The Sales Podcast With Wes Schaeffer, The Sales Whisperer®

Professional Sales Tips you'll learn today on The Sales Podcast... Sales leaders and operations are afraid to take away anything from salespeople They complicate their commission plans Companies get new funding and start to change things up "Million dollar home page" Every pixel cost a dollar and he made $1,000,000 in a week in 2003 Then Calm.com ControlTheBuzz.com Then he started Trend Kite, a PR company Was based in Austin, TX Grew it to $30 million in 3.5 years and about 150 people His sales reps always had questions about their comp plans So he created the commission plan software he needed Related episodes and posts How to deliver great prospecting lines Is cold calling dead? Sold Trend Kite to PR News Wire About 500 customers now HubSpot Ventures is an investor 70 staff Half in Austin, some in Philly, and remote Lessons learned Build for the end-user Build for retention End-user delight was something he thought about He thought about the brand "Is cold calling dead?" is not the right question Making outbound calls helps you understand the needs of your customers Build for the end user. Build for retention." There's a lot of noise in the world today His job is to provide a path for his staff His role is to provide security for his staff Economics major His uncle told him to get into sales Kobayashi Maru Crushed his first quota Didn't sell anything the next three quarters He learned to stick to the script and he grew Create the sales methodology Create the pattern match His job is to provide a framework for success for his staff. We're not lazy, we're just delaying adulthood WOW and shoutouts: Wins of the Week Sales Growth Tools Mentioned In The Sales Podcast Visit Quota Path  Listen to the Value Props Podcast

Professional Sales Tips you'll learn today on The Sales Podcast... Lessons from billionaires They all have a process They have a startup they bootstrapped They threw themselves into their businesses for 12+ hours/day for 2-7 years Focused on customer acquisition Followed "The E-Myth" They saw themselves as the entrepreneur from the beginning They are visionaries Their explicit goals were to build a business so valuable they could sell it They do three things Does something better, faster, cheaper than the competition Makes people feel better, easier to use, less frustration Quicker ROI  Earning more than they spent Related episodes and posts The E-Myth Copywriting 101 They sell once they build a solid business Transition into being a meta-entrepreneur Now they buy and run multiple businesses in the same space and has one acquire the other Buy a business run by an owner/CEO who runs it like they are an employee They are excited, fast talkers They are not doing things that keep them stuck They are not answering customer support emails They are not filling out paperwork They are not tweaking the logo Legacy, emotional value About 85-90% of us "have a book in us" Gain "first-author advantage" Become the expert, the authority, the expert Mail an autographed copy of your book to your ideal prospects People have good attention spans for good content Books that get finished can become best-sellers Create flow Get the headline right Open the loop, open another, open another, close the most recent, then the second, then the opening loop Gain first-author advantage." Be leery of tactical advice...it loses context Functional, emotional, economic Get 100% clear on your promise of value Title Subtitle Make a bold claim Overwhelm readers with functional value despite making a big claim Cultivate the feeling of overwhelm in the reader Offer them a CTA to learn more or get additional support or hire us Existing customers are much more likely to buy from you than a new prospect When they buy your book they have self-identified as someone who invests in their own growth Make four offers from low to high Book Course, masterclass, guide, community Coaching, consulting so you can engage with my team Done for you "Become Immune to Manipulation," by Noah Revoy Dr. Philip Ovadia, "Stay Off My Operating Table" Sales Growth Tools Mentioned In The Sales Podcast Book a call with Joshua Lisec Get Joshua's courses on copywriting

Professional Sales Tips you'll learn today on The Sales Podcast... We have a love/hate with social media What is social dynamic selling? He sells seminars Over a decade Lots of direct mail to fill the events High ROI with direct mail, especially if you have a high-ticket offer Direct to consumer is a great industry for this marketing model People buy what they want, not what they need Your marketing has to make them realize they want it He has his own insurance agency  Related episodes and posts How To Influence 3 Tips To Become an Influencer In Your Space Who do you want to attract? How do you get someone's attention on social media? How do you get someone's attention in direct mail? Your prospect is reading your marketing letter as they stand over the trash can Fishing with corndogs Get your prospects on the hook and into the boat and then feed them healthy food But give them tempting bait Are they interested and conditioned to making decisions? I'm your best source for "more information." What do you need? Hearing "no" early is a win The direct mail to seminar model is the original funnel He has six metrics he tracks in response rates Each metric is a lever he can sharpen and improve You cannot manage what you don't measure There's nothing new under the sun Direct mail still has the best marketing ROI if you're selling high-ticket products or services." He's repackaging existing offers with a slight tweak and going to market The product or service is irrelevant You need to just figure out how to get it to the marketplace Be content but dissatisfied It's a blessing and a curse Initially he sold one-to-one He could sell bigger ticket items and get overrides, but he wanted even more leverage He learned how to sell one-to-many He learned how to leveraged his time There's a different form of influence when selling to a group Became an NLP practitioner, i.e., he attended one course Perception is reality We have to influence and shape perception We have to meet our prospects where they are This is not manipulation or force "No" is an acceptable answer You can't please everyone." Start with broad strokes and topics to get buy-in and then bring it down to brass tacks He's not a rah-rah guy driving people to the back of the room Know, like, and trust is alive and well The law of reciprocity is alive and well Most items for sale now are commodities Why should your prospects do business with you? Speak to the language they best hear The V.A.K. model Motivation vs. inspiration Motivation is external Inspiration is internal, it's "in spirit." Inspiration is internal. It's 'in spirit.'" Coaching vs. consulting Sales Growth Tools Mentioned In The Sales Podcast Get the book, "Intentional Influence" Visit Social Dynamic Selling

Professional Sales Tips you'll learn today on The Sales Podcast... "Never Sit In The Lobby" Stand up, don't play on the phone, don't be talking, don't show up too early Be ready to engage when the prospect comes out Pay attention Like being a linebacker, keep your head on a swivel   Related episodes and posts "Selling To VITO" with Anthony Parinello "The Sales Bible" with Jeffrey Gitomer 57 winning sales factors to grow a business and build a career selling Hired a book publishing coach to guide him through his writing He wrote 2,000 words each weekend because he couldn't do 500 words a day during the week The title matters an his book publishing coach helped him with the title as well The call book factor Always ask for a mini-tour Mini-tours are easy Always show up with something in your hand and something in your mind Always show up with something in your hand and something in your mind." Never fax the facts or ship the shit Greed-based learning Active listening vs. listening to respond Learn and practice empathy vs. sympathy and compassion Don't just be deflecting "Gratitude is a verb" Show your gratitude. Show you are grateful. Don't confuse marketing with selling Never fax the facts or ship the shit." "$10 million in diamonds." Sales Growth Tools Mentioned In The Sales Podcast Visit Glenn Poulos for more sales training tips "Never Sit in the Lobby: 57 Winning Sales Factors to Grow a Business and Build a Career Selling"

Professional Sales Tips you'll learn today on The Sales Podcast... Stop losing deals when you're not in the room You have to grow into the title of CEO, so he's a founder How to control the message when you're relying upon your champion to carry your message Tech space experience and financial services Got into sales in the no-profit space and those leaders had to bring it to a board of directors Related episodes and posts Pull Profits Out of a Hat Revolutionize Your Thinking: Brad Sugars Returns He built and developed tools for the company that bought his company How to generate a consensus Without a champion the deal is dead What's in it for the champion The champion will usually do one of two things on internal meetings Wing it Follow a process to make the sale Help them from going on a "treasure hunt" As the sales rep, you must shape that message Enable the champion to carry the message you and the champion created together Notes Content "Mad-libs" If you call on bigger companies with longer sales cycles then give Fluint a try Without a champion, the deal is dead." Sales Growth Tools Mentioned In The Sales Podcast Visit Fluint and make more sales

Neurofeedback Tips you'll learn today on The Sales Podcast... Neurofeedback started in the 60s Help retrain the brainwave activity Can get rid of seizures Can help with ADHD, anxiety, PTSD, dementia,   BrainTap is a good device if you can't make it to her office Related episodes and posts Make Rapid Changes With This Mind Fix, Discovered By Erin Pheil The Most Interesting Entrepreneur In The World, Bob Moesta. She does a brain map Finds areas of the brain working too fast or too slow Professional athletes and CEOs and those looking to improve performance are diving into this space The brain vs. the mind It's hard to improve the mindset if you don't address the processor first, i.e., your physical brain Autism, post-concussion, etc. Logic and decision-making can be improved with kids You can have an attention problem and it not be ADHD Classic ADHD has more slow-wave activity vs. fast-wave activity The reason you're hyper is that your brain is looking for stimulation ADHD drugs stimulate the brain to go into fast-wave activity so we can concentrate Reward to create more of a behavior Pavlov's dog Look at the lobe's of the brain Sensors detect the brain's activity Get realtime audio/visual feedback Reward causes new behavior About 40 sessions can change the brain for up to 30 years You may need a "tune up" if you've got some underlying issues, injuries, etc. If you're older, on medication, or have had a lot of trauma Reorganization of the brain Exercise and food are important, but why is it good? Exercise—particularly weight lifting—increases dopamine, which helps your brain Food and supplements can hurt you and your brain Guided breathing Sleeping is healing, so get good sleep Sleeping is healing, so get good sleep!" Sales Growth Tools Mentioned In The Sales Podcast Visit Brain Train Centers

Mastermind Tips you'll learn today on The Sales Podcast... Masterminds changed her life She was an employee at a law firm The attorney wanted to automate his law firm She found her people She saw that business owners all had similar challenges Staffing Leads Sales Marketing Cashflow It can be lonely being an entrepreneur Masterminds give you speed to make mistakes   Related episodes and posts Join The Five Build Extraordinary Teams Runs her masterminds strictly No electronics You're totally present You share your biggest issue via hot seat You share your biggest takeaway No more than 10 attendees She leveraged her network to start Started as a one-time retreat, sold the value, and upsold them into a year-long membership Attendees voted on allowing that person to join If I'm not having fun, I'm not doing it." Live quarterly meetings Live monthly calls Accountability each month Collaboration is powerful Do you need a coach or a mastermind? You can't read the label from inside the bottle." One voice vs. multiple viewpoints giving insight and input Lots of entrepreneurs have staffing issues Compensation Hiring Profit-sharing Small hinges swing big doors." Sales Growth Tools Mentioned In The Sales Podcast Visit Dex Connects to find your mastermind

Professional Sales Tips you'll learn today on The Sales Podcast... B2B buyers want to be in control of and drive their research and overall buying process Professional salespeople must transform prospects and customers into their own sales team and brand ambassadors. Here are the 3 new rules of sales and marketing Here's a fresh approach to the B2B sales funnel   Related episodes and posts LinkedIn Ain't Selling Says Sales Trainer Lance Tyson How To Make Your Prospects Thirsty, With Harry Maziar Co-founder of a CRM/marketing automation company His clients say they need something new Has been in sales & marketing for over 30 years Was at a board meeting presenting his pipeline and projections He was challenged "How confident are you in these projections?" How good are you at forecasting and predicting? He was doing more guessing than the should have been Most of the sale happens when the salesperson leaves the room Prospects want to feel like they're in control of the buying prospect How good are you at forecasting and predicting?" Get the prospect into the revenue zone Is there demand for what you offer? Do they trust you? How do you lay out the yellow brick road? Not focused too much on the prospecting side of things in this book It's easier to get a meeting, but harder to get a meaningful meeting A confused mind says 'no.'" Don't stalk your prospects...educate and support them Prospects get confused and overwhelmed with all the data Help your prospects avoid the rabbit holes Help them avoid being overwhelmed A confused mind says "no" Is there a pending event?" Usually a buying team at larger companies Take your current sales cycle and reverse engineer it Where are the bottlenecks? Where are the trends? This is great for marketing leaders who are working more closely with sales This is great for rev ops personnel and sales leaders, not necessarily the quota-carrying salespeople Sales professionals should continue qualifying/disqualifying Is there a problem? Is there a pending event? Sales Growth Tools Mentioned In The Sales Podcast Get Tom's book "The Revenue Zone: The Ultimate Playbook for the Next Generation of Sales, Marketing and Predictable Revenue Growth." Visit Tom Burton's website

Persuasion Tips you'll learn today on The Sales Podcast... Homeschooled Thinking outside the box Figured that getting people to go along would be beneficial "White Bears and Other Unwanted Thoughts" "The Logic of Failure" People don't have full control over their thinking   Related episodes and posts Trial Attorney Turned Persuasion Expert Master The 6 Persuasion Power Levers With NLP & BJJ Paul Mascetta Started her career in tech More in the creative and product area Propaganda is a form of persuasion The Roman Catholic Church was the first to leverage propaganda in the 1600s Logical fallacies White, black, grey propaganda She's for medical freedom Not a fan of Biden's vaccine mandate Our government's reaction to COVID was a huge propaganda campaign We were reeducated during the lockdowns It was all-COVID all-the-time on every news channel Few see the narrative and how this was all connected Films and Hollywood have groomed us to persuade and manipulate us This is a unique opportunity to shift humanity." ~Klaus Schwab Good persuasion and propaganda is subtle It's hard to hide a lie Grow up and understand the power and fragility of freedom Connect and convince people with emotion "If you buy from us, you'll feel better." Connect with the lizard brain When you're pitching someone, you can put a positive spin on it It all ties back to understanding what people want You must understand your audience Know what's in it for them You are not your customer It's not about you Propagandists have so much confidence Propagandists have repetition and persistence on their side We must enter the conversation going on in the mind of the prospect." ~Robert Collier Why do smart people fall for propaganda? Seeing patterns is a sign of intelligence Memorization is not intelligence. You must be a lateral thinker People have no imagination People have no creativity Sales Growth Tools Mentioned In The Sales Podcast Get all the Propaganda Fluent Links Visit Propaganda Fluent Listen to the Propaganda Fluent Podcast

Professional Sales Tips you'll learn today on The Sales Podcast... CEO and CMO Launched new idea during COVID VCs were shrinking He couldn't even meet with his co-founder unless they walked his dog Understand the process of ideation Meet with potential co-founders Launch during a crisis Use the turmoil and chaos as an opportunity Launch when it "makes no sense" Related episodes and posts Use AI to make better sales calls Build Extraordinary Teams With Juliana Stancampiano. When people are worried about sales, they are more discerning with their spend Demos are always dangerous Demos can be complex and time-consuming Sales teams are thrown to the wolves to do the demo correctly Yoav launched and it was a top product on Product Hunt 200 press articles in their first 18 months The landscape is in need of good demo tools Demos are always dangerous." Hired a VP of Sales They had two founders and a developer VP of Sales hit up his peers to get additional validation VP of Sales started selling as well Had a $6 million seed Got $2.5 million up front People change their minds on what's a good idea when you send them an invoice They asked prospects about their challenges to see what they described as their friction and issues It's a great tool for SaaS solutions Drag n Drop demos Add prospect logos Not great for mobile apps Won't break because you're not connected to the backend Demo typical use cases People change their minds on what's a good idea when you send them an invoice." He and his co-founder both had startup experience Raised $56 million in total He had to move fast in hyper-growth mode to shift the market Has over 100 employees now with over 100 big clients Be bold, move fast, break things The market perceives them as the leader Getting over 1,000 inbound leads/mo now Came out of stealth on the high end of the pricing spectrum and it worked Constantly test, experiment, and research Go high on your pricing to establish your value in the marketplace." Focus and demand can put pressure on you to accept less-than-ideal clients His product team is organized and does not allow noise to interfere with decisions Sales Growth Tools Mentioned In The Sales Podcast Visit Walnut to create more than interactive product demos