The Sales Evangelist

Many sellers discover that their perfect pitch is not working because, as they work to build value, they are appealing to logic rather than emotion. We're devoting the whole month to a discussion about building value, and some of today's information comes from the book The Transparency Sale written by Todd Caponey. Todd will visit with us on the podcast in the near future, but today we'll talk about the decision-making process and the role our brains play. Brain power Every day, we engage in activities every day that are so routine that we don't even think about them. When we drive to work, we put a seatbelt on without even thinking about it. When we back the car up, we put our arms over the seat beside us and then look backward. You're able to listen to this podcast while you're driving because you don't even have to think about driving. Todd talks about three levels of the brain, which you may have heard of before. The reptilian part, the limbic part, and the neocortex. The reptilian portion is the core or center, and it's the oldest part of the brain. It prompts us to do things without thinking. It drives our instincts. It's the part that prompts us to react to pain without thinking, and it's part of our survival. The limbic portion is more intricate and it helps deals with feelings and emotions. It helps us make decisions and motivates our behaviors. The neo- or frontal cortex is the newest part of our brain and it's associated with information and logic. It's the largest part of the brain and it ties with math and reasoning and justification. [Tweet "We make decisions emotionally and justify them logically, and it's our brain that makes it possible. #brainpower"] Sales standpoint We typically show up to our prospect meetings with PowerPoint presentations, charts, spreadsheets, and graphs of all the amazing things our product or service can do. We show up prepared to sell to the customer's neocortex -- the logical part. Remember, though, that the logic part of our brain isn't where decisions are made. Decisions form in the middle portion of the brain, where our feelings and emotions reside. You must help people make a decision emotionally, and then justify it logically. You can build value as a sales rep by using stories to tap into the emotion or pain that the prospect is experiencing. Unless there is some kind of pain, your customer won't make a decision. Status quo The reptilian part of our brain wants us to stay where we are. If nothing is harming us, why would we move? Leave things as they are. Until someone points out the reason we need to make a change and appeals to our emotion, we'll never see a need to move. If a seller use emotion to prompt the customer to move and then help him justify the move logically, he'll be much more likely to make a change. Tie the emotion and the logic together to help your prospects understand the need to make a change. Making it work I recently met a guy who sells water filtration systems in Florida. He begins by asking people whether people drink water, and many people say no because it tastes bad and it's unclean and unhealthy. He points out that taking a shower in the same water can be just as unhealthy because your skin is your body's largest organ, which presents a pain point for his prospects. The seller never mentions price or facts about his product. He focuses on the emotion of wanting to be healthy. Do it with stories or by asking the buyer questions that tap into emotion. Defining sales I define sales as helping people persuade themselves to make a change. If we try to persuade them, their guard immediately goes up. Great sellers leave the buyer in charge of the decision. If your demos are flopping or your presentations aren't working, you're probably focusing too much on logic. Don't sell to the logical part of the brain. Sell to the emotional part. "Perfect Pitch Is Not Working" episode resources Grab a copy of the book The Transparency Sale written by Todd Caponey for more information about the role our brains play in the buying process. This episode is brought to you by the TSE Certified Sales Training Program. I developed this training course because I struggled early on as a seller. Once I had the chance to go through my own training, I noticed a hockey-stick improvement in my performance. TSE Certified Sales Training Program can help you out of your slump. If you gave a lot of great presentations and did a lot of hard work, only to watch your prospects choose to work with your competitors, we can help you fix that. The new semester of TSE Certified Sales Training Program begins in April and it would be an absolute honor to have you join us. This episode is also brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. It's super easy, it's helpful, and I recommend that you try it out. You'll receive real-time alerts anyone opens an email or clicks a link. Mailtag.io allows you to see around the corners. You can see when people open your email, or when they click on the link you sent. Mailtag.io will give you half-off your subscription for life when you use the Promo Code: Donald at check out. I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility. If you haven't already done so, subscribe to the podcast so you won't miss a single episode. Share it with your friends who would benefit from learning more. Audio provided by Free SFX and Bensound.  Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

Smart sellers can make social media work for them by building a personal brand, giving value, connecting with others, and growing their business. Andy Storch is a consultant and coach who is always learning new things about sales and who loves the freedom that selling provides. Though he says he still has a lot to learn, he has an advantage over many others because he's always trying new things. Because he has the confidence to experiment and discover what works and what doesn't, he has a leg up on a lot of other people. Personal branding Whether you're selling services or products, there are very few things that absolutely distinguish your offerings from other people's. In fact, customers can always find an alternative. In B2B especially, they are buying you. They want to do business with you. Relationships are so important for sellers which is why it's more important than ever to develop a personal brand. You must let people know who you are and create authority. To that end, Andy uses social media to let people know who he is, to create authority, to share knowledge, and to build authority. Attracting people As sellers, we initially think we want to get on a call with everybody, but there are a lot of people we just won't gel with. Social media attracts people who want to work with us and deflects others. In an era where everyone is creating content of some kind, we have to put our own content out there in order to build our authority. Given the amount of content that already exists, it's tempting to wonder why yours matters. Even if you're regurgitating information you learned from someone else, put your own spin on it. For some, it's blogging. Others use podcasting or YouTube. It depends on your style and where your clients are. Andy points to podcaster Chris Ducker and his business Youpreneur. In his book Rise of the Youpreneur, Chris says that if you build a personal brand, it's the last brand business you'll ever need to build because you can take it with you and evolve it into any kind of business. Five years from now, you may do completely different work, but if you've built a brand and a following, people will go with you. Building a brand Your personal brand is what you're known for. Having your own website and your own colors is the advanced part of it. Are you known for being knowledgeable, trustworthy, and someone that people want to learn from? Andy posts on social media with the goal of helping his friends discover the things that have previously worked for him. They tell him that he inspires them, and he has created a personal brand as someone who is an achiever, who helps and inspires other people. You want to be known as someone knowledgeable and trustworthy at the end of the day. People who need it Think of your content as giving information to a friend. You are putting it out there for those people who need it and want it at that time, not for people who don't. Don't worry about the judgment from people that your content isn't for. Most people are rooting for you. Even if the content isn't for them, they'll just scroll on by. Action steps Andy's primary business is B2B so he spends most of his time on LinkedIn. When he moved to this business 18 months ago he committed to posting every weekday. Over time he has gained some traction there, though it's a tough platform to engage on. Until you have a really good following of people, it's tough to get likes and comments. Start by finding an engagement group where people are in a group together commenting on each other's stuff. Be careful with this, though, because if you join multiple groups it can be tough to keep up. If you find one, it will help you build your following and gain exposure. It doesn't directly turn into sales, but it keeps him top of mind for people. You don't know who's on there and who's seeing your content. Don't put content out just for the sake of doing so, but find ways to be valuable to the people who follow you. Don't assume you'll start generating sales right away. You're serving people, you're building a brand, and long-term it will work out for you. Logistics The best practice is to schedule content, but Andy calls himself a live-in-the-moment kind of guy who decides each day what to post. He alternates between providing content that targets his ideal clients and general content that would be helpful for larger numbers of people. His target clients are less than 10 percent of his overall network, so sometimes he wants to speak directly to them, but sometimes he wants to engage a larger group. Share experiences Think back to your own experiences and knowledge. Can you turn those into posts or stories that you can tell Would you rather write or speak? You've got to put it out there are hit publish. You won't get much response in the beginning but you've got to keep doing it. When you have a fear of judgment or criticism, it grows as you let it fester. The more you take action, just like with cold calling, you build more experience so it becomes less scary. Podcasting Andy has two podcasts: The Andy Storch Show and The Talent Development Hotseat. He uses the latter to land meetings with target clients who otherwise wouldn't meet with him, and it's working beautifully. Everyone loves to tell their own story and they love attention. Many people don't know how to do that because they aren't going to start their own podcasts. Andy gives them a way to share their stories and experiences. The same people who failed to accept sales meetings with Andy suddenly accepted the offer to appear on his podcast. He's working to develop personal relationships with these people. These people didn't see a compelling reason to interact with him before they discovered his platform. The added benefit is that he's growing his authority and building relationships. Serve don't sell Resist the temptation to include lots of calls-to-action and links. Provide value. They want to know that you're trustworthy and that you have interesting things to say. [Tweet "People don't pay for information anymore. They pay for execution, so give information away. Serve, don't sell. #ServeCustomers"] "Building a Personal Brand" episode resources You can connect with Andy at his website, www.andystorch.com, and on LinkedIn. You can also check out his two podcasts: The Andy Storch Show and The Talent Development Hotseat. You've heard us talk about the TSE Certified Sales Training Program, and we're offering the first module free as a gift to you. Preview it. Check it out. If it makes sense for you to join, you can be part of our upcoming semester in April. You can take it on your own or as part of the semester group. The program includes 65 videos altogether, and we just completed a beta group that helped us improve the program and maximize the information in it. If you and your team are interested in learning more, we'd love to have you join us. Call (561)578-1729 to speak directly to me or one of our team members about the program. This episode is also brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. You'll receive real-time alerts anyone opens an email or clicks a link. I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility. Audio provided by Free SFX and Bensound.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

Even if you’ve been selling for years, it’s possible that you’ve overlooked some ideas that will help you perform better, like working to shorten the sales process with video.  Today we’ll discuss some ideas that will help you shorten your sales cycle and some ways to use video to accomplish it. I’ll also share a real-life example from one of my clients to demonstrate how effective it can be. POWER OF VIDEO Video is so simple and so powerful that it’s hard to imagine that some people aren’t taking advantage of it. We’ve talked about it on The Sales Evangelist for months because it’s a powerful tool that’s available to every seller. I recently read a study that showed that 7 out of 10 B2B buyers watch a video somewhere in their buying process. So 70 percent of buyers are watching videos that are usually generated by the marketing department. But why aren’t we in sales using it as well? It’s simpler for the buyer to consume, and it isn’t difficult for us to make them. PREVALENCE OF VIDEO Videos are everywhere and we engage with them daily on Netflix, YouTube, and other places. Stories are part of our lives. We can use them in our prospecting, in our closings, and to build value throughout the entire sales process. Use video to follow up with a client or share a testimonial. Create a video overview of your product. CREATIVE USES Chaz works in the 3D printing industry, which for some of us is still rather unfamiliar. Because his product is cutting-edge, it can be difficult for him to explain what he’s doing to his customers. The emails can get long and confusing. His customers have lots of technical questions. Chaz realized that it would be very time-consuming to answer all of those questions each time they arise. When he tried to get his customers to hop on a call so he could answer the questions, they often went dark on him. He decided to use video to answer questions for his customers. It shortens the process because it’s quicker than email, and it helps him build trust with his customers. Chaz said that he can shorten the sales process with video by up to a week. If you could shave time off of each of your deals, how much more could you process? How many more clients could you obtain? Could you close more deals or earn more commission? PROBLEM-SOLVING Imagine your current customers running into trouble with the product you sold them. Instead of asking them to ship it back to you so you can troubleshoot the problem, why not use video to help them identify the glitch. You can walk them through the process and provide guidance that will help them improve the outcome the next time. Chaz uses the video to carry the customer through the process and it freed up more time in his day because he was able to help his customer quickly and efficiently so he could move on to other things. VIDEO TOOLS We’ve told you about a number of different video tools like BombBomb, Loom, Wistia, and Soapbox. There’s another called Vineyard, and probably many more that I haven’t named. Video humanizes you for your customer, and research has proven that people do business with those that they know, like, and trust. When your customer can see and hear you, you’ll be able to build trust much more quickly in addition to helping your customer. You can use video in your prospecting by following up with your prospects. Try using it in your outreach process to see what kind of results you get. We’re testing it ourselves and seeing amazing results. “SHORTEN THE SALES PROCESS WITH VIDEO” EPISODE RESOURCES Chaz is part of our TSE Certified Sales Training Program beta group, which wraps up in a couple of weeks. You can connect with him on LinkedIn, and you can watch the videos I mentioned earlier in the podcast here and here. This episode is brought to you by the TSE Certified Sales Training Program. I developed this training course because I struggled early on as a seller. Once I had the chance to go through my own training, I noticed a hockey-stick improvement in my performance. TSE Certified Sales Training Program can help you out of your slump. If you gave a lot of great presentations and did a lot of hard work, only to watch your prospects choose to work with your competitors, we can help you fix that. The new semester of TSE Certified Sales Training Program begins in April and it would be an absolute honor to have you join us. This episode is also brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. It’s super easy, it’s helpful, and I recommend that you try it out. You’ll receive real-time alerts anyone opens an email or clicks a link. Mailtag.io allows you to see around the corners. You can see when people open your email, or when they click on the link you sent. Mailtag.io will give you half-off your subscription for life when you use the Promo Code: Donald at check out. I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility. If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode. Share it with your friends who would benefit from learning more. Audio provided by Free SFX and Bensound.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

Many sellers elongate the sales process without even realizing it, and Steven Griffith is here to talk about how to take control of your time and to explain that your time management ideas are wrong. Steven is a performance coach and the author of the book, The Time Cleanse: A Proven System to Eliminate Wasted Time, Realize Your Full Potential, and Reinvest In What Matters Most. He explains how to close the performance gap and get hours back in your day. Performance research Steven discovered about five years ago that all of his performance clients were pointing to the same roadblock to their success: they didn't have enough time. He even discovered that he was feeling the same way. Technology has created more distractions and it prompts us to multi-task all the time. Our lives are moving at an incredible pace and we're all over-stimulated by toxins that steal and hijack our time. Old time management strategies worked when the phone was connected to the wall by a cord. We live by the notion that time is scarce so we're working to cram as much into each hour as we can. "If time allows" Most people have an adverse relationship to time, so Steven teaches his clients to establish a positive relationship with time so that time becomes abundant. It's a matter of viewing time as an ally rather than a foe, and working with it instead of fighting against it. Consider the phrase "if time allows." Steven routinely asks people whose time they are referring to when they use this phrase. We've conditioned ourselves to believe that time has the power to allow us to accomplish things. We buy into the idea that time is an outside thing that we're working against when, in fact, we are time. Compressing the sales cycle Steven talks about compressing a sales cycle to fit one year's worth of sales into one month. He tells the story of a real estate professional who sells luxury real estate in L.A. He had health issues in the third quarter and he was really underwater. They worked together to do a time cleanse that would help him compress his time. Steven said we all have a built-in belief system about how long a sale takes. We're conditioned by our industries to believe in ideas like slow seasons and high seasons. Our mental framework keeps us in that mindset, so we get stuck. We might go up or down by 10 percent but we'll always come back to our conditioned thermostat. Steven asked the agent if it was possible to complete a year's worth of sales in 10 months' time. Without worrying about how to do it, he simply wanted to know if it could be done. Could it be done in 8 months? Or 6? Steven worked to break apart his self-limiting beliefs about how long the sales cycle takes. By the time they got down to 8 weeks, he admitted that he didn't know how he would do it. They started building a new framework in which it was possible to do a year's worth of sales production in 8 weeks. Mandatory activities They started by identifying the activities that the agent absolutely had to do. Steven calls these ROT activities or high return-on-time activities. His biggest business-generating sales activities were his 10x10, (10 contacts by 10 a.m.) and researching the market for pre-qualified buyers. His time cleanse involved identifying different categories like technology, people, places, and others and categorizing their time. Once they had written everything down, they considered whether each activity was contributing to or contaminating his time. They identified his time there as a contaminant because his visits often turned into two-hour stays. Instead, they sent his assistant to get his coffee each day. By the end of the activity, they reclaimed 25 hours a week, 8 of which was the coffee shop. The time cleanse gives you the opportunity to evaluate whether you're doing the right things at the right times. He redistributed his time and assigned his non-revenue-generating activities to his assistant as well. Timefulness Next, Steven showed his client how to set his day up to perform. He calls the concept timefulness, which is an advancement of mindfulness. It's being present in the moment so that we stop multitasking. We maintain a single focus which can 2 or 3x our results on its own. The client put everything on his calendar, and he created a reset strategy. He set an alarm on his phone to go off every hour, and when it did, he would check to make sure that he was being mindful. If he wasn't following the plan at that point, the alarm was his cue to return to it. Sales increased After about two or three weeks, he couldn't believe how quickly the sales started coming. Like many people, he said, "I can't believe this is happening so fast." Steven cautions people to avoid that mindset because that doubt will keep things from happening quickly. The client got laser-focused on his activities that generated revenue and he developed a relationship with time that supported those activities. He didn't feel like he was fighting the clock anymore. Be aware as a seller that if you're stressed out, people will sense it and they likely won't want to be around you. At the end of 8 weeks, the client had done the most he had ever done in a quarter, and he went on to hit his all-time career record that year. Believe We must overcome what Steven calls our "always way of being," which is our belief that certain activities take a certain amount of time. We've been conditioned to believe that work must be hard and that we must grind to achieve the things we want. Although it's true that you must have time in order to conduct sales, it's possible for sales to happen instantly. Begin by asking yourself how you can compress time. If you don't ask the question, you'll never get the answer. Don't use the phrase time management. We don't manage our family members, but rather we want to be connected to them and work in unison with them. The same is true of time. How to start If you find yourself wanting to try Steven's concepts, begin by shattering the neurological connections in your mind that say this isn't possible. Then, do your own cleanse. Determine what is contaminating your time. Anything that is holding you back from accelerating your goals and dreams is a contaminant. Write down every single interaction and ask yourself whether your activities are contributing. It could be Facebook, negative people, or any other thing that takes up your time. Most people get back a minimum of 10 hours, but most get back 20 or more. Many people resist the idea of compressing time because they use time as an excuse for not doing, being, and having. They frame themselves as victims of time. #CompressTime If we say things like "Time doesn't allow," it lets us off the hook because we aren't in charge. Instead, go on a time-excuse diet where you stop using time as a justification for not accomplishing things. High-performance hours As an entrepreneur and sales professional, the word no is as powerful as the word yes. Realize what you're saying yes to, what you're saying no to, and where your high-performance hours are. Steven dedicates an entire section of the book to setting up their day to perform. In fact, many people are doing the right activities at the wrong time. We must determine when we have our best energy and then cluster those similar activities together. Our brains work more efficiently and we'll get better results. If you are time, and you're 100 percent accountable and responsible for it without letting anything steal it, you take 100 percent control of your life and the results you get. "Your Time Management Ideas Are Wrong" episode resources If you'd like to connect with Steven, go to stevengriffith.com/salesevangelist for a free download of his top 10 performance tips to help you perform better with time. You can also pre-order a copy of his book, The Time Cleanse: A Proven System to Eliminate Wasted Time, Realize Your Full Potential, and Reinvest In What Matters Most. When you do, you'll get free access to his master class that walks you step-by-step through the cleanse process. You've heard us talk about the TSE Certified Sales Training Program, and we're offering the first module free as a gift to you. Preview it. Check it out. If it makes sense for you to join, you can be part of our upcoming semester in April. You can take it on your own or as part of the semester group. The program includes 65 videos altogether, and we just completed a beta group that helped us improve the program and maximize the information in it. If you and your team are interested in learning more, we'd love to have you join us. Call (561)578-1729 to speak directly to me or one of our team members about the program. This episode is also brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. You'll receive real-time alerts anyone opens an email or clicks a link. I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility. Audio provided by Free SFX and Bensound.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

Selling is honorable, and we should be proud of the work we do because nothing happens until somebody sells something. Today Harry Mazier talks to us about the importance of selling and how every organization must practice the fundamentals of selling in order to do it well.  It begins by understanding the importance of being a sales professional. Relationships The short attention span of today's buyers means that there will always be room for relationships in selling. [Tweet "There's an adage that says that when all things are equal, people want to buy from their friends. And when all things aren't equal, people still want to buy from their friends. So make friends. #RelationshipSelling"] It's perhaps the best sales lesson you'll ever hear. Necessity It sounds basic to say that nothing happens until someone sells something, but it's true that if we don't sell, we won't eat. Sales is the lubricant of our economy. It doesn't matter how good your manufacturing is, how precise your accounting is, how deep your R&D is, everything begins when someone convinces a prospect to say, "Yes, I'll take some." When the deal closes, the gears begin moving and everything takes off from that point of agreement. Failure Fear of failure prevents people from selling. You might drive past a prospect's business 12 times and always find a reason not to stop: no parking places, it's too early, or it's too late. To get past that reluctance, you must suck it up and knock on the doors. Then, once you get in front of that customer, you must know what you're talking about. Emerson said that nothing great was ever accomplished without enthusiasm. You must be enthusiastic and excited. If you're not excited about what you're doing, do something else. Be smart. Don't tell them how much you know. Tell them how much they need to know to get where you want them to get. Selling is convincing someone else to agree with your opinion. But don't overstay your welcome by speaking too much. There's a story that Samson slew 1,000 Philistines with the jawbone of an ass, but twice that many sales are killed every day with the same implement. Resource Your role is to provide the necessary information and be convincing. The best salespeople don't sell, they help people buy. Selling is instructional and informational. Be a friend and a resource to your customer. Sales is an honorable profession that has taken a lot of hits -- many of them self-inflicted. Salespeople are a resource to our economy and they really are helpful to customers. People choose sales for a variety of reasons like interactions with people and independence. Of course, income opportunities are part of it as well. Negative view For a long time, sales was perceived as little more than one person taking unfair advantage of another. Salespeople have lived through that era and have established themselves as a resource rather than an impediment. Avoid being self-deprecating. Don't refer to yourself as "just a salesman." Sell with integrity every day so you can improve and help your customers. Don't put artificial limits on your own success or settle for good enough instead of good. Stories Relevant stories can help sellers sell. Rudyard Kipling said that if history was taught in the form of stories, it would never be forgotten. People love stories, so rather than giving facts, features, and benefits, incorporate a story into your sales presentation. Do it consistently and do it as well as you can. Read and listen and stay attuned to the people around you. Harry recorded countless anecdotes in preparation for writing his book, Story Selling: Sage Advice and Common Sense About Sales and Success. If you don't use a story to provide proof, selling will be more difficult. But the story won't stand on its own. You must give your very best effort. Stories aren't the answer alone. You must support it with your work and effort. Do the best you can every day. Remember the 10 powerful 2-letter words: "If it is to be, it is up to me." You can find excuses and blame, but ultimately it depends on you. Sellers Don't think you're not in sales. Everyone is in sales from the moment they get out of bed in the morning. You are persuading or influences, negotiating or communicating. Don't run from it. Embrace it and learn to be better. Grow by failing. It's not how often you get knocked down; it's how many times you get back up. Get back up and learn what's effective and learn to communicate. Be true to yourself and embrace the opportunities you have as a salesperson. "Selling From The Heart" episode resources You can connect with Harry at harrymazier@gmail.com or at (404) 853-1063. Grab a copy of his book, Story Selling: Sage Advice and Common Sense About Sales and Success This episode is brought to you by the TSE Certified Sales Training Program. I developed this training course because I struggled early on as a seller. Once I had the chance to go through my own training, I noticed a hockey-stick improvement in my performance. TSE Certified Sales Training Program can help you out of your slump. If you gave a lot of great presentations and did a lot of hard work, only to watch your prospects choose to work with your competitors, we can help you fix that. The new semester of TSE Certified Sales Training Program begins in April and it would be an absolute honor to have you join us. This episode is also brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. It's super easy, it's helpful, and I recommend that you try it out. You'll receive real-time alerts anyone opens an email or clicks a link. Mailtag.io allows you to see around the corners. You can see when people open your email, or when they click on the link you sent. Mailtag.io will give you half-off your subscription for life when you use the Promo Code: Donald at check out. I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility. If you haven't already done so, subscribe to the podcast so you won't miss a single episode. Share it with your friends who would benefit from learning more. Audio provided by Free SFX and Bensound.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

If you're giving your customers things that you value instead of focusing on things that your customer needs or wants, you should be aware of the 5 things you get wrong when it comes to building value. We're dedicating the month of April to a discussion of building value, and we're starting with the fundamentals of building value. 1.  We fail to solve the problem. People will only change if they see a distinct need for it, and sometimes our customers don't even recognize that they have a problem. Or, in other instances, they may have found a solution or a band-aid to the problem that seems to be working. People don't fix things that seem to be working. Your job as a seller is to ask the right questions to help them consider or see the importance of addressing their challenge. Once you're able to help them identify the problem, we must provide a clear solution to help them address it. Donald Miller has a wonderful three-step process that lays out exactly how you can move through the process. If the buyer doesn't have confidence in your ability to guide him through the solution, you're likely going to lose the deal like I did when it happened to me. 2.  We focus on what we like.  I've taught this principle over and over again as the platinum rule: treat others the way they would like to be treated. It's a step up from treating people the way that you'd like to be treated. Don't focus on features or benefits that you like. Focus on things that the buyers like. Buyers may choose to work with you for a variety of reasons, but not all of your product's features will be important to the buyer. Not all of your service's benefits will matter to him. Once you've identified the problem that the buyer needs to address, and you've given the buyer a clear plan, avoid the urge to give the buyer things he doesn't need. Give him the things that are important and necessary for him and nothing more. You may have 100 features, but the buyer likely has one problem that is costing him a lot of money. He needs the feature that will solve that problem. Yes, he'll get much more than that with your product or service, but focus on his main problem to start. Over time you can educate him about additional features. 3.  We don't listen to the customer. This ties closely to number 1 because we often continue talking even after the buyer has agreed to buy. Our conversations and discovery meetings are intended to help us discover things about our prospects. It's not intended to be a lecture. Sometimes sellers believe that if we're talking, we're winning, and that simply isn't true. Think of it like dating: you want the other person to perceive that you're interested. Studies indicated that you shouldn't talk more than 30 percent of the time, and that will only happen if you come prepared with meaningful questions. That will help the buyer express himself and his challenges. Once you've listened, you can pitch to the one thing he needs the most. 4.  We think we must have the lowest price. This issue emerges frequently with sellers who think that value means having the lowest price, but it simply isn't true. I've lost deals before to companies that were bigger and more expensive than my own product or service. When I looked back, they didn't care that we were cheaper. They were concerned that I didn't focus on their problem and show them a clear path to solve it. They didn't have the conviction that I was the one who could best help them. If you've done a fantastic job of identifying their problem and you've helped them find a solution, they'll see the value in what you're offering. If, for example, their problem is costing them $50,000 a year but your solution will cost them $5,000 a year, that's a good saving for them. [Tweet "Lowering your price doesn't necessarily build value. Solving a problem builds value. #BuildValue"] Show me that you understand my problem and that you have a solution. Then show me that you've solved this kind of problem before. That will give me, as a buyer, confidence in you as a seller. 5.  We believe that more is better. We often mistakenly believe that offering our customer more is better because it's a way to increase value. You might be giving away so many add-ons that your company loses money. In the future, your customer will likely expect the same kind of discounts and bonuses. If the customer stays with you for only a year, you will have lost the client before you could recoup your losses. Resist the urge to give away everything for free. Enjoy the silence in your conversation. Don't jump out and start talking too quickly. They may not be looking for more value but rather just contemplating the purchase. Keep things simple for your buyers and remember that less is often more. We know a lot more than our buyers about our product, and they don't need to know everything that we do. Avoid these mistakes and you'll have much better success building value. "Building Value" episode resources You've heard us talk about the TSE Certified Sales Training Program, and we're offering the first module free as a gift to you. Preview it. Check it out. If it makes sense for you to join, you can be part of our upcoming semester in April. You can take it on your own or as part of the semester group. The program includes 65 videos altogether, and we just completed a beta group that helped us improve the program and maximize the information in it. If you and your team are interested in learning more, we'd love to have you join us. Call (561)578-1729 to speak directly to me or one of our team members about the program. This episode is also brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. You'll receive real-time alerts anyone opens an email or clicks a link. I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility. Audio provided by Free SFX and Bensound.  Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

Sellers have a bad reputation as people who are artificial and only concerned about themselves, but in order to succeed, you must focus on selling from the heart. Larry Levine has spent 30-something years in the trenches of B2B work, and he recognized some glaring weaknesses in sales teams he worked with. He values authenticity and he points to it as a big disconnect for many sellers. But it isn't just sellers. Think about how many times you've run into a friend you haven't seen in a while, and you toss out the phrase, "we should do lunch." It doesn't usually mean anything other than "I'll see you when I see you." Sellers must pay attention to their words. Use your words The words genuine, authentic, value, and trusted advisor prompt the follow-on question: "What does that mean?" Start by leading an authentic lifestyle. Think about this: When you say you're a salesperson or an SDR, you're already behind the 8-ball already in the minds of your clients and prospects. For every great sales professional, there are 10 that give the sales world a bad name. When you deal with the people in your personal life, are you genuine and true to who you really are? Most likely you are. So why can't we play that same role when we're dealing with our clients and prospects. [Tweet "Address the misalignment that exists between who you are at work and who you are after 5 p.m. Be genuine and authentic with the people in your business just like you are in your personal life. #AuthenticSelling"] Building relationships Many sellers maintain a certain amount of distance in their relationships with their clients. In his book, Slow Down, Sell Faster, Kevin Davis asked how it's possible to sell something to someone if you don't spend time figuring out who they are? What makes that person tick? What do they care about? Sellers try to move their prospects through the sales funnel as quickly as possible instead of investing the time to understand. Listen with intent and help them do their jobs. You'll be surprised to find that things actually speed up. Vulnerability If you don't build a relationship throughout multiple steps and influencers, it will be difficult to sell anything. People will buy from people they know, like, and trust. People are beginning to understand that it's ok to bring your heart to the sales world. It's ok to be genuine and real. But in order to do that, you have to be vulnerable, which goes against what we believe about sellers. If you asked your prospects what they truly desire in a seller, what do you think they'll say? Maybe someone who is honest and who can solve their problems. At some point, you'll hear them say "I want them to be sincere and show up after the sale." Conversations Have a conversation like you would with your friends. Memorizing scripts may make you sound too robotic. It isn't that scripts are bad, but we must make the verbiage in the script our own. If you can't align to it, you'll struggle with it. Imagine if you understood the person you were reaching out to. What are the issues and challenges they are facing. If you're calling a VP of sales to set up a demo for software, find out the issues that VPs of sales struggle with. Offer three issues that are most common for sales teams. Ask your prospects which of those three topics he can most closely align with. The truth is that even tenured sales reps are going about this the wrong way. Instead of the phone call being focused on setting a meeting, focus the call on starting a conversation. Sales leaders Time and patience matter. Your organization wasn't built in a day. You took a series of small successful steps to get where you are. The same is true for your sales process, but no one has time or patience for it. No one wants to slow down. Larry recalls deciding one day to focus on quality over quantity. He focused on opening at least two new conversations with two people he didn't know every single day. His phone skills improved and his mindset did, too. Sellers who are allowed to focus on quality over quantity may find that they enjoy their roles a bit more because they are connecting with people. Foundations Larry's first mentor freed him from the pressure of memorizing his prospecting script word-for-word, and instead encouraged him to understand the foundation of the script. Once you've done that, make it your own. Get back to humanizing what we've previously dehumanized in the sales world. There's a time and place for technology, but human-to-human matters. Technology can't replace every human aspect. Larry warns against being an "empty suit with commission breath." Once leadership realizes that there's a human on the other end of the sale rather than just a bunch of dollars and they set out to solve problems, watch what happens to the level of your relationships and referrals and profits. Avoiding sameness In a crowded field, in order to rise above the sea of sameness and be seen in a different light and stand out from the sales wolfpack, the differentiating moment goes back to the human aspect. People smell sincerity immediately. Instead of juggling personalities, be authentic. Understand that credibility and clarity sell in a world of insincerity. [Tweet "In a commoditized market, if you open conversations in a transactional way, expect a transactional relationship. You'll be replaced by another transactional relationship along the way. #SalesConversations"] Create a transformational experience by having a conversation. As you transform your relationships, you'll stick out like a sore thumb in a world of transactional conversations. "Selling From The Heart" episode resources Find Larry on LinkedIn @larrylevine1992 or on his Selling From The Heart podcast at sellingfromtheheart.net. Grab a copy of Larry's book, Selling From the Heart: How Your Authentic Self Sells You. His website also offers an accompanying self-reflection journal. This episode is brought to you by the TSE Certified Sales Training Program. I developed this training course because I struggled early on as a seller. Once I had the chance to go through my own training, I noticed a hockey-stick improvement in my performance. TSE Certified Sales Training Program can help you out of your slump. If you gave a lot of great presentations and did a lot of hard work, only to watch your prospects choose to work with your competitors, we can help you fix that. The new semester of TSE Certified Sales Training Program begins in April and it would be an absolute honor to have you join us. This episode is also brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. It's super easy, it's helpful, and I recommend that you try it out. You'll receive real-time alerts anyone opens an email or clicks a link. Mailtag.io allows you to see around the corners. You can see when people open your email, or when they click on the link you sent. Mailtag.io will give you half-off your subscription for life when you use the Promo Code: Donald at check out. I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility. If you haven't already done so, subscribe to the podcast so you won't miss a single episode. Share it with your friends who would benefit from learning more. Audio provided by Free SFX and Bensound.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

Sellers are understandably focused on the closing of any deal but it’s important that we keep things in perspective and don’t make the closing an event. The truth is that every transaction has a beginning, a middle, and an end, but we often get so focused on the closing that we unnecessarily freak ourselves out. This conversation comes from our TSE Certified Sales Training Program, our sales coaching program that helps sellers maximize their effectiveness. SALES PROCESS The sales process naturally builds toward a close where the client signs the deal and then everyone celebrates. Our challenge as sellers is to avoid the temptation to make the closing the entire focus of the sale. Focus throughout the sale on building value. Initiate conversations that address your prospects’ challenges and difficulties. Realize that you’ll never get to the closing if you don’t effectively address the buyers’ objections. Help the buyer feel confident in this deal by sharing stories that provide value and dispel your customers’ objections. Instead of waiting for your customer to offer his objections, bring them up on your own terms as a way of building trust. Red flags won’t go away simply because you ignore them. They don’t typically diffuse themselves, and your decision to wait until the end of the process to address them could cost you your deal. GROWING PROBLEMS Like many other relationships in life, struggles between buyer and seller don’t naturally disappear over time. In fact, problems often get bigger and worse as we fail to address them. A single demo for your client won’t magically offset all his concerns, so don’t wait until then to address his objections. If he has concerns about your product or service, it won’t likely matter how good your demo is: you won’t overcome his hesitation until you address the problems.   Start early in the process. Diffuse problems as they arise. Every sales relationship offers a certain amount of risk, and your job is to minimize that for your prospects. #SalesObjections CLICK TO TWEET   ADDRESSING FEARS Whether you’re selling water, computers, or houses, your buyer doesn’t want to part with his hard-earned cash until you’ve addressed his fears. He may want a new house. He may even need a new house. But he has fears of his own: What if he can’t afford this house? What if an unforeseen issue comes up? How much will hurricane insurance cost? Help him minimize those risks and fears throughout the process. That way, when he gets to the end of the transaction, those fears won’t be an issue. PROSPECTING Hubspot reported recently that as many as 40 percent of salespeople don’t like prospecting and about 30 percent struggle with closings. As a result, we tend to make closings a big deal in our own heads because we’ve worked so hard to find a prospect and get to this point. Instead of viewing it as a huge event, we should think of it as a natural byproduct of the sales process, and we should move the buyer smoothly through to conversion. Conversion begins the moment I start building value for my prospect. If I focus on blind-side challenges and identifying key problems, I can address objections early and minimize the risk that my deal will fall apart. My goal is to eliminate any reasonable doubt about whether I’m the right vendor for the prospect. PITCHING YOURSELF If you’re able to identify the companies your prospect is currently working with, you’ll be better able to pitch your own strengths against theirs. You can identify the competition’s weaknesses and use those to make your case. Share stories about past clients who have left that company to work with you and explain why they made that choice. Build one-on-one conversations into your process as often as possible so you can clarify any questions as they develop. Once you understand the big issues that will likely sabotage your deal, you can help everyone get to the same page. Follow your demonstrations with an email outreach offering to address any new questions the prospect has. Avoid pushing objections to the end of the process. Make objections and questions a constant part of your dialogue so that you minimize any risk toward the end of the deal. Strive to create a smooth experience for your customer. “DON’T MAKE THE CLOSING AN EVENT” EPISODE RESOURCES You’ve heard us talk about the TSE Certified Sales Training Program, and we’re offering the first module free as a gift to you. Preview it. Check it out. If it makes sense for you to join, you can be part of our upcoming semester in April. You can take it on your own or as part of the semester group. The program includes 65 videos altogether, and we just completed a beta group that helped us improve the program and maximize the information in it. If you and your team are interested in learning more, we’d love to have you join us. Call (561)578-1729 to speak directly to me or one of our team members about the program. This episode is also brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. You’ll receive real-time alerts anyone opens an email or clicks a link. I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility. Audio provided by Free SFX and Bensound.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

One of the most important questions you’ll answer is “Why should I do business with you?” and it’s vital that you get it right when you do. When the question comes, you’ll be tempted to point out how long your company has existed, how great your product is, and how great your customer service is, but those answers won’t likely work. Sales From the Street tackles actual problems that sellers are facing and allows a sales rep just like you to provide an answer that worked for him. LOADED QUESTION People frequently get on Reddit seeking advice about how to answer this question. I love checking in there because it gives me a great opportunity to connect with sellers and share my own insights and expertise. They frequently listen to the podcast after our interaction and it presents a great opportunity to grow my business. If you haven’t checked Reddit for a page related to your own industry, you definitely should. “Why should I do business with you” is a loaded question, and I’m going to answer it in two different ways. When I was a young seller, I was quick to point out the features of my product and to preach about why we were the best company, but it never addressed the client’s true issue. INITIAL CONVERSATION Your answer to the question will largely depend on whether this is the first time you’ve spoken to this person. Do you have a relationship already, or this your very first contact? If you’re speaking to the customer for the very first time, he may be testing you to see how you’ll respond. You could play a seller’s version of whack-a-mole and blindly try to guess the right answer, but as a sales professional, that’s not how you want to operate. Instead, take control of the situation. Your first priority should be to find out why she is asking this question in the first place. You can respond with a listicle or with a question of your own. Or, consider this: “You know, David, when people ask that question it’s usually one of three things. To see if we have the proper expertise Testing whether I’m quick on my feet.  To determine whether we can solve their problem. Which one of those are we dealing with David?” His answer to your question will help you understand how to proceed. TAKE CONTROL   Make it your mission to understand your prospect’s situation and determine whether you’re a good fit. #SalesMatch CLICK TO TWEET   Ask questions about the sales process that will help you determine what the customer is seeking. Take charge of the sales process by controlling the conversation. If the prospect is wasting your time and has no intention of hiring you, you’ll determine that more quickly rather than wasting time on a deal that will never close. If the prospect is interested, he’ll answer the question and you can continue from there. Pose a question in response to his question. Ask him why he’s inclined to ask that. If he indicates that his company has encountered other sellers who couldn’t solve its problems, then you’ll know how to respond. ADDRESS THE CONCERNS “I don’t ever want to do business with you if I can’t solve your problem. We want to make sure we’re a fit. I don’t want to waste your time or mine.” “If you are open to it, I’d love to see what you’re doing now to see if we can help you just like we’ve helped many other companies in the past.”  You can even mention at some point that you’d love to be honest enough to acknowledge if the two of you aren’t a good fit. That will keep you on the same page. Your customer expects you to rattle off a list of features and benefits. They expect you to be a submissive seller. They may not realize that as a professional seller, you’ve helped a lot of people, and you’re an expert at doing so. You’re going to stay calm and confident. SURPRISE THE CUSTOMER If, on the other hand, this is a customer that you’ve worked with for some time, he may be truly trying to determine whether he should work with you. Your goal is to communicate to him that you’re the best at solving his particular problem. You’ve done it for thousands of other clients, you’ve run the protocols, and you know you’re the best. You can turn the tables on the customer at that point. “Why should you not do business with me?” Be confident. Make sure you understand why the customer is asking the question. “WHY SHOULD WE DO BUSINESS WITH YOU?” EPISODE RESOURCES This episode is brought to you by the TSE Certified Sales Training Program. I developed this training course because I struggled early on as a seller. Once I had the chance to go through my own training, I noticed a hockey-stick improvement in my performance. TSE Certified Sales Training Program can help you out of your slump. If you gave a lot of great presentations and did a lot of hard work, only to watch your prospects choose to work with your competitors, we can help you fix that. The new semester of TSE Certified Sales Training Program begins in April and it would be an absolute honor to have you join us. This episode is also brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. It’s super easy, it’s helpful, and I recommend that you try it out. You’ll receive real-time alerts anyone opens an email or clicks a link. Mailtag.io allows you to see around the corners. You can see when people open your email, or when they click on the link you sent. Mailtag.io will give you half-off your subscription for life when you use the Promo Code: Donald at check out. I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility. If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode. Share it with your friends who would benefit from learning more. Audio provided by Free SFX and Bensound.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

The marketplace is crowded, so if you understand how to instantly increase the perceived value of your offer, you'll be better able to differentiate yourself from your competitors. Bob Britton got his start in business as an auto mechanic and he had an opportunity to buy an existing business. He figured owning a business couldn't be that hard, so he jumped in, assuming he could do a better job than the people he had been working for. He endured a season of failure but eventually started to improve as he learned the sales game. He realized that auto repair involves selling something that no one wants to buy, that no one is prepared to buy, and that no one ever has the money to buy. He grew the business from a one-man show to a multi-million dollar business and then went on to other things. Communicating value If you can't clearly communicate your value and what sets you apart from everyone else, you're competing constantly on price. It's the only way people know how to measure. But if you're a value proposition, people will focus less on price and more on what they're getting. It's up to business owners to figure out what those value propositions are. Begin by understanding what value really is. What you think is valuable is probably 27th on your prospect's list of what's valuable. [Tweet "The thing we get wrong over and over again is that we don't take time to think our way through all the different things that our customers could consider valuable. #SellingValue"] Consider even the smallest thing that might be considered valuable. Look beyond the obvious things like saving time or money because everyone claims to offer those. Starting point Understand that perception is everything. When you're creating your value proposition, if your prospect believes it's important, it is. Perception is everything. That determines how we start. Begin by looking at the business drivers which are often saving money and making money. But drill down deeper. Why would a customer use your offer? What does the customer really care about? Think of things like operating cost, downtime, uptime, labor cost, customer retention, market share, productivity, profitability, time to market, lifetime customer value, and any number of other concerns. Asking good questions Too many salespeople "wing it" when it comes to this process. They don't think about the questions they ask and they rely on general ones instead of working to be specific. People will give us a limited amount of time and effort. Ask specific questions that move people in a distinct direction. Many sellers will ask about concerns, but that's too general. Limit the question instead. What is your number one concern? Being specific will give you a lot better information from the customer because they'll talk about the thing that is top of mind. Then, flip that around. Ask your prospect the one thing that he hates about your industry. It takes some guts to ask this, but the information you get back will be the most valuable feedback you've ever gotten. Bob asked people the number one thing they hated about auto repair on his way to building a million-dollar company. He used all that feedback to differentiate himself from his competition. Digging deep Your clients can give you information that will help you tweak your business and increase your revenue. You won't have to push harder. Your clients will give you a to-do list that will help you improve. Be willing to ask what your current clients dislike about working with your business. It will feel intimidating but they won't crucify you. They'll help you identify the things that are keeping them from buying more. You may not need to dump more money into your business. You may not need to increase your leads but rather to just improve your close rate. Next steps Once you've identified the business drivers, identify some sort of movement. People won't change unless your offering is significantly better than the status quo. People don't buy offers; they buy new things. What's your movement? Increase, improve, accelerate, reduce, enhance, balance, free up, eliminate, minimize, revitalize, shrink, maximize. What kind of movement can you offer your clients? Then add metrics to your value proposal to make it stronger and more believable. Avoid using round numbers which sound less credible. When Bob was running the auto repair business, while everyone else was charging $87 an hour, he charged $98.68 an hour. When people asked how he came up with that number, he said that he figured out with his accountant the exact minimum he could charge to deliver the best service. It's a psychological effort that will surprise your customers and shift their thinking. It will position you as different than everyone else. Do your homework. Don't wing it because it won't give you the results you desire. Prepare People may throw little tests out at you to see how you'll respond. If you aren't prepared, you'll end up losing credibility because you don't answer well. Business drivers, movement, and metrics are the three things that create a tremendous amount of value for your business. Do your homework. Position yourself as different, new, unique, and special. Be creative. The competition has never been greater and the market is shifting. More people are becoming salespeople so you have to do everything you can to differentiate yourself. "Increase the Perceived Value of Your Offer" episode resources You can connect with Bob at his website, marketingautomationgroup.com and opt-in for a free 7-day course. He constantly produces new content designed to help you increase your perceived value. You've heard us talk about the TSE Certified Sales Training Program, and we're offering the first module free as a gift to you. Preview it. Check it out. If it makes sense for you to join, you can be part of our upcoming semester in April. You can take it on your own or as part of the semester group. The program includes 65 videos altogether, and we just completed a beta group that helped us improve the program and maximize the information in it. This episode is also brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. You'll receive real-time alerts anyone opens an email or clicks a link. I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility. Audio provided by Free SFX and Bensound.  Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com