The Sales Evangelist

For organizations looking to expand their footprint and extend their reach, these 3 tips to improve closing will help them achieve those goals. Johnny Lee operates a sales and marketing firm called C Level Partners that helps organizations expand their footprint, gain new clients, and move in the direction of their goals. He believes that sales is everything. His experience from the management side, from the individual side, and from the sales rep side gives him a unique multi-level vantage point. Listen to understand The biggest challenge Johnny Lee consistently sees is that sellers listen to reply rather than listening to understand. He recently carried out a DILO, or a “day in the life of” exercise with a lean, mature team that all suffered from the same problem. They all listened while waiting for the opportunity to explain why their company was so great.  Sellers master the art of articulating their value, but before we win in the marketplace we have to master the art of listening. We’ve all heard it before, perhaps in the saying, “Telling is not selling.” But if we truly applied this truth to our everyday behaviors both in and out of business, we would know exactly how to articulate our value proposition to become the solution that the prospect needs.  Exhibit empathy In many cases, the discovery call that precedes the demo doesn’t actually help the seller understand the challenges the seller is facing. In order to understand the problems they are trying to solve, you must listen and develop empathy for the pain they are feeling.  Empathy helps us understand why people do certain things and how they end up where they are. When you care about helping people, you’ll be able to support them while they tackle the challenges they face.  When we ask questions that lead them down the path of discovery, our prospects will outline exactly what they need and how you can help.  Empathy acknowledges how the existing challenges affect the company’s bottom line and understands how important it is to consider shareholder value in the face of problems.  Empathy cannot be rushed.  When you communicate that you’re with them in the challenge, you’ll become a trusted advisor.  You cannot begin the work of solving a problem until you understand several things.  You must understand the challenge and how the prospect got where he is today. You must understand whether he seems himself getting out of the situation. You must understand how impactful it is for the business if he doesn’t get out of the situation. Once you build empathy and understand those three things, you can begin the next step of prescribing.  Prescribe with confidence There’s a fine line between arrogance and confidence, and you must prescribe solutions with confidence.  An arrogant person might immediately say, for example, “I have exactly what you’re looking for.” Arrogant people don’t listen.  When you do step 2 right and you have empathy and understanding, you’ll find yourself in the position of a therapist of sorts. Like a therapist, you have to be welcoming, calm, and professional.  Therapists don’t say, “Wow, you’re messed up.” They also don’t say things like, “I’m exactly what you need to solve your problem.” Instead, they operate with confidence, saying things like, “I’m so glad you took the first step. I’ve dealt with similar challenges before and I know we can get where you want to be.” Therapists become trusted advisors. They communicate that they are looking out for the patient’s best interests. Confident sellers must do the same.  Pay attention to tonality Tonality is critical to communicating the right level of confidence. Be enthusiastic. Be happy and excited that you’re speaking with a credible person.  Recognize the two different kinds of buyers: technical and economic. Technical buyers are people who can use your service but can’t make the decision to buy your service or product. Economic buyers make the ultimate decision.  There are two different ways of closing those two kinds of buyers. Because you can only engage a technical buyer for a certain period of time, you’ll eventually have to divert to the economic buyer.  Know how to ask questions like this: “I know you’ve been looking to address this challenge for quite some time. Is it common in your organization to bring the CFO in at this point to make the final decision?” You must sniff technical buyers out early in the sales process.  Never ever give a proposal to someone who can’t buy.  Using phrases like “this is what we have been doing,” and “working with companies like yours,” communicates confidence. Eliminate phrases that include “I think,” or “it should.” #Tonality Confidence Passion is extremely contagious. You have to know when to elevate a pitch or speak faster or slower. Johnny Lee is a firm believer that tonality creates the environment. Because prospects who are on the phone can’t see you, they are still picturing something. They are picturing whether you’re tall or short, aggressive or not. They can picture you, and it’s your job to make sure they picture you as a trusted advisor.  Confidence comes from studying your value proposition. You have to understand your value proposition. You also have to readily know what your value proposition has done in the workplace. That means knowing the stories and the case studies.  People are sold auditorily, visually, and kinesthetically. Tell your stories with passion, with conviction, and with numbers because people love numbers and percentages.  Don’t share numbers if they haven’t shared their stories and their challenges with you first.  Acquire Don’t admire what other organizations and colleagues and sales leaders are doing. Acquire what they’ve been doing, and exceed the expectations you’ve set for yourself.  Instead of comparing your personal and professional life to the people around you, humble yourself and ask questions of those who achieved those levels of success. That will help you build a roadmap to success in all areas of your life.  Episode resources If you’d like to connect with Johnny Lee, email him jlr@reinosoglobal.com. If you’re a sales rep looking to hone your craft and learn from the top 1% of sellers, make plans to attend the Sales Success Summit in Austin, Tx, October 14-15. Scheduled on a Monday and Tuesday to limit the impact to the sales week, the Sales Success Summit connects sellers with top-level performers who have appeared on the podcast. Visit Top1Summit.com to learn more and register!  You can also connect with me at donald@thesalesevangelist.com or try our first module of  TSE Certified Sales Training Program for free. This episode has been made possible with the help of  TSE Certified Sales Training Program, a training course designed to help sellers in improving their performance. We want you guys to go out each and every single day to find more ideal customers and do big things. I hope you like and learned many things from this episode. If you did, please review us and give us a five-star rating on Apple podcast or in any platform you’re using - Google Podcast, Stitcher, and Spotify.  You can also share this with your friends and colleagues.  Audio provided by Free SFX and Bensound.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

How Do I Deal With Unresponsive Inbound Leads? There are tricks on how to deal with unresponsive inbound leads. Dealing with people who come to your website and who give their phone numbers and emails but don’t want to talk to you doesn’t have to be difficult. It is true that many who visit your site want the freebies and they ghost you for reasons you can’t comprehend.  The sales reps are frustrated because the appointment is not getting through, nor are the emails, or the calls.  This happens because we’ve conditioned the buyers this way. We’ve taught them the concept of opt-in. They give us their emails for emailed permission-based marketing and we call them or mail them to get an appointment. Other companies are doing this as well and buyers know the pattern and are now looking for ways around it. They often give a bogus email address or an old one that they no longer check making it next to impossible to get in touch with them in the first place.  Deal with unresponsive inbound leads  There are two ways to deal with unresponsive inbound sales. The first one is connected to marketing. Examine what you’re offering to the prospects and extend your offer beyond your freebies. They may not be ready to purchase yet and they just want to review your offer so give them something else they can munch. Include another link to something else within your gift. Try to put an invite to your webinar. They can click inside the opt-in to see what the webinar is all about. Engage them further and nurture them into actual leads.  Give them something a little bigger, perhaps a one-on-one free consultation session or your phone number. Turn the opt-in into a strategy session to be able to talk to your prospects.  For qualified leads, engage them further by giving them more information. They will qualify themselves and they will give you their phone number and have a conversation with you. Once they go to your webinar, they become converted leads which allows you to give them a pitch or offer your product for 15% off.  Give the prospects what they want in order to get what you want. #SalesTips Give them the piece of content and education on the webinar to get the conversion going. As a salesperson, deal with unresponsive inbound leads by giving them what they want first. You can also use a thank you page as a dual opt-in or a webinar sign-up page to further turn your unresponsive inbound prospects to interested prospects who want to learn more about the business.  Stop the old school strategy  Deal with unresponsive inbound leads by letting go of your old school strategies. Stop sending a generic email which contains the usual information about the company, the features and benefits of the product, or the invite for a phone call or appointment schedule.   Emails such as these are long and asking them for a phone call at the end of it is a huge jump.  Shorten your email and change your subject line. Go for simpler yet impactful opening such as, “Did you get the download for this or that?” The recipient will see your name, your signature, and all the other necessary information and he is bound to answer a resounding Yes. They need to recognize you as an individual.  This is when you ask!  Ask your question when they’ve already responded to your previous mail. If they reply with a Yes, ask them for a phone call to answer any questions they might have. If the prospect shows interest and gives his phone number then quickly respond by giving a phone call. The key is to follow up right away.  Have a 2-step strategy for prospects who are not ready to buy right away. Make it your goal to make them reply to you before you ask them to have the sales talk with you. Remember that buyers these days are cognizant of opt-ins so warm up to them by using this 2-step strategy.  If you’re doing insight sales and you’re responsible for all inbound sales, you might want to ask them what prompted them to download the content. Do what you can to engage them in a conversation.  “How Do I Deal With Unresponsive Inbound Leads?” episode resources Build stronger value and have more meaningful conversations with your prospects. Close more deals and challenge yourself to go out and do big things every single day.  For sales concerns, you can connect with Donald via LinkedIn, Instagram, Twitter, and Facebook.  This episode is brought to you in-part by TSE Certified Sales Training Program. It’s a helpful guide for sales reps and sales leaders to improve their pitches and presentations. It has 12 modules  and you can get the first two modules for free!  If you like this episode, don’t be shy and give us a thumbs up and rating on Apple Podcast, Google Podcast, Stitcher, and Spotify. We produce podcasts weekly so make sure to subscribe to get more of these sales talks that matter! Share this with your friends and teach them how to subscribe as well.  If you’re a sales rep looking to hone your craft and learn from the top 1% of sellers, make plans to attend the Sales Success Summit in Austin, Tx, October 14-15. Scheduled on a Monday and Tuesday to limit the impact to the sales week, the Sales Success Summit connects sellers with top-level performers who have appeared on the podcast. Visit Top1Summit.com to learn more and register!  If you’re a reader who loves reading and listening to books, you can also check out Audible as well and explore this huge online library with thousands of books. Register now to get a free book and a 30-day free trial.  Audio provided by Free SFX and Bensound.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

Write Your Company’s Obituary: Identify or Rediscover Your Company’s Purpose Having to write your company’s obituary sounds a bit morbid but there’s a good reason why doing this is important. One result is that doing so will help you identify and rediscover your company’s purpose.  Josh Levine is a culture company strategist and works with technology, social enterprise organizations, and firms to help them improve their work. His goal is to make the employees love what they’re doing by building strong relationships, higher trust, and deeper engagement.  Josh published a book called Great Mondays: How to  Design a Company Culture That Employees Love. It talks about all his learnings for the past 10 years in advancing the idea of company culture as a strategic advantage. It defined what culture is and gives people the tools that they need to improve the culture.  Write your company’s obituary  This was a tool that Josh’s mentor used and many clients would react negatively upon hearing it. There is more to sales than just putting the product out there and selling it. It’s more than just the numbers. Doing business isn’t only about the money; it’s also about understanding what you are trying to do with your company and with your life.  This is also about knowing your own purpose and helping the organization discover its  ‘why?’  Imagine that your business closes its doors after 30 years. Don’t think of the reason why it shut down. Your goal is to write down two or three short paragraphs about why your company will be remembered and will be most missed. This will give you the opportunity to see what you achieved that made the difference.  Josh’s team works with a board executive team and leadership peers together. They make teams write because what matters isn’t just the end result. They also consider the kind of language, the words, and the phrases used together.  Obituary exercise Don’t stop short of the fantastic. When you start writing your company obituary, you need to go beyond how far you think you can make it.  Be bold about the things that you think your company can achieve. #Salessuccess The point of the exercise is to come up with your achievements and look for the possible ways that you’re going to achieve those.  Josh had a client who said that they would  solve poverty. It’s a far-fetched goal and impossible to do but it didn’t keep them from aiming to do  so. When the discussion happened, the team thought of how to make it work and figured out that their technology connects communities together. The community that works together  will solve poverty. With that, their previously written achievement of solving poverty now sounds plausible.    Define your purpose Next, you have to define your purpose. The company’s values are the hows and the company’s purposes are the whys. Businesses and companies need to figure out the why behind what they’re doing. You won’t be able to find your purpose if you’re thinking about this quarter’s return or this quarter’s sales numbers.  As a sales leader, you can help define the purpose by shaping the culture of your company according to the company’s vision. You can help strengthen the team and find the values and purpose of the company over time.  Components of a company's culture  There are six components mentioned in the book Great Mondays. The first three are as follows:  Purpose Values Behaviors The first two define the company’s purpose and values. The third component is behaviors. Behavior is the center point of culture and is what you are trying to adjust to help  people make better business decisions.  The next three are the following:  Recognition Rituals Cues Recognition and rewards have been used in businesses. These are effective strategies in aligning behaviors to build and strengthen the synapses of culture. Your goal is to spread your culture and share the behaviors.  Keep reminding your peers why they’re in the business and getting the people back to the top of the pyramid. Love what you and find something that you believe in to make everything worthwhile.  “Write Your Company’s Obituary” episode resources Great Mondays: How to Design a Company Culture That Employees Love is available on Amazon. The purpose of the Write your company’s obituary exercise is laid out in the book.  You can download the supporting materials for free at free@greatmondays.com. You can also sign up for newsletters, one minute Monday, and case studies.  We will e-mail you all the necessary information for building cultures that matter.  Connect  with Josh Levine via Twitter and LinkedIn.  This episode is brought to you in-part by TSE Certified Sales Training Program. It’s a helpful guide for sales reps and sales leaders to improve their pitches and presentations. It has 12 courses and you can get the first two modules for free!  If you like this episode, don’t be shy and give us a thumbs up and rating on Apple Podcast, Google Podcast, Stitcher, and Spotify. We produce podcasts weekly so make sure to subscribe to get more of these sales talks that matter! Share this with your friends and teach them how to subscribe as well.  If you’re a sales rep looking to hone your craft and learn from the top 1% of sellers, make plans to attend the Sales Success Summit in Austin, Tx, October 14-15. Scheduled on a Monday and Tuesday to limit the impact to the sales week, the Sales Success Summit connects sellers with top-level performers who have appeared on the podcast. Visit Top1Summit.com to learn more and register!  If you’re a reader who loves reading and listening to books, you can also check out Audible as well and explore this huge online library with thousands of books. Register now to get a free book and a 30-day free trial.  For sales concerns, you can shoot us your question anytime. Connect with Donald via LinkedIn, Instagram, Twitter, and Facebook.  Audio provided by Free SFX and Bensound.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

When I asked The Sales Evangelist community what they wanted to know about sales, one of the questions that emerged was, “Why do salespeople talk so much?” It annoys a lot of people, primarily because if you talk too much, you’re probably listening too little.  Persuading people Somewhere in the growth of the sales industry, sellers convinced themselves that talking would persuade buyers to make purchases. We believed that if we talked more, they’d hear us more and they’d more likely believe us. As a result, they’d say “yes” more.  Unfortunately, that just isn’t true.  The greatest salespeople listen more than they talk. #ListenMore You’ve likely heard the adage that you have two ears and one mouth, so you should listen twice as much as you talk.  If you pay attention, you’ll likely discover that the best salespeople are those who use their speaking opportunities to ask questions. They seek to understand their buyer’s perspective and to stimulate conversation that helps them gather important information.  Stimulate the buyer Let’s go back to the scenario we discussed earlier in the week. If someone owns a car that costs them a lot of money every month for repairs, you could ask that person questions to help him realize that he has a problem. If you walk him through the math and help him understand how much that amounts to every year, he may find that he could be driving a much newer car for the same price. Good sales reps will ask questions that will help him realize the problem on his own.  Why are you spending that much money on your car? If I could show you how to spend one-fourth of that amount and get a reliable vehicle and still have money to save, would you be open to learning more? He’ll likely be willing to at least learn more.  Features and benefits Without even discussing features and benefits, you’ve inspired him to consider his situation. You said nothing about the radio, or the seats, or the transmission, or the exterior of the car. You helped him persuade himself to explore the possibilities. Many sellers dislike the awkward moments in meetings when things get quiet. Each side wonders what the other is thinking and, as humans, it just feels wrong for us to sit in silence. We assume the buyer is thinking something negative.  A Harvard study found that when people talk about themselves, it triggers the same pleasure sensations as food or money. The study also found that volunteers who were offered a chance to earn money by answering questions about other people passed up potential earnings in exchange for a chance to talk about themselves.  We’re more comfortable talking about ourselves because we’re confident about it. The conclusion is that sellers who want to fill an awkward silence will likely talk about themselves.  Meeting prep  Sellers who prepare for meetings would more likely understand the situation and the buyer and his company. As a result, they'll be more confident in their understanding of the customer’s challenge. They’ll ask appropriate questions that help the buyers travel down the path to making a decision.  Write some thought-provoking questions prior to the meeting. Challenge your prospects’ way of thinking. If you feel awkward about a specific question, you should probably ask it anyway.  If your prospect seems to be avoiding a topic, see if you can find a way to bring it up anyway. The conversation will either progress toward conversion or your prospect will decide he isn’t ready for change.  Study the customer and his company. Learn about the potential problems they are facing and figure out a way to solve them.  “Why Do Salespeople Talk So Much?” episode resources If you’re a sales rep looking to hone your craft and learn from the top 1% of sellers, make plans to attend the Sales Success Summit in Austin, Tx, October 14-15. Scheduled on a Monday and Tuesday to limit the impact to the sales week, the Sales Success Summit connects sellers with top-level performers who have appeared on the podcast. Visit Top1Summit.com to learn more and register!  You can also connect with me at donald@thesalesevangelist.com or try our first module of  TSE Certified Sales Training Program for free. This episode has been made possible with the help of  TSE Certified Sales Training Program, a training course designed to help sellers in improving their performance. We want you guys to go out each and every single day to find more ideal customers and do big things. I hope you like and learned many things from this episode. If you did, please review us and give us a five-star rating on Apple podcast or in any platform you’re using - Google Podcast, Stitcher, and Spotify.  You can also share this with your friends and colleagues.  Audio provided by Free SFX and Bensound.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

Sales From The Street: "The Heart Flow Sales Process" Sales is a process and every salesperson has to master the heart flow sales process before expecting results.  Janet Clark’s company, The Freedom Shift, is a sales matchmaker. Janet matches high-ticket salespeople with coaches and consultants who want to expand their  sales team. She is also helping the coaches with their lead generation and figuring out their qualified leads because this part of marketing can be difficult.  Before she built her company, Janet started in corporate sales selling B2B. She built sales organizations for big telecommunications and internet-based companies. It was only five years ago that she started selling high-ticket transformation programs for top-level coaches and consultants.  B2B selling and transformational selling In B2B selling, a salesperson is selling somebody in a corporation and spending somebody else’s money. Their decision is still laced with emotion but it’s more of making the right decisions so as not to lose their jobs.  In transformational selling, a coach or consultant is selling to a company owner who makes a decision to invest in himself to reach a new level of personal growth. A coach or consultant talks to a person who spends his own money. There are  a lot of emotions involved in making the decisions of doing high-ticket investments yourself .  The key to connect with people is to reach them from the heart, hence the heart flow sales process. Every letter in the word Heart Flow stands for one of the steps in the sales process.  Factors to consider  Two things need to happen before someone invests in a high-ticket program. Number one, the prospect has to know that the program works. They need to feel a level of trust in the person delivering the program. The second factor is for the prospect to consider whether  the program will work for him.   Marketing and the qualifying piece answer that question. Talking to the prospect about the program and how good it is alone wouldn’t result in a closed deal unless the conversation goes deeper and they figure out where their fear is coming from. The Heart flow process is not hardcore selling and it’s not manipulative.  Most people need a push and not manipulation. Sometimes, they need to borrow the confidence of the salesperson in order to make big decisions. There is a fine line between being confident and pushing somebody a little beyond their comfort zone and doing something manipulative.  People who make investments need to see results and they won’t get the results they want when you bring them in the program in a coercive way.  Heart  Heart Flow is divided into three sections and as mentioned earlier, every letter stands for a step in the process.  Hello Explain Ask Recap Teach Hello is the greeting. It’s when you sit with your clients and figure out who they are. This is where you build rapport. Next, is to explain how the call is going to go. Set the stage right away and do an agenda before the call. It is important to take the prospects through the process in order to steer them in the right direction.  Ask, because fact-finding and interviewing are two important parts of the sales process. Learn to ask the right questions and the typical objections in the program you are selling. When you realize that the person is not a qualified prospect, you go to the next section.  Recap the things that they’ve said to ensure that they know you’re listening and absorbing the information they gave you.  Teach is the transition point where  you start giving them some information. It’s important to teach them something that they’re not aware of and give them that eureka moment. Teaching them little things that they don’t know or might have known in a way that is an Aha! Moment.  Flow The next section is Flow.  Feeling Layout the offer Own the silence Wrap it up Feeling is asking them how they feel about what you’ve said. This step makes them reflect on the things you’ve said and respond accordingly. This brings you to the next section, layout the offer.  This is where you explain to them that what you just taught them (in the Teach step) is  incorporated in this program. Layout to them the elements and the components that make the program work. It’s more of the benefits and results of the program rather than the times of the day you’re going to do the coaching calls.  Own the silence and don’t make the mistake of owning the talk after you’ve laid the offer. It’s important to mute yourself and let them come up with what they’re thinking.  The last step is to wrap it up. Answer their questions and move forward into getting them into the program.  There is science to the sales process and a way that it needs to flow.  There’s also an art to sales so that every person brings their own artistic way of doing the process.  The heart flow sales process allows you to be creative but still keep the process flowing so that you can stay on track.  Refrain from reading a sales script and do it in a natural format but in a guided way.  Sales should be a normal conversation with people where you’re helping them through the process of making a decision. #SalesHacks “Sales From The Street: The Heart Flow Sales Process" episode resources As a salesperson, make sure that you’re doing this for the right reason and not just to make a commission.  Connect with Janet Clark. You can find her on Facebook, High Ticket Sales Collaborative or visit her site, The Freedom Shift. You can also shoot her an e-mail if that’s more convenient for you.  This episode is brought to you in-part by TSE Certified Sales Training Program. It’s a helpful guide for sales reps and sales leaders to improve their pitches and presentations. It has 12 courses and you can get the first two modules for free!  If you like this episode, don’t be shy and give us a thumbs up and rating on Apple Podcast, Google Podcast, Stitcher, and Spotify. We produce podcasts weekly so make sure to subscribe to get more of these sales talks that matter! Share this with your friends and teach them how to subscribe as well.  If you’re a sales rep looking to hone your craft and learn from the top 1% of sellers, make plans to attend the Sales Success Summit in Austin, Tx, October 14-15. Scheduled on a Monday and Tuesday to limit the impact to the sales week, the Sales Success Summit connects sellers with top-level performers who have appeared on the podcast. Visit Top1Summit.com to learn more and register!  If you’re a reader who loves reading and listening to books, you can also check out Audible as well and explore this huge online library with thousands of books. Register now to get a free book and a 30-day free trial.  For sales concerns, you can shoot us your question anytime. Connect with Donald via LinkedIn, Instagram, Twitter, and Facebook.  Audio provided by Free SFX and Bensound.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

Modernizing the software demonstration can help prospects better understand your product value and keep your digital buyers connected to your product throughout the buying process. Greg Dickinson is the CEO and founder of Omedym, which is “my demo” spelled backward. He’s trying to help businesses utilize today’s latest and greatest technologies to augment and improve the digital demo process.  Product experience Most sellers can point to a personal experience in which a bad product experience eliminated a vendor from consideration in the buying process.  You won’t necessarily win the deal on the first demo, but you can unequivocally lose it. #SalesDemo People tend to have different processes and sometimes the more junior players are the ones that are giving the top-of-the-funnel demos. If you ask your team members to each give a demo, you might find yourself wondering if each person is selling the same product. The demos can be that different.  Digital buyers Buyers are more digital than they were five years ago, which is the biggest challenge in the software demo industry. The average software buyer spends 5 percent of the buying process with the sales team. So if you think about the “request a demo” button on your website, it’s your first interaction with a potential buyer. For most companies, that button generates a pop-up form, and the bounce rate in the industry is 85 percent.  People at the top of the funnel want to learn a little more about your product. Maybe they read some content about your product and they want to see a video. When a form pops up, your digital buyer leaves your website.  Sellers, ask yourself as a buyer whether you tend to fill out forms in this situation. If the answer is no, why do you expect your own buyers to do so? Instead, websites tend to hold demos hostage by scheduling them or exchanging them for an email.  Your prospects want to engage and understand your product. Modernizing the software demonstration can help your prospects get the information they need to make a decision.  Inside sales The going research suggests that buyers want to see the product you’re offering within the first two minutes of an interaction. Your solution sounds great, and it solves a problem they are struggling with, so they want to see the product. Typically, the inside salesperson will insist on asking a bunch of questions and booking a discovery call and then a demo. By the end of that 3-week period, you’ve lost the buyers’ attention.  In response, some companies have allowed the inside sales rep to give the demo, but that usually doesn’t work. The inside sales rep wasn’t trained to do demos, and she may not have the skillset to do them.  Demos are more than a “show up and throw up” proposition. They are hard.  Your customer wants to feel like he’s in control of the sales process. He wants to see what he’s buying.  Video demos Greg said that even the companies who are posting one- or two-minute videos to demonstrate their products aren’t getting a good response because they are effectively spraying-and-praying. They generate four or five snippets that they hope will address their buyers’ questions.  Greg’s technology allows you to create your best demonstrations, and then interact with the software to get a personalized demonstration.  If you want to know whether the software can do parallel workflow, the software will bring you to the right asset and the right section to find that answer. Instead of searching through 10 or 15 separate posts, the user can find the content he needs.  The average watch time for a business tech buyer is just over two-and-a-half minutes, so allow them to ask a question and see a relevant demo.  Build a picture Think of your typical buyer’s team. It isn’t just one person. It’s usually multiple people with different points of view and different ideas of what’s important in the software.  If you can allow your customers to ask questions and then have the streaming of the video and the demo to that person at that moment, it’s much more impactful. Perhaps more importantly, Greg’s software records all the activity so that the marketing and sales teams know the buyer’s intent.  What was Donald’s interest? What did he watch?  How long did he watch?  What questions and follow-up questions did he ask?  Once you gather this information, you begin to build a picture of Donald. The self-guided demo allows the seller to understand what Donald’s interests are so he knows what to talk to Donald about.  New world Your customer wants to talk specifically about how you can help ease his pain. Whether you call it the consumerization of the business buyer or the Amazon effect, people are used to buying things a certain way. That attitude doesn’t change when we’re at work.  Buyers want a certain part of the sales cycle to be self-guided. Then, when they are ready to engage with sales, they want to begin with the topic that interests them rather than starting all over again.  Digital footprint Buyers can get their data in a million different places just like sellers can use the Internet to learn about buyers. We’re losing the ability to influence buyers because we’re spending less time with them.  If you don’t provide a digital means for the disconnected independent buyer to stay engaged with you in the digital world, when it comes time to make the purchase, he may not remember all the aspects of your software.  If you’re selling software, keep it in front of your prospect. Give him the opportunity to constantly validate your value as he’s making the decision criteria.  These tools don’t replace sellers, but they augment them by creating a digital footprint that helps the buyer stay connected with you. He can get the information he needs based upon where he is in the buyer’s journey.  Uber, for example, provides the same service as a taxi cab, but it created a better buying experience. Uber made it easier and removed the friction, so it won the market.  The challenge for digital buyers is the same: your sales process hasn’t changed so we’re making the buying process harder. It’s why our win-rates aren’t as high. The buyer doesn’t have the information he needs to make a decision.  Buying team In many cases, you’ll never meet with the entire buying team. It might be true that you only met with about half of them, so they are anonymous to you.  Now, those buyers are in a Friday meeting and someone is presenting all the information about your product. Wouldn’t it be great if that buyer had seen portions of the demo on his own? You can’t always be last.  Instead of figuring out whether to be the first impression or the last impression, strive to be the impression. Give that buyer a chance to consume your demo content. Record that demo, make it available to the buying team, and use a technology that allows them to find topics within the demo.  The team isn’t going to spend 90 minutes watching, so help them find the topics that are pertinent so they can spend 10 minutes learning about your product. You’ve had a chance to touch a buyer you never would have touched.  Buyer’s perspective Greg’s tool works for anyone who sells a product, and Omedym believes that the product experience, the demo, and the product engagement are part of the buyer’s journey. It’s one of the most important aspects of the buying process.  Starting with the top-of-the-funnel demo to the sales demo and the scripted demo, video is playing a very pertinent role. Omedym focuses on software because you truly can’t be everything to everyone.  Take a different perspective and figure out how modernizing the software demonstration can help your buyers buy.  “Modernizing the Software Demonstration” episode resources You can connect with Greg at Omedym.com, or on his LinkedIn. He welcomes feedback and conversations because he learns from the information. If you’re a sales rep looking to hone your craft and learn from the top 1% of sellers, make plans to attend the Sales Success Summit in Austin, Tx, October 14-15. Scheduled on a Monday and Tuesday to limit the impact to the sales week, the Sales Success Summit connects sellers with top-level performers who have appeared on the podcast. Visit Top1Summit.com to learn more and register!  You can also connect with me at donald@thesalesevangelist.com or try our first module of  TSE Certified Sales Training Program for free. This episode has been made possible with the help of  TSE Certified Sales Training Program, a training course designed to help sellers in improving their performance. We want you guys to go out each and every single day to find more ideal customers and do big things. I hope you like and learned many things from this episode. If you did, please review us and give us a five-star rating on Apple podcast or in any platform you’re using - Google Podcast, Stitcher, and Spotify.  You can also share this with your friends and colleagues.  Audio provided by Free SFX and Bensound.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

How to Not Ruin Relationships When Selling to Friends  Have you ever wondered how to not ruin relationships when selling to friends? This can be difficult because you would still want to keep the relationship even when they’ve said no.  This isn’t a unique struggle, it’s common to most salespeople. Perhaps the products could be beneficial to your friend or family so you want them to try it. You have a moral obligation to at least explain some ways to fix their problem without turning it into something bigger.  Solve the true problem  Assess whether what you have is truly a solution to their problem. You can’t sell a car to your friends when they already have one that is running in perfect condition. Even when you’ve told them about the new features of the car you’re selling, they’re not going to get one because they have a good car that runs just fine. What you presented to them isn’t a solution because there wasn’t a problem in the first place.  It is important for you to seek out whether there is a problem and figure out what it is before you present your product.  Be genuine  Do not present a solution that would benefit you; rather, give them a solution that would benefit them.  Perhaps their car needs fixing and they are spending way too much for the repair. This is a great time for you to share the features of the car you’re selling. If they don’t have the income to purchase it, then help them get the income by looking for a credit union.  That genuine heart helps build trust and your friends will potentially lead you to other people with similar problems. The people you’ve helped will come back to you and buy from you again later on.   Do not pitch something to your family or friends because your sales manager told you to do so. Don’t approach them with the mindset that they’ll buy your product because they feel guilty.  Consider your approach  Always set the rules before you play the game. Consider your approach and be straightforward. Because they are the people you are close with, you have the benefit of honesty from them. Before you make your pitch, remind them that if they are not interested, there’s no need to beat around the bush and that the relationship stays the same regardless of their choice. Once they understand that, then you can move on with your pitch. Put emphasis on the fact that you are willing to help with their problems. If their car isn’t working well and they are spending too much for repair every week, tell them that they can go to another car salesperson. You are merely giving them options on how they can address their problems.  Don’t approach them like you would any other clients. Instead, approach them in a loving way. People recognize trust and love and if you use that approach to your friends and families then you’ve unlocked one great strategy on how to not ruin relationships when selling to friends.  No isn’t always a No Many salespeople keep selling even when the person has said no. This happens a lot because in sales, it is about the numbers and others take it to another level. As a salesperson, you need to have a threshold. Most sales reps, however, see a list of names to reach out without knowing who these people are or their concerns. They see names and they see numbers automatically. They don’t look at the names as individuals who might be facing some personal issues at the moment.  Studies have shown that 92% of salespeople give up after getting a NO without realizing that 60% of consumers say no four times before saying yes. Some say no because they are busy or they aren’t a fit for what the salesperson is offering.  If someone is in the right market and they fall under the criteria of your ideal customer profile, then they do have a problem that you can solve. You have a moral obligation to at least explain it to them, and not just once.  Change your approach from someone who just wants to set an appointment and talk about the product to someone who wants to help them and educate them to overcome a challenge they are facing.  Build relationships Build relationships by being everywhere and being constant. #Socialselling The Sales Evangelist, for example, is virtually everywhere and we’ve been sharing a stream of content on a regular basis. We are found in every platform where our ideal customers may be. We are on LinkedIn, Facebook, Instagram, Twitter, and YouTube. People may have not expressed their interest now but they are individuals that we can follow up and put into other sequences for us to reach out.  If they aren’t ready to buy this month, then connect with them and ask them if they are willing to receive educational information. If no, then let them go and if yes, then look for ways that you can continue educating them.  Don’t pitch them the product when they’re not yet ready to get it but maintain a relationship and to do a follow-up after enough time. Remember to stay in touch.  Nurture that relationship until such time that it picks up.  A portion of that 60% who said no to you will eventually make a yes if you stick around and pitch in the perfect timing. So, build a relationship with those individuals in a loving way and be present in whatever means or platform they like to digest your content.  “How to Not Ruin Relationships When Selling to Friends” episode resources The Sales Evangelist records podcasts regularly. Some of our contents are answers to questions sent to us by salespeople. If you have concerns, you can shoot us your question anytime. Connect with Donald via LinkedIn, Instagram, Twitter, and Facebook.  If you like this episode, don’t be shy and give us a thumbs up and rating on Apple Podcast, Google Podcast, Stitcher, and Spotify. We produce podcasts weekly so make sure to subscribe to get more of these sales talks that matter! Share this with your friends and teach them how to subscribe as well.  This episode is brought to you in-part by TSE Certified Sales Training Program. It’s a helpful guide for sales reps and sales leaders to improve their pitches and presentations. It has 12 courses and you can get the first two modules for free! If you want to take your sales to the next level, then I recommend that you join us with our group coaching.  If you’re a sales rep looking to hone your craft and learn from the top 1% of sellers, make plans to attend the Sales Success Summit in Austin, Tx, October 14-15. Scheduled on a Monday and Tuesday to limit the impact to the sales week, the Sales Success Summit connects sellers with top-level performers who have appeared on the podcast. Visit Top1Summit.com to learn more and register!  If you’re a reader who loves reading and listening to books, you can also check out Audible as well and explore this huge online library with thousands of books. Register now to get a free book and a 30-day free trial.  Audio provided by Free SFX and Bensound.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

3 Things Leaders Do To Hurt Sales Rep Relationships Sometimes, there are 3 things leaders do to hurt sales rep relationships and most times, they do it unintentionally. This is especially hard because sales leaders and sales reps spend a lot of time together. A bad leader can negatively affect how a sales rep makes his sell. While a good leader helps how sales reps can improve their sales.  Marc Levine founded his ImprovMySales business four years ago. The company is dedicated to creating wonderful and profitable places to work. Before this business venture, Marc was part of a sales team as a national account executive and technology and professional services. For the last 16 years, he has been developing leaders and teams, teaching people communication skills, selling services to certain companies including Citibank, Prudential, and Best Buy.   3 Things leaders do to hurt sales relationships There are probably more, but let’s focus on just the three things for now.  A leader does not create a psychologically safe environment The leader forgets about humanity  The leader is emotionally unintelligent August has been a leadership month and people have been talking about the important things to become a good sales leader. This involves setting a vision and becoming a good coach. It’s about creating a culture where sales reps can thrive and succeed.  When a leader fails to create that safe environment, the sales relationship takes a hit.  By definition, psychological safety was a term coined by the social psychologist, Amy Edmonson. Google did a two-year study and analyzed the qualities of its most effective teams. The results of the study have shown that teams promoting psychological safety produced better revenues and their team members stayed in the work longer than others. Psychological safety is a team norm that says it’s safe to take risks, to be vulnerable, to ask for help, and to disagree with the rest of the team.  When you do, you won’t be ostracized for disagreeing but instead, you’ll be honored and validated.  An environment where sales leaders can thrive As a parent, when your kid doesn’t understand something, you want your kid to feel safe to come to you and ask for help without getting embarrassed. The same is true in sales. As a leader, you need to develop a team where your members can be honest and can come forward when they don’t understand something.  You want your team members to come to you about their problems early on in the sales cycle rather than at the end of it where the deal is falling apart. This is the essence of psychological safety.  It’s an environment where people can ask for help, be vulnerable, take risks, and be supported  Create a psychologically safe environment  This doesn’t happen overnight. It happens when your sales reps come to you asking for help and instead of reacting, you validate and support them. Do it a couple of times for the team members to realize that you want to help them.  Sales leaders also need to stop blaming the team members. Blame and accountability are two different things.  Blaming makes the blamed feel bad and threatened. It’s when sales leaders bombard the reps with questions like:  Why didn’t you hit the quota last month? Why did you lose that sale? Why aren’t you doing this? These questions foster negativity. Accountability helps you raise the team’s standard without making the reps feel bad. It’s more like saying, “Hey you didn’t hit your quota last month and I know you're disappointed. Let’s talk about what happened that may have contributed to this and let’s figure out the solutions.” Build an environment where your members can be comfortable in having a dialogue.  As a sales leader, you also need to admit your own mistakes. Research shows that when you admit your mistakes, the people around you will come close and will open up about theirs as well.  There’s power in vulnerability and when you use that power, you will see your sales team come closer and open up to you.  Leaders forget about humanity  The next in the list of the 3 things leaders do to hurt sales relationships is forgetting about humanity.  Salespeople are like stand-up comedians. We go out there showing confidence knowing that we’re going to be rejected. We are a fragile group. When sales leaders remember the humanity of the people on their team, the members tend to go above and beyond. The members put in incremental efforts.  Sales leaders also need to stop making the team members like little versions of themselves. Every member is unique with their own set of skills and strengths. Forcing things that you do well onto them will make them feel resentful. Instead, honor their strength. Validate the things that they do well to make them feel excited and engaged. Make them feel heard and understood.  Remember that you are working with human beings who have hopes and fears. and get scared. Honor that part of them.  Build strong relationships with your sales team Sales leaders need to build strong relationships with their team and practice emotional intelligence. Daniel Goleman wrote in his book Working with Emotional Intelligence that people with emotional intelligence are more successful in their careers than those who are just relying on pure intelligence. Emotional intelligence is the ability to understand and regulate your own feelings to understand and empathize with the feelings of others. As a sales leader, you need to be aware of your emotional triggers to be able to manage them. If you fail to develop that, you can easily be overtaken  by your emotional triggers and start to judge your team.  Sales is an emotional game and there are many opportunities where sales reps and leaders get triggered. #SalesFacts These triggers tend to show up again and again and these are no surprises.  Some examples are: When someone didn’t hit the quota When someone’s not adapting to the new technology When someone’s not putting something into the CRM So, list your triggers and think of all the situations and the people that trigger the fight, flight, or freeze responses.   The sales team and all its members are the backbones of an organization. We want them to feel empowered and we can’t make that happen if we don’t provide them an environment where they can thrive and if we keep blaming them. Have conversations with them and make them feel good so that they'd want to produce for you.  “3 Things Leaders Do To Hurt Sales Relationships” episode resources Connect with Marc at improvmysales.com or reach him at (718) 637-7890.  If you like this episode, don’t be shy and give us a thumbs up and rating on Apple Podcast, Google Podcast, Stitcher, and Spotify. We produce podcasts weekly so make sure to subscribe to get more of these sales talks that matter! Share this with your friends and teach them how to subscribe as well.  This episode is brought to you in-part by TSE Certified Sales Training Program. It’s a helpful guide for sales reps and sales leaders to improve their pitches and presentations. It has 12 courses and you can get the first two modules for free! If you want to take your sales to the next level, then I recommend that you join us with our group coaching.  If you’re a sales rep looking to hone your craft and learn from the top 1% of sellers, make plans to attend the Sales Success Summit in Austin, Tx, October 14-15. Scheduled on a Monday and Tuesday to limit the impact to the sales week, the Sales Success Summit connects sellers with top-level performers who have appeared on the podcast. Visit Top1Summit.com to learn more and register!  If you’re a reader who loves reading and listening to books, you can also check out Audible as well and explore this huge online library with thousands of books. Register now to get a free book and a 30-day free trial.  Audio provided by Free SFX and Bensound.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

With all the focus on social selling, it can be difficult to determine whether you can consider referrals and connections that result in LinkedIn leads as inbound leads. If a prospect connects with your content which leads to a conversation and then an appointment, can that be considered an inbound lead? LinkedIn connections You’re likely among those sellers who understand that your LinkedIn profile is your personal profile. You cherish it and treat it with respect. You post thoughtful content and share impactful videos and write articles and long-form blogs. You’re creating content that your audience can engage with.  If those prospects end up in your direct message as a result and that leads to a conversation, that’s an inbound lead. Though it might not qualify as inbound in the traditional sense, you’re engaging in the same activities. No matter who creates the content, it’s an inbound lead. You could even give it a unique KPI name like “social media lead” or SML. Converting leads If I connect with 15 or 20 business owners today and 10 of them reconnect with me, the result is 10 new social media leads. I can nurture them by creating videos, posts, or articles and tying the content to my new prospects.  Ideally, those people will engage in a conversation. I recently connected with a woman on LinkedIn who later posted a good piece of content. She mentioned me and others she had recently connected with using a “shout out.” Turns out all the people she mentioned continued to engage with her on LinkedIn.  I’ll watch her content now since I had a positive interaction, and I might eventually decide to engage with her company. She’s nurturing us as prospects. Engaging content Having a LinkedIn profile isn’t enough anymore. You must share engaging content. #LinkedIn Then, once you do, be intentional about connecting with those who interact with your content. Work to connect with your second- and third-degree connections.  Try this simple paragraph: Thanks so much for commenting on my post today, James. Permission to connect here on LinkedIn? Usually, when you connect immediately, they’ll appreciate your outreach. You can start a conversation that may lead to further interactions.  Now you’re getting more contacts off your ideal customer or prospect.  Blur the lines Imagine you have a targeted list of prospects that you’re trying to reach. You’re making phone calls to named accounts and you’re connecting on LinkedIn, Twitter, Instagram, or Facebook.  If you separate your prospects into different categories, you can optimize them.  I recently connected with someone on LinkedIn who became a social media contact and then a social media lead. When the prospect asked about sales training for a team, it led to an initial appointment.  That connection would haven’t happened without engaging content on social media and our interactions there.   “LinkedIn Leads As Inbound Leads” episode resources If you’re a sales rep looking to hone your craft and learn from the top 1% of sellers, make plans to attend the Sales Success Summit in Austin, Tx, October 14-15. Scheduled on a Monday and Tuesday to limit the impact to the sales week, the Sales Success Summit connects sellers with top-level performers who have appeared on the podcast. Visit Top1Summit.com to learn more and register!  You can also connect with me at donald@thesalesevangelist.com or try our first module of  TSE Certified Sales Training Program for free. This episode has been made possible with the help of  TSE Certified Sales Training Program, a training course designed to help sellers in improving their performance. We want you guys to go out each and every single day to find more ideal customers and do big things. I hope you like and learned many things from this episode. If you did, please review us and give us a five-star rating on Apple podcast or in any platform you’re using - Google Podcast, Stitcher, and Spotify.  You can also share this with your friends and colleagues.  Audio provided by Free SFX and Bensound.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

Business Proposal Trends in 2019 What are some of the business proposal trends in 2019 that you’ve used and that have worked for your industry? Trends change so often that we have to keep track of all the changes to be in the loop because what’s new today, may be old news tomorrow.  Adam Hempenstall has been in the web design business for almost 20 years. He started doing basic websites and brochure sites before the company transitioned into a custom software company. They started building CRMs for different companies and have now invested full time into improving their proposal tool known as Better Proposals.   Business proposal trends The most important thing is that you're not just seeing a transition from the old school PDF method but the clients’ reluctance to change. There is, however, a massive shift towards people opening proposals using their phones. Proposals need to be web-based these days. It has to do with what everything else is doing. They’re not just documents anymore, they’re experiences. Clients should be able to read the proposals by the time that you’ve sent them.  Aside from that, proposals should be sent quickly. Based on the observed data, there’s a higher rate of conversion for proposals that are sent within 24 hours compared to proposals sent in 3-4 days. The other important thing is trying to understand your client most.  From the data and stats Adam’s company is running, they’ve observed the following business proposal trends in 2019 that work: Convenience over quality Being quick in sending proposals  Caring about your client Convenience over quality  People favor convenience over quality. This is apparent in the number of people watching videos on YouTube instead of going to the shows. Live shows mean better quality but people would opt to watch it on YouTube because it means that they can watch it immediately.  People want things the way they want them. For example, you’ve sent a proposal and the client is reading it in his train ride because that’s the time that he allocated for it. The client is not going to sit there and zoom in through the 15-page PDF proposal you’ve sent. That is not convenient for him. He’s probably going to skim, get bored, and close it down. He’ll make the decision over the price and all that effort of making the proposal is going down the drain because you’ve sent it in a format that isn't convenient for him.  To beat your competitors, you want to stand out when you’re sending proposals. You don’t want to send the same ones that others are sending. This is especially true if you’re selling software, marketing, or anything with digital elements. You want to show your prospects that you are at the forefront of technology.  If you tell your prospective clients that you can make their website better and more responsive, you won’t send them a proposal in PDF form. Instead, you send them a web-based proposal and put a tracker in it.  This will allow you to see the activities that your prospective client is doing. You’d see that your client has opened the proposal and that he'd spent a good amount of time reading it.  You can give him a call half an hour later to just check in on how it was. You’re in a good place to speak about it because it’s still fresh on his mind.  You can’t do that with PDFs but you can do it if you use web-based proposals.  Adam and his team made a high-end proposal for a furniture company. The proposal was great but they didn’t have another meeting with them. After six months, the company randomly opened the proposal and Adam got a notification that they checked the proposal. Adam shoots them a quick message just asking how things are going and if they were able to find a solution to the problem that they were trying to solve last year. The company replied saying that they weren’t able to appreciate the value of the proposal then but are now willing to talk about it.  This is what tracking can do; this is what a notification can do.  It’s equally important to repeatedly follow up after a proposal, but not up to the point that you’re putting it on them.  Just being there and being consistent is enough.  Sending proposals quickly We’ve all had a time where we’ve completed a proposal quickly and had a good overturn deal. There have also been times that we’ve procrastinated and done other stuff instead of doing the proposal and when you’ve finally done it, your client has already gone with the other guy.  Adam’s company looked at the actual data of real proposals that people send through their software platform a few years back. Using the raw numbers, they tried to figure out different factors that affect proposal conversion. You can see the study on betterproposal.io/reports in both 2018 and 2019. They found out that sending the proposal within 24 hours after the initial meeting converts 25% more than if you send it in 2-3 days.  Remembering details In Adam’s company, they meet their clients on a neutral ground. They have their meetings in top-end hotel lobbies because it’s comfortable and you can talk to the prospective client freely. When he leaves, you get to stay, order yourself another drink and write the proposal right then and there. It gets difficult when you give it a few more days because by then you remember very little of the meeting.  All those little things that you forget from the meeting were important to the client and if you wait more days before you write the proposal will lose you the deal eventually.  These include the following: The actual words they used The phrases they used The expressions they made The body language they gave off All those things that you remember within a couple of hours will be forgotten within a day.  Write your proposal immediately after your sales meeting to increase the chances you’ll win the deal. #SalesProposal Care for your clients  This part doesn’t have anything to do with the proposals. It is more of what happens before the proposal, and it’s doing good discovery.  You can’t write a good business proposal for a person or a company if you don't do good discovery. You can have the experience but that will only help you so far. You need to ask questions and you need to dig in and get them to reveal as much as they can.  You need to understand what they are trying to achieve. Scratch beneath their surface-level problems to figure out their fears and help them find the solutions. You’re changing the proposal into a personal level and by then, it’s not only the surface-level solutions of the problems you’re proposing.  You are sending them a proposal that truly addresses their deeper concerns.  Care about them, care about the situation, and do what you can to get the truth of their situation.  So, ask the right questions and don’t be afraid to get a little bit uncomfortable.  Trying out the three suggestions mentioned above will make your proposals better. Instead of sending PDFs, send a web-based proposal and save yourself lots of time. It’s also convenient and it’s a conversion booster. Aside from that, web-based proposals are cheap.  “Business Proposal Trends in 2019” episode resource Sign up to Better Proposals website and see hundreds of templates. They also have contracts and other things you can check.  This episode is brought to you in-part by TSE Certified Sales Training Program. It’s a helpful guide for sales reps and sales leaders to improve their pitches and presentations. It has 12 courses and you can get the first two modules for free!  If you’re a sales rep looking to hone your craft and learn from the top 1% of sellers, make plans to attend the Sales Success Summit in Austin, Tx, October 14-15. Scheduled on a Monday and Tuesday to limit the impact to the sales week, the Sales Success Summit connects sellers with top-level performers who have appeared on the podcast. Visit Top1Summit.com to learn more and register!  If you’re a reader who loves reading and listening to books, you can also check out Audible as well and explore this huge online library with thousands of books. Register now to get a free book and a 30-day free trial.  If you like this episode, don’t be shy and give us a thumbs up and rating on Apple Podcast, Google Podcast, Stitcher, and Spotify.  Audio provided by Free SFX and Bensound.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com