Avsnitt
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In this week's episode, Scott Bliss delves into the art of sidestepping the dreaded phenomenon of being ghosted by prospects in the realm of sales. Ghosting, a frustrating scenario, unfolds when a salesperson invests considerable time and effort into pursuing a potential deal, only to be met with deafening silence or an abrupt halt in communication from the prospect's end. Scott unpacks the crucial concept of establishing equal business stature.
Moreover, Scott underscores the significance of transparent discussions surrounding budget constraints and decision-making processes from the outset. By addressing these aspects early on, salespeople mitigate the risk of encountering sticker shock later in the negotiation phase while ensuring alignment between their offerings and the prospect's expectations.
Join us this week for an enlightening discussion with Scott Bliss as he shares invaluable insights on avoiding ghosting in sales. Don't miss out on this essential conversation.
Timestamp
0:14 Prospecting in 2024 with Tom Nation from Sandler UK.
1:21 Prospecting strategies for 2024.
6:51 Prospecting and Assertiveness in Sales.
14:57 Sales prospecting, automation, and cadence.
20:31 Using automation in sales while avoiding spammy messages.
23:30 Prospecting strategies and tools for sales success.
29:53 Sales techniques, mindset, and personal development.
Key Takeaways
Lack of identifying the prospect's pain or gap in their current situation can lead to being ghosted. Salespeople should focus on understanding the prospect's true needs and problems before presenting a solution.
Avoid sticker shock by discussing budget and investment conversations early on. By having open conversations about pricing and investment parameters, salespeople can align their solutions with the prospect's expectations.
Understand the prospect's decision-making process and who is involved. By knowing the decision-makers and their timeline, salespeople can avoid being left in the dark and increase their chances of closing the deal.
Use questioning strategies, third-party stories, and the curiosity curve to engage prospects and build trust. Salespeople should focus on asking meaningful questions and sharing stories of how they have helped others in similar situations.
Embrace the Sandler rule of "no" as the second-best answer. Salespeople should not be afraid of hearing a "no" early on in the sales proc
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This week, tune in as Mason Crosby sheds light on the potent strategy of account-based marketing (ABM) in the B2B realm. In this riveting conversation, Mason unravels the intricacies of ABM, focusing on its tailored approach towards specific accounts rather than individual leads. Mason elucidates the prerequisites for successful ABM implementation, stressing the necessity of a dedicated sales team, a thorough grasp of product-market fit, and an acknowledgment of longer sales cycles.
Throughout the discussion, Mason offers practical examples and invaluable tips for initiating ABM endeavors, advocating for the activation of existing customer bases, and leveraging triggers to engage potential clients. Additionally, he addresses prevalent misconceptions and pitfalls encountered in ABM execution, enriching listeners with insights garnered from his extensive experience in the field.
Don't miss out on this enlightening episode, where Mason Crosby navigates the landscape of account-based marketing, equipping businesses with the tools to tailor their marketing and sales efforts effectively.
Timestamp
0:12 Account-based management (ABM) strategies for sales success.
1:09 Account Based Marketing for B2B sales.
4:35 Common mistakes in implementing Account Based Marketing.
8:46 ABM strategy and its implementation.
15:14Using data to target B2B leads with ABM.
20:03 Using triggers and data to personalize sales outreach.
24:45 Using existing data to target potential clients.
29:09ABM strategies and growth with Mason Crosby.
Key Takeaways
Account-based marketing (ABM) is a B2B growth strategy that aligns marketing and sales efforts around a set of shared target accounts.
ABM is most effective for B2B companies with a higher average contract value, a dedicated sales team, and a longer sales cycle.
Starting ABM with existing customers can be a great way to prove the model and generate results.
The four key elements of ABM are data (identifying target accounts and reasons to reach out), distribution (choosing the right channels to engage prospects), destination (where to direct prospects), and direction (tracking engagement to determine if prospects are moving closer or further away).
ABM can be implemented in a scrappy and cost-effective manner, starting with one trigger, one channel, and one piece of content.
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Saknas det avsnitt?
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In this week's episode, we delve into the evolution of prospecting tools and techniques, while underscoring the timeless principles that drive successful outreach endeavors. Tom emphasizes the significance of cultivating the right attitude, anchoring on a firm belief in the value one brings to the table during prospecting interactions. He advocates for a holistic approach to outreach, incorporating various channels such as cold calling, email, networking, and more to effectively connect with prospects in today's dynamic landscape.
Throughout the conversation, Tom sheds light on the optimal behaviors and cadence for prospecting, stressing the importance of striking a balance between persistence and respect for the prospect's time and preferences. Moreover, he explores the role of automation in streamlining the prospecting process, while cautioning against the pitfalls of impersonal, spam-like messages.
Join us for an insightful exploration where Tom offers invaluable insights and actionable strategies for sales professionals aiming to excel in prospecting amidst the ever-evolving digital landscape of 2024.
Timestamps
0:14 Prospecting in 2024 with Tom Nation from Sandler UK.
1:21 Prospecting strategies for 2024.
6:51 Prospecting and Assertiveness in Sales.
14:57 Sales prospecting, automation, and cadence.
20:31 Using automation in sales while avoiding spammy messages.
23:30 Prospecting strategies and tools for sales success.
29:53 Sales techniques, mindset, and personal development.
Key Takeaways
Building a prospecting plan and consistently following through with daily and weekly actions is crucial for success.
A multi-channel approach to outreach, including cold calling, email, networking, and more, is necessary to reach prospects effectively.
Personalization and finding relevant triggers for engagement are key to standing out and building meaningful connections with prospects.
Automation tools like HubSpot and ZoomInfo can help streamline prospecting efforts and manage relationships with prospects.
Setting aside dedicated time for prospecting and blocking it off in your calendar can help maintain focus and consistency.
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This week, join host Mike Montague as he engages in a compelling conversation with Steve Spiro, renowned as the Master Connector, unraveling the secrets to transcending the digital barrier and fostering genuine virtual connections. Through this enlightening dialogue, they delve into the nuances of navigating online interactions, underscored by the essence of authenticity and value addition.
Steve's insights illuminate the path towards building profound connections, whether in the virtual realm or face-to-face, emphasizing a selfless approach and embracing vulnerability as a catalyst for forging enduring relationships. Their exchange also delves into the pivotal role of content creation in fostering connections and explores the significance of networking groups and referrals in amplifying outreach.
Join us this week as host Mike Montague engages in a compelling conversation with Steve Spiro, the Master Connector, unlocking the secrets to genuine virtual connections. Delve into the essence of authenticity, value addition, and the pivotal role of content creation.
Timestamps
00:00:09 - Introduction to the topic of breaking through the digital barrier
00:04:48 - Importance of connecting through conversations and adding value
00:10:10 - Importance of showing genuine interest in others' stories
00:12:06 - Starting a conversation with honesty and vulnerability breaks barriers
00:17:02 - Making connections everywhere, even in everyday situations
00:21:09 - The concept of sowing and reaping in building connections
00:22:14 - Having a clear path for prospects and finding value in non-prospects
00:25:03 - Sharing links to content, and books, and inviting non-prospects to be on the show
00:29:08 - Overcoming adversity and having the grit to keep going
00:33:30 - Recommendation to read "The Tao of a Master Connector
Key takeaways
Breaking through the digital barrier requires authenticity, being others-focused, and adding value to the conversation.
Genuine connections are built by being vulnerable and sharing personal stories and experiences.
Connecting with others online involves reaching out for phone calls rather than just accepting connection requests.
Regularly putting out valuable content helps establish credibility and attracts meaningful connections.
Offering to make introductions, inviting people to networking groups, and sharing resources are effective ways to add value and deepen connections.
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This week, tune in as Dr. Courtney McCaslin delves into the intricacies of building the sales force of the future. Dr. McCaslin underscores the critical balance between leveraging technology and data while understanding human psychology and behavior in sales. In this enlightening discussion, she emphasizes that while natural talents hold significance in sales, competencies and skills are paramount in driving success. The episode also touches upon the significance of personalized learning journeys for salespeople. Aligning individual talents and competencies with the broader business strategy is emphasized as a means to maximize sales effectiveness. Dr. McCaslin advocates for tailored training and coaching to address skill gaps, thereby unlocking the full potential of sales teams.
Furthermore, the discussion delves into the art and science of selling, emphasizing the importance of specific behaviors and competencies in driving consistent sales performance. While natural talents are valuable, the focus on developing both natural abilities and learned skills is highlighted as essential for constructing a robust sales force.
Join us for an insightful exploration into the evolving landscape of sales leadership and the actionable strategies necessary to build a dynamic and high-performing sales force. Don't miss out on this opportunity to elevate your understanding of sales effectiveness and drive sustainable business growth.
Timestamps
00:00 - Intro, balancing tech/psych, natural vs learned skills
03:13 - Understanding talents, coaching to strengths
06:18 - Using tech, comparing coaching styles
09:05 - Practice, role-play, winning via talent
12:17 - Inspiring excellence, traits/competencies/talents
15:04 - Leveraging talents, applying skills strategically
18:12 - Aligning team, individualized learning
21:31 - Octus impact, managing communication intensity
24:21 - Seizing opportunities in sales
25:19 - Navigating change, contact info
Key takeaways
Selling combines art and science, demanding a blend of innate abilities and learned skills for success in today's market.
Balancing natural talents with skill development is crucial for effective sales.
Sales leaders must understand their team members deeply to provide tailored guidance and motivation.
Tools like Octus IQ offer real-time insights, aiding sales teams in making informed decisions and navigating complex sales cycles.
Personalized learning journeys sustain high sales performance by addressing skill gaps and leveraging natural talents through customized training and coaching.
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This week, elevate your nonprofit leadership with insights from Mike Kenny. Discover the essential behaviors and strategies necessary for running a nonprofit like a successful business. Mike underscores the importance of confidence in the mission, effective goal setting, and marketing the organization's value to donors. Drawing from his military experience, he emphasizes the significance of adopting a business mindset to drive sustainable impact.
Explore the parallels between the Sandler sales methodology and the strategies employed by Warrior's Ascent, gaining valuable insights into maximizing nonprofit effectiveness. Learn why self-care is imperative for individuals to thrive and make a positive difference, and how embracing failure as a learning opportunity fuels growth.
Join us for an enlightening discussion on transforming nonprofit leadership through strategic thinking and actionable practices. Don't miss this chance to strengthen your organization's mission and impact!
Timestamps:
00:00:00 Nonprofit growth and mission with Warriors Ascent founder Mike Kenny
00:01:16 Nonprofit sustainability and mission alignment.
00:09:46 Self-care, personal growth, and overcoming comfort zones.
00:14:34 Nonprofit growth strategies and Sandler techniques.
00:19:21 Nonprofit management and success.
00:23:38 Overcoming failures and building resilience.
00:30:55 Overcoming struggles through group support and creative solutions.
Key Highlights:
Nonprofits need to focus on both their mission and building structures for sustainability and growth, similar to running a business.
Setting clear goals, short-term and long-term, is crucial. Tracking progress helps measure success and make necessary adjustments.
Failure is an opportunity for growth. Nonprofits should embrace it, learn from it, and seek help when needed.
Nonprofits should adopt a mindset of success, showing their ability to deliver tangible outcomes to attract support.
Nonprofits must prioritize their growth and development through goal setting, planning, and tracking progress.
Establishing clear expectations upfront in meetings fosters transparency and alignment.
Nonprofits must communicate their impact, outcomes, and use of donor funds transparently to build trust and retain support.
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This week, elevate your customer service strategy with insights from Karl Schaphorst. Discover the pivotal role customer care plays in driving business success beyond reactive support. Karl emphasizes that while salespeople acquire new customers, service agents are the linchpin for retaining and nurturing existing relationships. He underscores the cost-effectiveness of cultivating loyalty over constant acquisition, making strategic customer care a critical investment.
Explore the common pitfall of undervaluing service functions and learn why agents are the face of your brand. Their interactions shape customer perceptions and future opportunities. Gain a fresh perspective on transforming customer service from a reactive cost center into a proactive, revenue-driving force.
Join us for an illuminating discussion on elevating your customer experience through strategic service excellence. Don't miss this chance to drive customer loyalty and sustainable growth!
Timestamps:
00:00:44 - Defining Strategic Customer Care
00:03:57 - The Role of Customer Service Agents
00:04:50 - The Importance of Showing Customer Appreciation
00:06:03 - The Role of Customer Service in Marketing
00:11:12 - The Value of Proactive Customer Service
00:12:10 - Rewarding Customer Service Contributions
00:12:20 - Behavioral Goals for Customer Service
00:12:31 - The Role of Customer Service in Business Development
00:16:08 - The Importance of Customer Service Training
00:16:19 - Techniques for Defusing Customer Complaints
00:19:20 - Weaknesses in Customer Service Training
00:20:47 - Training Customer Service Agents to Identify Opportunities
00:23:52 - The Importance of Emotional Intelligence in Customer Care
00:24:24 - Techniques for Turning Negative Situations Positive
00:29:48 - The Success of Sandler's Customer Service Training Program
Key Highlights:
Customer service is a crucial aspect of business success, as it is easier and less expensive to retain existing customers than to acquire new ones.
Strategic customer care involves proactive engagement with customers to build relationships and provide exceptional service.
Customer service agents should be trained in soft skills, such as bonding and rapport, to effectively communicate with customers.
Techniques for successful customer service include active listening, staying calm, validating customer concerns, and asking open-ended questions.
Customer service agents should aim to transform customer interactions from emotional distress to intellectual problem-solving.
Setting goals and KPIs for customer service agents can help drive proactive behavior and improve customer satisfaction.
Incentivizing customer service agents based on their contributions to sales and customer satisfaction can motivate them to excel in their roles.
Customer service agents should focus on identifying and addressing the root cause of customer issues, rather than just providing quick fixes.
The real problem a customer brings to customer service may not be the initial issue presented, so it's essential to dig deeper to understand their needs and concerns.
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This week, gain insights into the importance of educating prospects and overcoming skepticism in the SaaS sales process. Discover the significance of understanding customer pain points, effective prospect qualification, and navigating complex decision-making processes within organizations.
Join us for an enlightening episode as Josh Shirley delves into the intricacies of selling SaaS (Software as a Service) solutions. In this episode, Josh emphasizes the nuances of selling SaaS, highlighting the crucial differences from selling tangible products or services. Addressing common myths and misconceptions about selling SaaS, Josh sheds light on effective techniques and attitudes required for success in this domain.
Don't miss out on this episode packed with invaluable guidance for mastering the art of selling SaaS solutions!
Timestamp
0:16 - Introduction to the topic of selling SaaS and its challenges
3:07 - Common myths and misconceptions about selling SaaS
5:19 - Importance of understanding the problem and building value with the service
8:16 - The need to qualify the prospect and their pain
12:23 - The temptation to focus on technical details instead of addressing the real pain points in software sales
20:21 - The need to address the cost beyond the monetary investment in software
25:54 - Tips for approaching decision questions in software sales
Key Highlights
Selling SaaS requires educating customers about a product that may be unfamiliar to them, overcoming skepticism, and resistance to change
It is crucial to focus on the customer's pain points and the value the SaaS solution can provide, rather than solely relying on product demonstrations.
The decision-making process in SaaS sales often involves a wider range of stakeholders, including legal, compliance, and data security teams.
SaaS products are intangible and may be unfamiliar to potential customers, requiring sales professionals to focus on educating customers about the benefits and value of the product.
Successful SaaS sales involve understanding the customer's pain points and how the SaaS solution can address them.
Sales professionals should avoid getting caught up in the technical details of the product and focus on the impact the SaaS solution can have on the customer's job.
Selling SaaS often involves a complex decision-making process that includes a wide range of stakeholders, requiring sales professionals to be prepared to address the concerns and requirements of these different stakeholders.
The decision to adopt a SaaS solution often requires behavioral change within the organization, and sales professionals must address the challenges of getting the entire team to embrace and effectively use the SaaS solution.
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This Week, discover the positive aspects of selling in the fourth quarter and gain practical tips for success. Uncover the "four gifts of sales success": prospecting, creating an ideal client wish list, achieving clarity and confidence in the sales process, and mastering effective negotiation techniques.
Join Mike Montague and Lisa LS in a compelling discussion on the challenges and opportunities encountered by salespeople in the fourth quarter. In this episode, the hosts delve into the reasons behind salespeople's struggles during this period and offer invaluable insights to overcome common obstacles.
Tune in to learn how to equip yourself with these invaluable gifts and position yourself for sales success not only in the current year but also in the future!
Timestamps:
1:29 - Discussion on the challenges salespeople face in the fourth quarter
9:15 - Positive aspects of selling during the holiday season
14:23 - Positive beliefs for sales success during the end of the year
16:40 - Embracing continuous learning and building trust with customers
17:36 - Confidence in oneself and the offering
20:17 - The gift of prospecting and filling up the calendar
22:50 - Creating a qualification list for ideal clients
23:48 - Qualification criteria: pain, investment, and decision-making process
26:43 - Importance of open and honest communication for building trust with clients
27:15 - Gathering information about clients' personalities and tailoring communication styles
29:13 - Utilizing previous connections and allies in organizations to build relationships
31:20 - The complexity of decision-making processes in sales
Key Highlights
Challenges and opportunities faced by salespeople in the fourth quarter.
The importance of continuous learning, especially in the fourth quarter, to prospect and fill the pipeline for the upcoming year.
The significance of clarity and confidence in the sales process for both buyers and sellers. A well-outlined path builds trust and guides buyers through the process.
Prospecting, creating a wish list for ideal clients, clarity and confidence in the sales process, and effective negotiation techniques are identified as the four gifts that can lead to sales success.
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This week, we have an insightful conversation with Hannah Ajikawo as we explore the fundamental stages of awareness, consideration, decision, and post-purchase, shedding light on the complexities beyond the traditional "funnel" analogy. Hannah Emphasizing continuous value delivery and adaptation to changing buyer behaviors, Hannah provides valuable insights for maximizing revenue funnel effectiveness.
Join us for an insightful episode as Hannah Agico delves into the intricacies of revenue funnels. In this episode, Hannah dispels common myths and misconceptions surrounding revenue funnels, emphasizing the importance of aligning marketing and sales processes for a seamless buyer journey. Gain practical tips for executing a revenue funnel, including focusing on sales fundamentals, leveraging data insights, and investing in training and enablement.
Don't miss out on this episode packed with actionable strategies to enhance your revenue funnel mastery!
Timestamp
0:13 - Introduction and Defining the Revenue Funnel
2:40 - Critique of the Funnel Metaphor and Misconceptions
4:42 - Importance of Alignment and Behavior Change
8:19 - Steps for Building a Revenue Funnel and Commonalities
11:20 - Structuring the Revenue Funnel and Conclusion
12:20 - Sales and Marketing Integration, Targeting, and Fundamentals
22:34 - Final Insights and Metrics in the Revenue Funnel
Key Highlights
Integration of marketing and sales processes into a unified revenue funnel, reflecting the buyer's decision-making process.
Misconception of separate funnels and handoffs between departments, highlighting how these hinder the buyer journey and create bottlenecks.
Fundamental stages of awareness, consideration, decision, and post-purchase within the revenue funnel are underscored as essential components for success.
The importance of continuously delivering value to customers and adapting to evolving buyer behaviors to ensure sustained success.
Practical tips for executing a revenue funnel, including focusing on sales fundamentals, leveraging data insights, and investing in training and enablement to align with changing buyer behavior
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Join Mike Montague and Daniel Murray as they delve into the world of marketing millennials, discussing the attitude, behavior, and techniques needed to climb to the top and stay there. In this episode, Daniel reveals the common misconceptions about marketing, emphasizing the importance of authentic and consistent engagement with your audience.
Tune in for a deep dive into the mindset of a successful marketer and discover why creativity and human connection will be more vital than ever in the evolving landscape.
Timestamps:
0:00:08 Marketing mindset and attitude with a focus on helping the audience.
0:04:08 Marketing consistency and millennial mindset.
0:11:31 Sales and marketing alignment, AI's role, and creativity's importance.
0:18:26 Marketing channels and their effectiveness.
0:22:14 Marketing, creativity, and success with Daniel Murray.
Key highlights:
Showing up consistently helps in building trust and staying top of mind for the audience.
Authenticity builds a stronger connection with the audience and fosters trust.
The level of content produced needs to be higher than before to break through the noise and grab the audience's attention.
Adding a personal touch, being creative, and understanding the human aspect of marketing are essential for success.
Building and maintaining an owned audience, such as through podcasts and newsletters, is powerful.
Success is defined by continuous improvement and adaptability.
Facilitating interactions within a community, whether through events, webinars, or meetups, is a valuable aspect of marketing.
Video content is becoming increasingly important.
Competing against oneself and striving to be better each day is a powerful metric for success.
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Discover the current state of chat GPT, its recent updates, and the game-changing features it brings to the table.
Join us on the latest How to Succeed podcast as we dive into the ever-evolving world of AI and sales with Jordan Ludwin, the AI sales guy and Sandler trainer. He shares insights on the dynamic landscape of chat GPT, its latest features, and the transformative impact it can have on your sales process. Jordan discusses the rapid advancements in chat GPT, including its transition to GPT-4, partnerships with Microsoft, Bing integration for web crawling, and the introduction of DALL-E for image generation. Discover how these innovations reshape the sales landscape, providing salespeople with tools for enhanced research, customer insights, and more efficient processes.
Stay ahead in the world of AI-driven sales by tuning in to the full episode and unlocking the potential of chat GPT for a more productive and informed sales approach.
Timestamps:
0:12 The current state of chat GPT with updates and growth.
2:05 AI enhancements for salespeople in 2023.
7:07 Using AI to enhance sales processes.
12:28 Using AI tools for sales meetings and follow-up.
16:49 Using AI to improve sales conversations.
21:31 AI in sales with Jordan Edwin Sandler.
Key highlights:
In the rapidly evolving landscape of AI and sales technology, staying informed and adapting to changes is crucial.
Partnerships, such as Microsoft and open AI, leading to the integration of features like web crawling with Bing and image generation with DALL-E.
AI as a supportive tool to enhance decision-making rather than replacing human involvement entirely.
Salespeople's Ideal Attitude: The ideal attitude for salespeople in adopting AI is described as being a continuous learner.
AI for industry research, analyzing buyer profiles, and streamlining meeting follow-ups through automated note-taking.
Using AI to enhance weaknesses and supplement human skills.
Custom instructions in chat GPT are highlighted, allowing users to provide context about themselves and their goals.
AI can help in generating content quickly and efficiently.
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Join Mike Montague and Louie Gravance as they dive into the secrets of making customer service a superpower. Louie, a longtime Walt Disney Company employee with over 25 years of experience at the Disney Institute in Orlando, Florida, shares insights from his distinguished career in designing live experiences. Tune in as they discuss the transformative nature of service, the importance of exceeding customer expectations, and the power of creating moments of spontaneity. Don't miss this episode filled with valuable lessons from Louie's book, "Service is a Superpower: Lessons Learned in the Magic Kingdom." Join us on March 20th at the Sandler Summit for more insights. Tickets are available at sandler.com/summit.
Tune in now and discover how to make customer service your superpower!
Timestamps:
0:00:12 Making customer service a superpower through improv and spontaneity.
0:07:51 Sales techniques and the importance of listening.
0:11:56 Creating emotional connections with customers through storytelling and branding.
0:19:19 The impact of a sales training organization.
0:23:36 Customer expectations and Disney magic.
0:30:46 Customer service and leadership insights.
Key highlights:
Service is not just performative; it is transformative.
All service is performative; there's no business but show business.
Cataloging successful interactions creates the illusion of spontaneity.
Understanding clients' emotional connections to the brand or product is vital.
Bringing theatrical elements into the business world creates memorable experiences.
Clients will always find what they're looking for; set positive expectations.
Understand the audience (clients) and what they need in the "show."
Acknowledging and learning from mistakes contributes to personal and professional growth.
You can build, dream, design, and create the most fantastic place in the world, but it takes people to make that dream a reality."
The reciprocal relationship: making the company stronger benefits the client as well.
Service goes beyond creating memories; it leaves a lasting impact on individuals and organizations.
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Let’s dive in the awe-inspiring journey of conquering Mount Kilimanjaro with Claudia Denser as she unveils the leadership and teamwork lessons drawn from this remarkable expedition.
Embrace the mindset of transparency, trust, and continuous learning that fuels success both on the mountainside and in the corporate realm. Join Mike Montague and Claudia Denser in an engaging conversation where they explore the intricacies of overcoming challenges, fostering resilience, and uncovering beauty amidst adversity. Tune in to this enlightening episode for a deeper understanding of personal growth and leadership insights.
Don't miss out on this empowering conversation—listen now!
Timestamps:
0:00:14 Climbing Mount Kilimanjaro and leadership lessons.
0:03:56 Physical and mental challenges of climbing Mount Kilimanjaro and running ultra marathons.
0:09:12 Climbing Mount Kilimanjaro and its challenges.
0:13:54 Trust, communication, and relationships during a mountain climbing expedition.
0:18:35 Communication, teamwork, and success on Mount Kilimanjaro.
0:22:53 Leadership, growth, and success with a climber of Mount Kilimanjaro.
Key highlights:
Success is linked to a mindset of continuous learning and openness to new experiences.
In challenging situations, transparency and open communication are crucial.
Trust is essential in any team or expedition. Trusting the leader's guidance is crucial for success.
Avoid a closed mindset, as it can hinder progress and problem-solving.
Success often depends on the strength of the team and the support system.
Perseverance is key in both personal and professional challenges.
A leader's role is not just to give orders but to facilitate the success of the entire team.
Challenges and difficulties often lead to valuable lessons and personal growth.
Lessons learned from personal challenges, such as mountain climbing, can be applied to professional settings.
Success is often a collective effort.
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Discover the future of sales leadership! Join the conversation on deal coaching with Troy Kanter.
Dive into the challenges faced by sales leaders and the common mistakes in deal coaching. Learn why meaningful and timely feedback is the key to success. Explore the need for a structured approach, as Troy Kanter highlights the impact of unstructured methods on forecasting and pipeline management. Discover how intelligence and AI, including Octus IQ's contributions, bring data-driven insights into deal coaching. Gain insights into the ideal attitudes for deal coaching, finding the balance between nurturing sales reps and maintaining objectivity. Uncover the behavioral aspects of coaching with recommended weekly rhythms for one-on-one sessions. Caner introduces seven critical questions that revolutionize deal coaching, from identifying the buyer to evaluating the value in the sales process. Learn the importance of reps self-assessing and holding themselves accountable.
Don't miss out on this opportunity to enhance your sales leadership skills! Tune in to our podcast for practical advice and insights into improving de
Timestamps:
00:01:11 Deal coaching is the most underdeveloped management skill in sales leadership.
00:05:00 Emphasizing the impact of deal coaching on a sales team's development and organizational success.
00:07:04 Sales is a conversation between adults to uncover the truth.
00:08:28 Behavior part of deal coaching, including the suggested frequency and cadence.
00:10:29 Challenges of sales managers spending too much time on non-deal coaching activities and the need for a shift in focus.
00:11:52 Importance of spending 80% of the time on strategic deal coaching for sales managers.
00:16:00 The future of selling highlights the importance of creating value through human connection, empathy, and meaningful conversations that AI cannot replicate.
00:18:23 Addressing the role of sales managers in coaching and teaching reps who may not be ready to execute the plays.
00:22:47 The importance of distinguishing between deals based on confidence scores for effective decision-making.
00:24:51 The potential for Deal IQ to drive adoption and accelerate value in sales organizations.
Key highlights:
Deal coaching is highlighted as a critical but often underdeveloped skill in sales leadership.
Unstructured and subjective methods are common pitfalls in deal coaching.
There is a need for a structured approach to deal with coaching.
Lack of a structured approach can lead to downstream problems in forecasting and pipeline management.
The ideal attitude for deal coaching involves a balance between nurturing and developing sales reps while maintaining objectivity.
Seven Critical Questions for Effective Deal Coaching
Sales reps are encouraged to self-assess and hold themselves accountable by thoroughly addressing the seven critical questions.
Providing timely and meaningful feedback is highlighted as impactful in shaping successful sales teams.
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#sandler #sandlerworldwide
Discover the power of emotional relevance with Mike Montague and Alon Zaibert!
Join them as they delve into the art of creating memorable emotional anchors in client interactions, emphasizing its significance in building trust and strong relationships. Join the conversation that explores the future of sales in a tech-driven world and gain practical strategies for standing out. Uncover the secrets to cultivating lasting connections, navigating potential pitfalls, and mastering the art of emotional intelligence.
Don't miss out on practical strategies for incorporating emotional relevance in sales calls – it's the key to standing out in the modern business landscape!
Timestamps:
0:00:16 Emotional relevance in sales and client relationships.
0:05:18 AI's impact on sales and the importance of emotional relevance.
0:09:52 Emotional relevance in marketing and customer relationships.
0:14:46 Emotional relevance in sales calls.
0:21:30 Sales pitches and emotional relevance.
0:26:17 Emotional relevance in marketing and personal connections.
0:31:02 Emotional relevance and personal growth.
Key highlights:
Understand the difference between emotional relevance and emotional intelligence.
Actively create emotional experiences during client interactions.
Establishing a strong relationship with clients is crucial for success in complex and lengthy sales cycles.
Recognize the potential negative impact of emotional relevance.
Consider creating a metric or assessment tool to measure the emotional connection in relationships.
Encourage openness and trust in sales calls by starting with personal sharing.
Focus on building and cultivating relationships rather than just pursuing sales opportunities.
Allow yourself to be vulnerable in interactions.
Strive to create positive, memorable experiences that contribute to a client's overall positive perception of your brand or service.
Whenever possible, aim for face-to-face interactions to enhance the emotional connection.
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In a world where pipeline management is complex and time-consuming, there's Ken. Ken Guest is a sales expert who knows how to help you streamline your pipeline and close more deals.
Join Ken in this informative video where he shares his top tips for pipeline management. You'll learn how to only put deals in your pipeline that are most likely to close. The importance of having a clean pipeline by removing deals that are unlikely to close. Using the "five lenses of pipeline management" to assess each deal, and more!
Don't miss out on this opportunity to learn from one of the best in the business. Watch the conversation today and start closing more deals!
Timestamps:
0:00:16 Managing a sales pipeline with a focus on meeting scheduling.
0:02:12 Sales pipeline management and accuracy.
0:06:29 Sales pipeline management and proposal strategies.
0:12:22 Sales strategies and asking crucial questions.
0:18:02 Sales techniques and pipeline management.
0:22:44 Sales pipeline management techniques.
0:27:40 Success definition and Sandler concepts with a business owner.
Key highlights:
Only put opportunities in your pipeline once you have a scheduled meeting with the prospect.
Have a clean pipeline to have a more accurate forecast of your sales and to make better decisions about how to allocate your time.
Use the "five lenses of pipeline management" to assess each deal.
Be honest with yourself about your deals.
Don't be afraid to call back prospects.
Regularly review your pipeline to identify any deals that are slipping through the cracks or that may need additional attention.
Use a CRM system to track your progress to stay organized and to keep track of all of your interactions with prospects and clients.
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- Visa fler
