoming Objections, Closing and Price by Keenan     Sell It Like Serhant: How to Sell More, Earn More, and Become the Ultimate Sales Machine by Ryan Serhant     Subscribe to Apple Podcast Youtube Follow Thaducation on Instagram Join Thaducation:  For show notes and resources visit: https://www.thaducation.com/ --- Send in a voice message: https://anchor.fm/thaducation/message

Selling is about understanding the customer’s needs to provide value and solve a problem. More than ever, the ability to connect is key to creating a beneficial buyer-seller relationship. Join Ryann Dowdy, Director of Sales at iFocus Marketing, as she discusses her passion for helping women discover how their talents and abilities can translate into success in the sales environment. https://sforce.co/2V7BKwG   Guest: Ryann Dowdy (https://www.linkedin.com/in/ryanndowdy/) Host: Kevin Micalizzi (https://linkedin.com/in/kevinmic)   Related resources: Why More Women Should Be Part of Your Sales Team https://sforce.co/2TWwwE7 Marketing Made Easy Podcast https://www.amyporterfield.com/amy-porterfield-podcast/ Women for the Win, with Barbara Giamanco https://sforce.co/2Ejtlkm Jeb Blount Podcast https://jebblount.com/jeb-blount-podcasts/

It’s one thing to have a dedicated sales team, but it’s the big leagues if you can turn your customers into their own sales team Hey, what's going on, everyone? This is Steve Larsen, and you're listening to Sales Funnel Radio.  Welcome to Sales Funnel Radio where you'll learn marketing strategies to grow your online business using today's best Internet sales funnels. And now, here's your host, Steve Larsen. What's up, guys? Hey, I hope you're doing great. It is a Monday morning, which frankly might be kind of weird, but it's actually my favorite day and time of the week. Call me workaholic, but it's true though. So, I wake up on Mondays just a-smiling, and I jump out of bed, and I'm so eager to get started on the week, and I know that's weird, but whatever. It's true, so I thought I'd just tell you. Anyways, it's Monday morning. In about an hour and a half here, my wife and I, along with our two little girls we are going to the doctor, and we're going to find out what the gender of our new little baby is, and we're very, very excited. We have two little girls already. I think it's gonna be another girl, and I think I'll be the only guy in the house here, which is fine by me. Anyway, we'll see what it is, and I'll let you guys know as soon as I do, but we're super excited about that. Anyway, I thought I'd just throw a quick podcast out to you guys because I wanted to quickly just let you know about something that I've been implementing lately that I'm real excited about, and honestly my customers are too. You guys know ... I mean, obviously ... This is starting my ... Let's see, what is this? One, two, three ... This is beginning my fourth week alone of self-employment, and things have gone very, very well. We've done almost 70,000 in sales, and we haven't really even optimized stuff yet. You know what I mean? I'm only selling once a week, really, and on my webinar, my live webinar, every single week, and I will plan to be doing the live webinar every single week for probably quite some time because it's been kind of interesting. The first few times I've done it, I haven't changed anything from one script to the next, but especially this last one, I felt it. I felt where I needed to make the changes. I felt where the lag was, so I'm excited. I'm excited to go and I'm going to start switching those things out, but it's been interesting to go through ... There's a billion things I got to get done still, I mean, obviously, who doesn't have a big to-do list? But I've got this huge whiteboard over here on the side, and it's just chock full of stuff. It's loaded, it's loaded with tons of things that I need to be getting done, and do, and I ... Anyway, the whole thing's been a lot of fun, but it's been neat to go through and prioritize stuff. So number one priority for me, obviously, has been just to sell. Sell, sell, sell, sell, sell, sell, sell. You guys know I am a huge advocate of the book, Ready Fire Aim, which talks about stage one, zero to one million, that's the only thing that matters. Just sell stuff. So, I've been selling things like crazy, been fulfilling on them like crazy, and I've been mostly just focusing on the actual course itself that I've been selling and all the little mini things in them. It's been a ton of fun to go through and do that. Lot of work. Holy smokes. When I created the Secret to Master Class Program inside of Russell's two comma coaching, it was from stuff that already existed and I was just organizing it. And that's how I made the first pass of content. And then what I did though, was I came back around as I was hearing people's feedback. Then I went back through and I created all the extra courses and extra things, and extra trainings that were needed to plug the holes inside people understandings, just to make sure all the bases were covered, you know what I mean? That's kind of what I've been doing this first time, is I've been going through and I've been building it from scratch, raw, just the very beginning. Zero to a hundred. But then I go back through after I see people going through it, and all their feedbacks, and all their questions, and all ... That's the reason I do live Q and A's with them every single week. It's so that I can get through and see, like, they're all still struggling with X. They're all still struggling with Y, or Z, you know what I mean? And then I go back through and I do a second round of filming. I do a second round of product creation. I go plug in all the holes, and I go plug in ... And that's exactly what's been going on here. So I've been ... it's been a lot of fun. It's been a lot of fun. It's a ton of work, but my gosh, it's a lot of ... I mean, I was on ... I think I told this to you guys, I can't remember if I did or not, but I was on stage speaking at two different events this last week, back to back, which was kind of nuts. And this guy walks up to me afterwards, and he goes, "That was fantastic, first of all." And I was, "Thank you." You know, I said, "Thanks. That's awesome." And then he goes, "I was sitting there though, and I was trying to figure out the word for you." I was like, "What did you mean?" He's like, "The word that describes you. There's something about you and I don't know what it is." And I was like, "Okay, what it is it?" And he goes, "It took me awhile, but I think I figured it out. You're giddy." I was like, "You think I'm giddy?" He said, "Yeah. You're 100% giddy. Are you kidding me? You're standing on ... you're doing the ... It is so easy to see that you love what you're doing. And it's refreshing. Thank you. It's so freaking awesome to watch that." And I was like, "That's nice of you. I appreciate that." And he's like, "I'm serious though. It's refreshing because most people get up and they're either sick of what they're doing, or they just got one trick or tip and that's kind of it. It's so clear and obvious that you love what you're doing." And I was like, that actually was some really cool feedback. I'm glad that he said that. That was nice of him. I never consider myself as giddy about what I do. Maybe I choose a different word. But I am having fun with it, and it's been great. Hey, so I've been getting a lot of requests lately about ... you know what, let me get ahead and I'm just going to read this thing first. And then I'll lead into that. So I'm holding a book. This book is fantastic. I would read this book if I was you. If I was trying to be a funnel builder. If I was trying to be an author, speaker, coach, consultant, if I was in the SaaS world, if I was definitely B2B, I would put this on your to do list. This book ... so it's a book called Behind the Cloud, by Mark Benioff and this is the story of how Salesforce pretty much went to a billion dollar company and changed the whole industry. That's what the tag line says anyway. And it's amazing. It's a great book. And what it is, it's a series of what they call plays. Play one, play two, play three ... but of the different plays that they made to be able to go and do what they did. And make no mistake, I am 100% trying to change the MLM industry, which is what I've been selling in. And I have, I don't know, call it a chip off the shoulder attitude, or chip off the shoulder thing. That industry, it's an amazing thing to go through if you're doing it correctly, if you're doing it right, and otherwise it's pretty easy to get categorized into the millions of people that just want to lose their family and friends, which is why they join one, I think. Anyway, so strong opinions there. Anyway, so I've been getting a lot of requests from people though, about an affiliate program for the course that I've been selling. And of course I'm going to have one. Of course, absolutely, in fact I think it's going to come out ... We technically already finished it. Technically it's already done. Yeah, anyway. Technically it's already done, but ... Anyway, sorry, I have like 13 thoughts going through my head and I'm trying to organize them in a way that it's going to go together. Anyway, I want to read a section from this book and then tie it back into what I was just saying and talking about. And here it is. Anyway, so this is on page 73 of the book Behind the Cloud. And what it says ... This section is called Play Number 40, Make Every Customer a Member of Your Sales Team. And I thought, this is awesome. I certainly agree with this 100%. Make every customer a member of your sales team. And this is what it says, "Just as we tapped into every employee as a marketing person ..." Okay, that's first of all a very powerful line, "Just as we tapped into every employee as a marketing person, we believe that every customer could also serve as a salesperson. Inside every customer there's unrealized potential that by offering training and support, we could build a sales army that is not limited to a finite number of salespeople, but could scale to hundreds of thousands and one day millions of customer salespeople." I thought that was fascinating. That's very interesting. Now that obviously the reason you do the affiliate stuff, but I was ... I'm never not thinking about what I do guys, I think it's the reason that guy saw me as giddy. But I was walking, I can't remember when it was, it was a few nights ago, I was pacing, and I was thinking, and I was pacing, and I started thinking through ... I helped create one of the original affiliate bootcamp courses that Russell uses to teach people how to do affiliate marketing. And he and I tag teamed back and forth along with John Parks, and the three of us went through and we taught this frankly, really awesome affiliate ... it's called Affiliate Bootcamp. And what it does is it teaches somebody how to be an affiliate if they've never been one before, from scratch with no lists. Or if you do have a list, it shows that as well. But the real thing that it's doing is it's showing people how to be an affiliate for ClickFunnels. That's really what it is. It's positioned as generic, but what it's really doing is it goes through and it shows people, "Yes, here's how you promote ClickFunnels for us." It's really to make customer salespeople. Customer salespeople where they love your stuff so much ... And it even goes through in the book, keeps talking about different training and support and stuff like that, enough assets a person needs so they can be a customer salesperson. And so what I've been thinking through, and actually voxed Russell about this, and I was chatting about it, but I think I'm going to make my own version of Affiliate Bootcamp where I can go through and dive deep and it's a daily thing for just two weeks, but what it does is it shows people how to be an affiliate in the best ways that we've ever seen, that I know how, that we've ever ... From scratch, or with a list. But really what it's doing is it's showing people how to promote my stuff. I'm creating an army of affiliates that know how to be an affiliate, you know what I mean? And I think that's what the next thing I'm going to do. And it might be weird that I'm telling you this strategy, because I know a lot of you guys will be the ones that go through it. But I'm just trying to be transparent and show you where my head is on this stuff. Now first and foremost right now, I need to finish actually building, finish building the actual course that I've been selling. And they know that it's been dripping out this first round. In the future it's not going to be a drip course or anything like that, but right now this first one, it is. And they all know that, and that's one of the reasons why some of them got a deal on it and stuff like that, you know what I mean? Because I'm going through and I'm building it as I'm selling it, at the same time. Which is nice, because it lets me go through and do the second round of course creation to plug in all the holes, because they're making it kind of with me ... Not so much on their side, they don't really know that's what's going on there. But that's what I've been doing. And then, so step one, then step two, then I want to go out and ... Man we just got offered huge lists from people to go promote the course to. I mean massive, massive people. I so bad want to tell you some of the names of some of these people. You guys all know them, they're on TV shows and stuff, which I'm super excited about. But I don't know if I'm allowed to, so I'm not going to yet. You'll all hear about it sometime, I'm sure, but it's not time yet, I don't think, so ... Anyway, that's the whole thing I'm trying to say with this thing, is understand that when somebody buys your course, there's really two things ... Or your program, or your product, whatever it is, whatever you're selling, your offer, there's really two things that still have to happen. Just because you collected cash does not mean the sale is over. There's two things that need to happen, and this first one, there's a PHAT event this week, it's the last FAT event ever, which I'm kind of sad about. I'm actually really sad about it. But anyway, I always cover this with them, and then there's a second piece as well, because of what Mark Benioff said. After a customer is acquired, the first thing you have to do with them is you need to help them consume it. I call it a consumption series. It's a consumption sequence, a consumption series, consumption guide. And what I do, and what I've been building out is as soon as ... Now let's think about this for a second. So this is a webinar, and there is ... If you guys don't know anything about webinars, webinars there's a headline, and then there's three secrets. So there's three secrets, and secret number one relates to the vehicle related false belief. Secret number two relates to the internal false belief. And then secret number three is the external false belief. A lot of you guys who are indoctrinated inside the ClickFunnels regime, you guys know the stuff, right. You know that. Well all I do is because ... Let's think about this, in the webinar, you're going through and you're talking about secret number one, secret number two, secret number three, right, which is false belief number one, false belief number two, false belief number three. And then you're going through and you're crafting a story, a sales message, a product in the offer that addresses those false beliefs. You're addressing a product that does that. Let's think about this though. If that's what's you're promising, secret number one, secret number two, secret number three, why not show exactly in your product where those answers also are. So the first thing that I do, the first of two things, the first thing I do in this consumption guide, is as soon as somebody buys my product, it doesn't matter if it's off of a webinar, it doesn't matter if it's off, like whatever ... I put out to them at least a three day series where the first email or piece of communication or whatever it is, goes and it actually shows where to get what was promised in secret number one, or the vehicle related false belief. They don't need to be called secrets, they don't need to ... you know what I mean? It doesn't need to be called that same vernacular. I've called them steps, I've called them ... I've called them steps a lot, actually. Tips, I've called ... you know what I mean? It doesn't need to be called those things. And you might sell a widget in a different way with different vernacular. But they're still vehicle, internal, and external related false beliefs. So the first thing after somebody buys it I send to them is first of all, a fulfillment email. But then what I'm really doing, is sending a consumption guide, where the first email is where to find what was promised and addressed for their vehicle related false belief. Secret number one. The second email that I send out is ... that's secret number two, and where to find that. So I'll take screenshots of the members area with arrows and put it in the email, and say, "Look, when I told you how I blank without blank, this is where that is. So go click right here and go watch this next part right there." And the reason that I'm doing it is ... there's many reasons. The first reason, is because I need them to consume that information. Number one, they must feel in their brain that I'm fulfilling on what I promised. Duh. That's what they bought. Of course I should do that. Okay, they bought that. Just out of the ethics of it, please fulfill on what you sell people. But what I'm also doing is I am indoctrinating them further into my culture. It gives me opportunity to train them to open my emails. It give me opportunity to train them when my stuff comes in that they should open it up, but also it helps me be able to figure out who the rock stars are, who's actually killing it, who the people are that are just doing amazing with my course or my product, whatever it is. And then I can go back and actually collect them as testimonials and use them in the sales message also for future people. That make sense? That was a lot. Just let me high level recap real quick. So all I'm doing is whatever secret number one, two, and three are, I create a consumption series, number one, two, and three that matches secret number one, two, and three. Does that make sense? And it's all auto, it's all dripped out. When somebody buys I call it my buyer sequence. They buy, first the fulfillment email goes out. Then we will remind them that they've got to get added to the group. Then we'll remind them, "Here's what we do culturally. Here's the different events that go on. Here's consumption number one, two, and three." I don't call it that in front of them, obviously. Does that make sense? So that's the first thing that I do. Number one I train them on how to consume my thing. That's the highest level of that. I train them to consume the product. But number two, and this is what ties in. I promise this is not just like a rabbit I'm following over the place. There's a whole point to this. And the point is that the second thing is that I'm trying to train them how to promote my thing also. So number one, here's how to consume it so you're successful with it. Number two, here's how to promote so that the course you just bought is free for you because you just go get a few people in, and suddenly all the training, all the material, all the follow up, everything is free for you. Does that make sense? Because what I've been doing and ... anyway, that's exactly what Mark Benioff was saying. I'm trying to create customer salespeople. It's not necessarily a huge focus of mine right now but I know it's step two and I know it's coming up, and people are asking for it. And so I was thinking to myself, what should I do to make this more accessible for people? And so I'm thinking through inside my affiliate area, I'm creating the guide, I'm creating the stuff that will walk them through how to be a generic affiliate, but so that they can go apply it to selling my course for me as well. Does that make sense? That was a lot of stuff, and I hope that made sense what I'm doing. It's important to train people how to consume your stuff. And then it's important to help them realize ... If you want to make real, true believers, people who've really drinkin' the Kool-Aid, you know what I mean? Those are the people who are out promoting your thing without you asking them to. And for those of them who aren't, sometimes they for need a few questions answered and so you go create an affiliate program. Go create something that helps people understand. I love Backpack. Backpack's awesome. That's what I'm using, of course. And it's been a ton of fun. And so to make it more accessible for people ... This is the last piece guys, this is like a deep strategy episode guys, hope this is okay. It's kind of a lot of stuff on this one. But what I've been doing is on the home page ... So it's a webinar, so on the registration page itself, the actual registration page, in the footer I always make sure that I put two things in there. Number one, you've got to make sure you have all the legal crap in there. You're supposed to have that stuff in there. I have a PO box that I declare as my business address so it's not my actual address. There has to be terms, privacy, contact, support, stuff like that. Specifically terms and privacy and support. Those are the three that should always be in there. I don't know what the current laws are on all those things, but I know that those should be in there. And then what I do though in the footer is I also always include, number one the login for their actual members area, or whatever they bought because people will always lose the link, so I put it down in the bottom. The second thing though that I always put down there is a link for affiliates. So what it does is it lets me tell people ... because some people just want to go promote the thing and not buy it. And I'm like, "All right, that's kind of ... I think that's a little weird." But if they scroll down to the bottom, they just click on affiliates, they can get their affiliate link and promote the course, or promote whatever ... you know what I mean? Anyway, those are the two things that ... And that's what helps close the loop. That registration page, it is a registration page, but to the person who's looking it's a little bit more than a registration page, and it opens up another loop, meaning the loop is, "Hey, you can go be an affiliate. Grab your affiliate link, and here's how to promote, and here's how to promote my stuff." But if then they go buy, it's like, "Hey, here's how to consume what you bought. By the way, here's also how you can promote what you ..." Anyway, so that's what I've been doing. I feel like I'm talking in circles now. I'm literally talking about loops. But I hope that makes sense what I'm talking about though. Find a way to make your customer also your salesperson and you're going to be able to expand a lot faster simply because you don't have to find salespeople, you know what I mean, as hard, as much. It's pretty interesting, I was talking to ... This is the last point, and then I'll get out of here. I was talking to the CFO of ClickFunnels. He's the man. And I asked him once, "What's the biggest expense?" And without any hesitation, he said, "Affiliates." Just straight up, "It's affiliates. Affiliates cost us a lot of money. We give a lot of money to affiliates." I was like, "That makes sense. That makes total sense." That's what he told me anyway about ClickFunnels that that would happen, you'd do that. Anyway, I hope that was helpful. I hope it makes sense what I was trying to say here. Well all I'm trying to say is figure out number one, sorry, number one understand that it's not enough to just sell stuff to people, you have to teach them to consume it. But number two, especially once they are consuming it, they're getting indoctrinated, they love promoting stuff, and there's going to be people who just want to promote your stuff anyway. They're looking for something to give to their audience and might as well make a sweet affiliate program. Or some kind of thing to help them so that you can arm your people, arm your customers with the correct assets that they need, the correct ... you know what I mean? So I'm tossing in all the ... a whole bunch of swipe files, tons of swipe images, tons of swipe email content and copy. Cool things that they can give away to help them lead gen. Anyway, that all I've got for you guys. And hopefully you can go out and start applying that. I've got to go get ready. We're leaving in about an hour here to go figure out the gender of our new little one. So fun stuff guys. Talk to you later. Bye.  Think for listening to Sales Funnel Radio. Please remember to subscribe and leave feedback. Want to get one of today's best internet sales funnel for free? Go to salesfunnelbroker.com/freefunnels to download your prebuilt sales funnel today.  

Meghan LaTorre, Sales Manager at Zendesk, joins the Bowery Podcast to discuss The Importance of Creating an Internal Growth Ladder for Your Sales Team.

Meghan LaTorre, Sales Manager at Zendesk, joins the Bowery Podcast to discuss The Importance of Creating an Internal Growth Ladder for Your Sales Team.

During a MegaGroup USA event, Mark Kinsley shared 7 Hacks to Add Rocket Fuel to Your Sales Team and explored the deeper principals within those ideas.

Mike LOVE business and LOVES sales. His specialties are new business development and sales management. His passion is creating high -performance sales teams and helping sales leaders, sales teams and salespeople acquire more new clients and net new business. His latest book is Sales Management. Simplified. – The Straight Truth About Getting Exceptional Results from Your Sales Team, also published by AMACOM) was just released (late September). One sales expert reviewer has called it “arguably the greatest book ever written on sales management,” and “an unequaled blueprint for leading salespeople and building high-performance sales teams.” Learn more more about the book, and get a free download of the Table of Contents, Introduction and sample chapters by clicking here

In this episode of HubSpot To Go I’ll discuss @HubSpot Social Media Tools for Your Sales Team. Listen below the show notes. Show Notes: Follow @handythinks Listen in iTunes or Stitcher. Leave Us A Review (It helps us grow the audience! Here’s a tutorial on how to do this.) Join the discussion: Email | Twitter