Elite Selling Podcast - Mastering Tech Sales

Summary In this episode, Doug discusses the exciting developments in AI and how it can be leveraged to improve sales conversations. He emphasizes the importance of building a point of view and hypothesis for each conversation, as well as using AI to gather insights and research about the industry and company. Doug also highlights the need for sellers to get back to the fundamentals of selling and the value of time in sales. Lastly, he provides advice for sellers joining startups, emphasizing the need for grit, transparency, and the ability to wear multiple hats. The conversation covers the challenges and statistics of startup success rates, the difficulties in scaling a company, the importance of the early stage, building a point of view, understanding customers, and the definition of an elite seller. Takeaways Leverage AI capabilities to gather insights and research about the industry and company before sales conversations. Build a point of view and hypothesis for each conversation to demonstrate that you have done your homework and add value to the buyer. Focus on the fundamentals of selling, including thorough preparation, following a process, and adding value to the buyer from the start. Understand the strategic initiatives of the company and the persona you are selling to in order to align your point of view and recommendations. When joining a startup, be prepared for the challenges and uncertainties, and be willing to test, track, and adapt your approach. Only 10% of technology startups that have raised three million or more in capital make it to 30 million in revenue. Only 1% of technology startups make it to 100 million in revenue or a billion dollar valuation. Challenges in scaling include market conditions, execution, leadership, bad hiring, and pipeline requirements. Early stage is where companies face the most challenges but also have the opportunity for growth and learning. Building a point of view involves challenging the customer and leveraging insights from similar customers. Understanding customers and their customers' needs is crucial for successful selling. An elite seller always puts the customer at the forefront of their thinking and focuses on helping them. Chapters 00:00 Introduction and Exciting Developments in AI 03:21 The Importance of Building a Point of View and Hypothesis 08:12 Developing a Hypothesis and Point of View for Each Conversation 14:23 Using AI to Drive Hypotheses and Better Conversations 19:18 The Fundamentals of Selling and the Value of Time 25:02 Advice for Sellers Joining Startups 33:38 Startup Success Rates 34:09 Challenges in Scaling 35:08 The Importance of Early Stage 35:59 Building a Point of View 38:39 Understanding Customers 39:15 Definition of an Elite Seller

Highlights from the show: The 6 Keys to Being an Elite Seller How much pipeline do you really need? The Three P's (Purpose, Process, Payoff) Links to follow John, Force Management, and Revenue Builders: https://www.linkedin.com/in/johnkaplanfm/ https://www.forcemanagement.com/ https://www.ascender.co/ https://www.forcemanagement.com/resources/revenue-builders-podcast

Free Guide: 7 Steps to 7 Figures CLICK HERE: https://the-elite-selling-podcast.ck.page/53b7f15864 Summary: Doug May - Selling on Value Value is something you do every step of the way Importance of asking the second and third layer questions Quantify pain Follow Doug on LinkedIn: https://www.linkedin.com/in/dougmay/

Free guide: 7 Steps to 7 Figures 💰 click here: https://the-elite-selling-podcast.ck.page/53b7f15864 Summary: -How to master your sales habits -What to do if you fall off and need motivation -The parallels between athletics and sales -How to identify the most important revenue-generating activities -How to create your perfect day -How to block off time to ensure productivity and mental wellbeing -How to have a difficult conversation with your leadership

Free guide: 7 Steps to 7 Figures 💰 click here: https://the-elite-selling-podcast.ck.page/53b7f15864 Summary: Career patience and opportunities with Jeff Perry. 0:00 The importance of patience in a sales career. 1:29 Sales process, storytelling, and career patience. 6:27 Career growth and opportunities at Oracle. 10:09 Evaluating job opportunities and prioritizing internal support. 16:37 Career growth and leadership development. 20:15 Career development, networking, and personal growth in sales. 25:55

Free guide: 7 Steps to 7 Figures 💰 click here: https://the-elite-selling-podcast.ck.page/53b7f15864 Summary The importance of shifting mindset from getting to giving in sales and business Shifting mindset from getting to giving in sales Sales strategies and language. Sales mindset and language to build relationships and close deals. Authenticity, mental health, and sales strategies in challenging times. 20:14 Griffin Reilly emphasizes the importance of authenticity in sales, suggesting that taking a deep breath and being yourself can help build human connections. Stating that authenticity is key to making a connection and that salespeople should be passionate and genuine in their interactions. Expert shares tips for coping with mental health issues during challenging economic times. Personal growth and its impact on business success. Vulnerability and leadership in sales. Personal philosophy on connecting with people, starting with a human connection and building trust. Sales mindset and operational excellence with an elite seller. Tony Robbins' business mastery course and podcasts for business and personal development. Books on the art of selling and noble selling purpose, and watching TEDx talks for inspiration. Elite seller as someone focused on the customer and operational excellence, with a common language and repeatable process. Importance of mindset and sales chops, while still prioritizing operational rhythm and measurable results.

Sylvain Tremblay - CRO @ Uniphore Summary Qualitative vs quantitative selling in 2023 with sales legend Sylvain Tremblay. 0:00 Sylvain Tremblay shares insights on qualitative vs quantitative selling in 2023. Sales vs. quantity in B2B sales, with a focus on emotional intelligence. 1:12 Frankie discusses the importance of emotional intelligence in sales today, arguing that quantity is no longer the key to success. Griffin Reilly emphasizes the importance of qualitative aspects of sales, such as relationship building and well-written emails, to drive pipeline progression and closed deals Engaged buyers are 83% more likely to make a purchase, while disengaged buyers are 100% less likely to buy. Unifor's emotional intelligence platform uses AI to measure engagement and sentiment in real-time, coaching participants for better human interactions. Sales strategies and customer engagement. 9:57 Griffin Reilly emphasizes the importance of sparking engagement and building rapport with customers through presentations, rather than solely focusing on personal objectives. Vendors must prioritize understanding buyers' business challenges and articulating relevant use cases to build trust and close deals Sales strategies and emotional intelligence. 15:53 Griffin Reilly emphasizes the importance of self-awareness in sales, suggesting that sellers should put themselves in their customers' shoes and ask what they would expect from a sales rep. emotional intelligence (EQ) can be learned, consisting of four dimensions: self-awareness, self-regulation, social awareness, and relationship management. Emotional intelligence in sales with EQ platform insights. 20:52 highlights the importance of emotional intelligence (EQ) in sales, citing research that shows sellers with high EQ can identify customer problems more accurately and close deals faster. shares a personal anecdote about their experience at Florida State University, where they majored in sales and knew Dr. Left, one of the researchers who helped validate the claims of the emotional intelligence platform used by Speaker 2's company. Speaker 3 notes the pendulum swinging back towards human connection in B2B sales, with more emphasis on face-to-face interactions and personal relationships. Speaker 2 highlights the importance of monitoring sentiment and engagement throughout the sales cycle, both during and after the initial sale. Emotional intelligence in sales with industry experts. 28:01 Griffin Reilly emphasizes the importance of emotional intelligence in hiring sales representatives, citing it as a key factor in fostering relationships and success in the role. "likability" to describe the quality of being able to connect with others, and highlights the importance of relating to and articulating one's experiences and achievements in an interview setting. An elite seller as someone who can engage customers emotionally and rationally, and deliver on their promises. Emotional intelligence is crucial in virtual sales, as it helps sellers understand their buyers and build personal connections.

Data-driven selling, KPIs, and risk management. 0:00 Leslie emphasizes a data-driven approach to inform conversations and drive business growth. Importance of people and process in sales, specifically the need to remove risk from the forecasting and pipeline management process. KPIs and data analysis in sales meetings. 3:45 KPIs in tracking business performance and providing valuable insights KPI meetings to be actionable and provide hypotheses for improvement Speaker 1 discusses their experience with KPIs, mentioning how they used data to inform their work and make progress in their business. Pioritizing meetings and executing deals, highlighting the importance of having decision-makers and influencers in the room. Managing sales teams and tracking KPIs. 8:45 Salesforce for capturing interactions, but challenging to see AES business health. Importance of armoring frontline managers with tools to facilitate productive one-on-one conversations with AEs. Consistent KPIs across mid-market and enterprise teams include pipeline health, with pipelines serving as a lifeline for success. Sales pipeline management and optimization. 12:39 Importance of pipeline generation and progression, particularly in the enterprise segment, where deals can take months to close. Challenges of asking SMB sellers to develop pipeline, including the need for technology and resources to help progress deals. Importance of understanding the velocity of the sales process and setting KPIs accordingly for their segment. Need to engage with customer success to increase lifetime value and generate new business opportunities. Sales planning and strategy for success. 17:33 Importance of account and territory planning, highlighting the need for a detailed hypothesis for revenue growth. Have a plan to achieve sales goals, citing the need to track progress and make adjustments as necessary. "path to cash plan" that was helpful in their previous role at ppl AI, which every rep should already be doing. Frankie emphasizes the importance of sales reps taking their businesses seriously and coming to QBRs with a point of view, rather than just hoping to avoid criticism. QBRs should be a collaborative session where reps can get input and ideas on their plans, rather than a time for management to "beat up" on them. Sales data analysis and its impact on business success. 24:14 Griffin Reilly emphasizes the importance of using data and KPIs to understand where improvements are needed in a QBR. importance of accountability in sales, citing the need to be intellectually honest with oneself and to take action based on data insights. value of sales ops in providing data and insights to sales teams, allowing them to focus on improving their processes and closing deals. partnering with rev ops to get a formula for deals, conversion rate, ACV, sales cycle time, and book of business. partnering with customer success to identify opportunities for growth in accounts. Sales strategies and elite seller characteristics. 31:27 "The Sales Acceleration Formula" by Mark Robear and "Qualified Sales Leader" by John McMahon for sales leaders looking to improve their skills. team, company, and customer interests over personal gain, seeking elite sellers who share this mindset. looks for daily practice of the sales craft, including qualifying and developing hypotheses for delivering value to customers. Leslie's definition of an elite seller is a partnership where both parties win in the long term.

Customer-centric selling strategies with Keith Rabkin. 0:00 Keith Rabkin joins the podcast to discuss customer-focused selling strategies. Customer-focused selling and its key elements. 1:09 Elite sellers prioritize customer focus, understanding their needs and pain points to find mutually beneficial solutions. Personal pain points of potential customers, such as fear of looking bad in front of their boss or wasting time moving data between systems. Tapping into these intrinsic motivations can move beyond a rational sale and tap into what the person truly wants and cares about. Customer focus in sales, including empathy and problem-solving. 5:04 Griffin Reilly emphasizes the importance of empathizing with customers and understanding their pain points to build trust and credibility. Go with thea "tease and anchor" approach to get deeper into customers' pain points, while maintaining a positive and solution-focused tone. Importance of building trust with customers by being honest and transparent about what they need, rather than trying to make a sale. Sometimes the best salespeople are the ones who can say "no" or "you don't need that" in a way that makes the customer feel trusted and valued. Customer focus in sales leadership. 9:33 Make things easy for customers, such as customizing information and using software to streamline the process. Deal rooms or mutual action plans to build trust and make the sales process more efficient. Importance of customer focus, citing their experience at Google where they learned to "follow the user" and prioritize their needs. Importance of customer centricity, and they have carried this principle with them in every job since. Customer-centric sales strategies and authenticity. 15:02 Amazon's user-friendly interface and convenience as a key factor in their success, citing the ease of returning a pair of shoes as an example. Amazon's focus on customer centricity and streamlining the sales process has led to increased sales and brand loyalty. Importance of authenticity in customer interactions, advising sellers to be themselves and let their genuine personality shine through. Authenticity in sales and doing homework. 20:25 Griffin Reilly shares a lightbulb moment where he realized it's okay to say "I don't know" and be honest about it, leading to a more authentic and customer-centric approach in sales. Do your homework on a potential customer, including reading their 10K and researching the economic buyer, to better understand their needs and be more customer-centric in sales. Elite selling strategies with industry experts. 23:20 Griffin Reilly recommends reading the Google IPO letter for insights on serving users as the focus of a company. Joe Lee's book "The Heart of Business" provides a framework for solving problems for users, which is rewarding for employees and drives profit for the business. Elite seller as someone who is customer-focused, understands their needs, and is willing to go the extra mile to solve problems (tenacity/grit). Key highlights the importance of authenticity, homework, and making it easy for customers to buy from the seller.

Summary How sales reps can stand out in new roles. 0:00 Heidi Smith shares insights on how sales reps can stand out in a new role at a new company. Sales strategies and networking in the current market. 1:02 Heidi is a super fan of the podcast and met one of the hosts at an event. Importance of referrals and personal connections in the hiring process, as sales leaders are more likely to take a call from someone they know and trust. Focus on building strong relationships with sales leaders and industry professionals, rather than solely relying on LinkedIn messages. Omportance of personalized outreach and research when connecting with potential employers or partners on LinkedIn. Building a personal brand and networking at conferences can lead to job opportunities and help you stand out in your industry. Resume and LinkedIn tips for sales professionals. 7:48 Griffin Reilly agrees that cold outreach can be ineffective and suggests focusing on referrals instead. Highlight achievements on LinkedIn and resume, such as awards, quota attainment, and overachievement. Showcase entrepreneurial experience and leadership roles on a resume, as these demonstrate an ability to influence people and bring teams together. Resumes are typically limited to 2 pages, and recruiters and hiring managers will quickly scan them to determine if the candidate is a good fit Sales hiring strategies and follow-up techniques. 14:37 Sales manager seeks candidate with intangible skills, despite lack of experience. Reach out to sales team members for introductions and insights into the company culture. Importance of follow-up communication within 24 hours of interviews to demonstrate enthusiasm and professionalism. Sales skills, company evaluation, and red flags in job interviews. 19:22 Ask the right questions during the onboarding process, such as "Why are you looking to leave your current role?" and "Can you articulate how you built your business?" (20 words) Importance of being a good human being, being coachable, and being hungry in order to be a successful salesperson (19 words) Research a company's earnings and culture before evaluating their health and potential for sales opportunities. Backdoor references and evaluating a company's product or service, including downloading the product and interviewing current or former employees. Sales strategies and elite performance. 25:02 Researching the company and its leaders, as well as talking to salespeople for an honest assessment of the opportunity. Sales rep's following and reputation can be a major factor in their success at a company. Heidi recommends starting a podcast to learn and grow as a sales professional. She suggests looking for elite sellers in industries like NBA, NFL, and tennis to learn from their successes and failures. Heidi shared insights on what it takes to stand out in the job market, emphasizing the importance of networking, research, and follow-up. Elite performers like Tom Brady, Serena Williams, and Steph Curry have a strong work ethic and are constantly improving, even after achieving great success.