The Modern Selling Podcast

Boost Your Sales with ROI and Payback: Ian Campbell's Expert Advice Does this sound familiar? You've been told to bombard your customers with a laundry list of product features and hope that it somehow convinces them to buy. But all you're left with is a frustrated audience and lackluster sales results. The pain of spending valuable time and effort crafting complex messages that fail to resonate is all too real. Isn't it time you learned a more effective approach to drive sales success? Our guest for this episode: Ian Campbell, the guest for this week's The Modern Selling Podcast, is the CEO of Nucleus Research, a leading research firm focused on helping organizations understand and articulate the value and return on investment (ROI) of technology. With over 20 years of experience in the tech industry, Ian brings a wealth of knowledge and expertise to the table. He is also the author of the book "The Value Sale," which provides sales professionals with a simple and effective process for building a business case and delivering a value message that resonates with buyers. Ian's insights and practical strategies make him a valuable resource for sales professionals looking to drive sales success through effective communication of value and ROI. He has a rich background in the tech industry. Starting as a software programmer, he later transitioned into research, where he found his passion for understanding the ROI from technology. As the founder and CEO of Nucleus Research, Ian and his team focus on helping vendors and end users articulate the value of technology through ROI studies. With a wealth of experience in teaching value and ROI at the college level, Ian recognized the need to simplify the process of building a business case for salespeople. His goal in writing a book was to provide sales professionals with a clear and straightforward approach to showcasing value and ROI to their customers. By breaking down the concept into easily understandable terms, Ian believes that salespeople can confidently communicate the benefits of their products, ultimately leading to increased sales success. The easier it is to build a business case, build an ROI case, the easier it's going to be for you to sell. - Ian Campbell Mastering Communication for Sales Success Understanding the art and science of communication is crucial for sales success. Strong communication skills allow sales professionals to articulate their value proposition clearly and persuasively, which is critical in convincing potential customers of the benefits of a product or service. Skilled communicators can effectively convey complex information, maintaining the interest of their audience, and promoting engaging and productive conversations that drive sales. Simplifying and Communicating Value Proposition A crucial skill for any sales professional is to effectively simplify and communicate the value proposition of their product or service. This involves distilling complex features and benefits into understandable and impactful messages. By focusing on the key benefits that resonate most with the customer, salespeople can create a compelling narrative that underscores the value of their offering and encourages the customer to make a purchase. In this episode, you will be able to: Master the art of communicating value and drive your sales success. Learn how to simplify your value proposition and effectively communicate the benefits to your customers. Discover the role of ROI and payback in sales and decision-making, and how to leverage it to close deals. Quantify the value you provide to your customers and demonstrate the impact of your product or service. Understand the importance of identifying your customer's needs and focusing on key benefits to drive sales success. The key moments in this episode are: 00:00:08 - Introduction. 00:01:36 - About Ian Campbell and Nucleus Research. 00:05:33 - The Value Sale Book. 00:06:51 - Easy Way to Determine Positive ROI. 00:09:56 - Leading with ROI. 00:13:51 - The Importance of ROI in Sales. 00:15:08 - Categorizing Benefits and ROI. 00:16:20 - The Value of Hours Saved. 00:17:43 - Simplifying ROI for Marketing Sequences. 00:19:07 - Challenges of ROI in Larger Opportunities. 00:26:11 - The Importance of Payback Period. 00:27:28 - Mitigating Risk with Payback Period. 00:28:00 - Leveraging Payback Period in Marketing. 00:29:38 - Using Payback Period to Improve Sales Messaging. 00:30:01 - Avoiding Common Mistakes in Building a Business Case. 00:39:02 - The Power of Simplifying Product Benefits. 00:39:38 - Connecting with Ian Campbell. 00:40:43 - Quota Performance and Sales Challenges. 00:42:29 - Research Collaboration Opportunity. 00:42:39 - Ian Campbell's Favorite Movie. Timestamped summary of this episode: 00:00:08 - Introduction, Mario Martinez Jr. introduces himself as the CEO and founder of Vengreso and the host of the Modern Selling podcast. He welcomes the audience and mentions that they will be discussing the value sale ROI in this episode. 00:01:36 - About Ian Campbell and Nucleus Research, Mario introduces Ian Campbell, the CEO of Nucleus Research and author of the book "The Value Sale." Ian shares his background in technology and explains that Nucleus Research focuses on helping vendors and end users understand the return on investment from technology. 00:05:33 - The Value Sale Book, Ian discusses his book "The Value Sale" and its purpose of providing salespeople with a process to build a business case and demonstrate value to customers. He emphasizes the importance of ROI in helping customers understand the potential return they will get from a product. 00:06:51 - Easy Way to Determine Positive ROI, Ian introduces the concept of breadth and repeatability as indicators of positive ROI. The more people use a product and the more often they use it, the greater the potential ROI. He advises salespeople to consider these factors when evaluating the potential value for a customer. 00:09:56 - Leading with ROI, Ian suggests that while ROI is an important metric, payback period is even more impactful. Salespeople should focus on how quickly a customer will cover their costs and the return they will receive over time. Payback period can be a more compelling metric when discussing financial 00:13:51 - The Importance of ROI in Sales, The conversation begins by discussing the significance of showcasing ROI to end users. The guest emphasizes the need to focus on increasing productivity and saving tangible resources, such as time. The value proposition should highlight the number of hours saved and the cost justification. 00:15:08 - Categorizing Benefits and ROI, The guest introduces the concept of categorizing benefits into direct, intended, productivity gain, and distant categories. While direct and intended categories are easy to calculate, distant benefits, like happier employees, have a lower impact on ROI. The key is to focus on the two big benefits that drive the deal. 00:16:20 - The Value of Hours Saved, The guest emphasizes the importance of focusing on the number of hours saved and how it justifies the cost. Even a few hours saved can make a significant impact. By calculating the worst-case scenario, it becomes evident that the value proposition for sales should revolve around the hours saved. 00:17:43 - Simplifying ROI for Marketing Sequences, The guest suggests a brilliant question to ask in marketing sequences: "How many hours do I really need to save you to justify the cost?" This simplifies the ROI discussion and helps in converting more people. He advises focusing on the two big benefits that drive the deal and not getting caught up in other smaller benefits. 00:19:07 - Challenges of ROI in Larger Opportunities, The guest acknowledges the difficulty of unpacking ROI in larger opportunities and more. 00:26:11 - The Importance of Payback Period, Understanding the payback period is crucial in making informed decisions about signing a contract. It helps determine if a project will cover its costs within a reasonable timeframe and if the return on investment is favorable. Shorter payback periods increase the likelihood of moving forward with a project. 00:27:28 - Mitigating Risk with Payback Period, A shorter payback period reduces the risk associated with a project. If the costs can be covered within a few months, even if the decision turns out to be a bad one, the project will have already generated positive value. Emphasizing a quick payback period can accelerate decision-making. 00:28:00 - Leveraging Payback Period in Marketing, Highlighting a quick payback period in marketing can be more impactful than focusing on a small daily cost. Demonstrating how quickly customers can cover their costs and start generating positive value is a stronger selling point. Real-life examples and customer testimonials can reinforce these claims. 00:29:38 - Using Payback Period to Improve Sales Messaging. Incorporating the idea of payback period into sales messaging can significantly enhance the effectiveness of the message. By framing benefits as numbers that contribute to covering costs and generating positive value, sales reps can appeal to prospects' desire for tangible returns. 00:30:01 - Avoiding Common Mistakes in Building a Business Case Sales reps often make the mistake of including too many benefits in their business case, diluting the impact of their message. 00:39:02 - The Power of Simplifying Product Benefits, Ian Campbell emphasizes the importance of focusing on the three key ways a product impacts customers, making it easier to articulate their value. He encourages salespeople to drop the mic and make sure the benefits drive to those big numbers. 00:39:38 - Connecting with Ian Campbell, Mario asks how listeners can connect with Ian Campbell, suggesting Twitter and LinkedIn. Ian recommends finding him on LinkedIn and reaching out to Nucleus Research for valuable resources and articles on topics like IRR. Personalized connection requests are encouraged. 00:40:43 - Quota Performance and Sales Challenges. Mario asks about the latest research on the percentage of sellers making quota. Ian shares that they are about to launch a survey to gather this data. He mentions that while revenues may be down, competition is up, and deals are extending rather than falling off. 00:42:29 - Research Collaboration Opportunity, Mario offers to connect Ian with their database of 100,000 sellers, business owners, and sales leaders if they need to poll for research. Ian expresses his appreciation and interest in collaborating for future research. 00:42:39 - Ian Campbell's Favorite Movie. Mario asks Ian about his all-time favorite movie. Ian chooses "Castle Black" as a classic old film with a cheesy charm and memorable one-liners. He considers it a movie that never gets tiresome and stands out among the rest. Leveraging ROI and Payback to Close Deals A key aspect of successful sales is the ability to convincingly demonstrate the Return on Investment (ROI) and payback period to potential customers. Showcasing the tangible benefits, savings, and productivity gains that will be achieved through the purchase in a simple and believable manner can expedite the decision-making process. By leading with a short payback period, sales professionals can alleviate risk concerns, making it easier for decision-makers to approve the purchase. The resources mentioned in this episode are: Visit the FlyMSG.io to download the free personal writing assistant and text expander application. Check out the Nucleus Research website to learn more about their services and how they can help you understand the ROI of technology. Purchase a copy of Ian Campbell's book, The Value Sale, to learn how to build a business case and deliver a message that will help close deals. Consider leading with the concept of payback rather than just ROI in your sales process to help customers understand how quickly they can cover their costs. Explore the various metrics and value propositions that can be used to start conversations with potential buyers. Connect with Mario Martinez Jr. on LinkedIn to stay updated on future episodes of the Modern Selling podcast.

Does this sound familiar? You've been told to send countless generic emails, hoping that one will catch the attention of your prospects. But instead, you're left feeling frustrated and defeated as your inbox remains empty and your sales winrates plummet. It's time to break free from ineffective actions and address the pain of wasted time and missed opportunities. Discover the power of an omnichannel approach tailored to individual prospect preferences and unlock the key to enhanced prospecting and increased sales deals. You Will Learn in this Episode: Build lasting relationships and close more sales by learning the importance of human connection in sales. Maximize your prospecting efforts and reach your target audience effectively with an omnichannel approach tailored to individual preferences. Discover the power of phone calls in prospecting and unlock a less cluttered channel for reaching and engaging potential customers. Increase your sales by understanding the unique pain points and challenges of different buyer personas within an organization and tailoring your value propositions accordingly. Save time and motivate your sales teams with good data by investing in high-quality prospecting data and using it effectively in your outbound efforts. About our guest: David Kreiger, founder of SalesRoads, has been in the sales game for nearly 17 years. He started his company with a vision to create a distributed workforce and build a remote inside sales team. With a belief that the core of selling lies in connecting with people, David aimed to recruit the best salespeople regardless of where they lived. Over the years, SalesRoads has worked with a wide range of companies, from seed stage startups to established organizations, helping them accelerate their sales and generate more top-of-the-funnel appointments. David's experience has taught him that while an omnichannel approach to prospecting is important, the phone remains the most powerful tool for connecting with prospects on a human level and truly understanding their pain points. In a cluttered digital landscape, the personal touch of a phone call can break through the noise and lead to meaningful conversations. By developing a solid strategy, understanding buyer personas, and crafting tailored messaging, sales professionals can enhance their prospecting efforts and drive more sales. So, if you're looking to improve your prospecting game, take a page from David's book and start dialing. Being able to connect one on one with individuals, understand their pain, and engage in a dialogue with them is essential for successful sales. There is no replacement for the phone or a meeting to truly understand what a prospect needs. - David Kreiger The key moments in this episode are: 00:00:08 - Introduction, 00:01:33 - About SalesRoads 00:04:23 - Impressive Case Studies 00:05:46 - Fun Fact 00:06:27 - The Power of Phone Calls 00:15:23 - Understanding Persona-Based Messaging 00:16:41 - The Importance of Preparation and Practice 00:18:36 - The Role of Data in Sales Prospecting 00:21:44 - Creative Lead Generation Strategies 00:23:16 - Prospecting for Small Businesses 00:30:57 - The Importance of Personalization in Sales Outreach 00:32:24 - Customization vs Personalization Based on Team Size 00:34:10 - The PVC Sales Methodology 00:37:13 - The Importance of Patience in Sales Outreach 00:44:12 - The Power of Building Relationships 00:45:52 - The Challenges of Virtual Communication 00:46:21 - The Hardest Job in Sales 00:46:55 - Emerging Trends in Sales Development 00:49:26 - Best Way to Connect with the Guest Timestamped summary of this episode: 00:00:08 - Introduction, Mario Martinez Jr. introduces himself and the podcast, highlighting that each episode focuses on helping sales professionals grow their sales numbers. He introduces his guest, David Kreiger, and mentions that they will be discussing appointment setting strategies using phone calls over email. 00:01:33 - About SalesRoads, David Kreiger shares that he is the president of SalesRoads, a company that specializes in SDR outsourcing and appointment setting. He explains that SalesRoads was founded with the goal of creating a distributed inside sales team that can recruit the best salespeople regardless of location. 00:04:23 - Impressive Case Studies, David highlights some of the impressive case studies of companies SalesRoads has worked with, ranging from seed stage startups to established companies like Paylocity and Samsung. He emphasizes their focus on generating top-of-the-funnel appointments to drive sales. 00:05:46 - Fun Fact, David shares a fun fact about himself, revealing that he was almost killed by a yo-yo when he was younger. He explains that he was into yo-yoing and accidentally hit a glass lamp, narrowly avoiding injury. 00:06:27 - The Power of Phone Calls, Mario and David discuss the challenges of sales prospecting and the importance of booking the first meeting. David explains why he believes phone calls remain a powerful tool in today's digital age, emphasizing the human connection and the ability to understand prospects' pain points. He also mentions that phone calls can be less cluttered 00:15:23 - Understanding Persona-Based Messaging, Developing a value proposition based on the unique challenges and pains of each persona is essential for effective sales. Tailoring your messaging to address the specific needs of each individual will lead to better engagement and success in selling. 00:16:41 - The Importance of Preparation and Practice, While you don't want to sound scripted, being prepared and knowing what you want to say is crucial. Practice and develop your messaging to ensure you can articulate it effectively to different personas. 00:18:36 - The Role of Data in Sales Prospecting, Good data hygiene is vital for successful sales prospecting. Utilizing tools like Apollo, Lucia, Seamless, and ZoomInfo can provide data, but it's important to verify its accuracy and engage in manual data mining to ensure the information is up to date. 00:21:44 - Creative Lead Generation Strategies, Sometimes existing lists don't meet your specific criteria. In these cases, creative strategies like web scraping can be employed to find the right leads. Additionally, combining multiple data providers and waterfalling leads can help improve accuracy and increase the chances of success. 00:23:16 - Prospecting for Small Businesses, Outbound prospecting can be done by small businesses, but it requires a strategic approach and investment in good data, a sales acceleration platform, and the necessary time and resources. Doing it right is more important than rushing into it and wasting time and money. 00:30:57 - The Importance of Personalization in Sales Outreach, David Kreiger highlights the importance of personalization in sales outreach. He advises that while it may be more effective to send personalized messages to a smaller number of high-value prospects, for larger teams targeting a larger number of leads, it is more efficient to personalize the approach rather than customizing every single message. He emphasizes the need for brief and focused messaging that addresses the specific challenges and interests of the prospect. 00:32:24 - Customization vs Personalization Based on Team Size, David explains that the approach to customization and personalization should depend on the size of the team and the number of leads they are targeting. For smaller teams and high-value accounts, customization and deep research are recommended. However, for SDRs with a larger set of leads, being personal and personalized without customizing every message is more effective. The focus should be on asking relevant questions and providing value in a concise manner. 00:34:10 - The PVC Sales Methodology, Mario Martinez Jr. introduces the PVC sales methodology, which stands for personalization, value, and a call to action. He provides examples of how personalization can be done on an individual level, such as referencing a prospect's shared interest in a message. He also suggests a persona-based approach for sales automation, where a concise message addresses the common challenges faced by the target audience and offers value-added content. 00:37:13 - The Importance of Patience in Sales Outreach, Both David and Mario emphasize the need for patience in 00:44:12 - The Power of Building Relationships, The guest shares a story about how building a strong relationship with an executive assistant helped him gain access to the CIO's office. He emphasizes the importance of finding and connecting with key gatekeepers to increase sales opportunities. 00:45:52 - The Challenges of Virtual Communication, The guest discusses the challenges of virtual communication and the lack of personal interaction in today's business environment. He acknowledges the difficulty of reaching decision-makers without the assistance of receptionists and highlights the role of platforms like LinkedIn in connecting with prospects. 00:46:21 - The Hardest Job in Sales, The guest believes that the hardest job in sales is prospecting. He emphasizes the importance of understanding the CXO's perspective and the roles of various stakeholders. He suggests that prospecting will become easier as the sales environment evolves. 00:46:55 - Emerging Trends in Sales Development, The guest mentions two emerging trends in sales development: the experimentation with full cycle Account Executive Sales (AES) and the integration of AI in sales processes. He advises caution in relying solely on AI and encourages leveraging it while curating and refining its use. 00:49:26 - Best Way to Connect with the Guest, The guest shares that the best way to connect with him is through LinkedIn, where he is very active and responsive. He also mentions his company's website as another means of reaching out. Build Lasting Relationships and Close More Sales The podcast episode highlights the importance of forging strong relationships to achieve sales success. David Kreiger shares his experiences of gaining access to decision-makers by developing good rapport with key individuals such as executive assistants and receptionists. This rapport builds trust and paves the way for a deeper connection with potential clients, reducing the sales cycle time and increasing conversion rates. Maximize Prospecting Efforts with an Omnichannel Approach An omnichannel approach to prospecting is discussed throughout this podcast, emphasizing the need to tailor communication channels to each prospect's preferences for optimal results. The shift towards virtual phone systems and digital communication platforms like LinkedIn has created new opportunities for initial contact. Balancing these tools with traditional phone calls, according to David and Mario, can significantly maximize outreach and engagement efforts. The resources mentioned in this episode are: Visit Vengreso.com to learn more about their personal writing assistant and text expander application, FlyMSG.io Take notes during the podcast episode to gather valuable insights and strategies for growing your sales numbers at scale. Check out SalesRoads, the company founded by David Kreiger, to explore their expertise in appointment setting and sales prospecting. Read the case studies on SalesRoads' website to see impressive results in terms of booking more meetings and growing the sales pipeline for various companies. Consider incorporating phone calls as a powerful tool for cold prospecting, as suggested by David Kreiger. Recognize the importance of human connection and understanding prospects' pain points through engaging conversations. Embrace an omnichannel approach to prospecting, combining phone calls, emails, LinkedIn messages, and other channels to reach prospects in the most effective way for them. Implement effective phone call strategies, such as using scripts, practicing active listening, and adapting to each prospect's communication style. Utilize sales automation tools like SalesLoft and Outreach to enhance your prospecting efforts, but avoid relying solely on automated emails and LinkedIn messages. Remember the value of personal connection through phone calls.

If you're feeling frustrated and defeated because your attempts to close deals are constantly getting stalled, then you are not alone! It can be disheartening when you put in all the effort but still face resistance from prospects who are not moving forward. Despite your best efforts to engage and persuade, you might be experiencing a lack of commitment or a fear of making decisions from your potential clients. This is Ryan Maggio's story: Ryan Maggio's journey is a tale of resilience and growth. A Silicon Valley native, he had a unique start in the corporate world. As a young man, he cleverly navigated a loophole in his college's reimbursement program, managing to save and invest in experiences that would shape his future. This early display of entrepreneurial spirit was a sign of his grit, a quality that would serve him well in his future role in Xactly, a leading software company. Here, he weathered the company's evolution, from its initial VC funding stages to its private equity ownership. The fluidity of the company, coupled with his own dynamism, allowed him to thrive in an ever-changing ecosystem. Ryan's understanding of stalled deals and the challenges faced by sales professionals was born not just from his experiences but also from his passion for understanding the intricacies of the field. You have to retrain the mind of how do I go sell right now? How do I go in and drive value, get that person to open up? What is your fear? Because if you tell me what you're apprehensive about, it can be a little bit different of an experience. - Ryan Maggio My special guest is Ryan Maggio Introducing Ryan Maggio, a stalwart in intelligent revenue sales with a notable career spanning nearly 15 years at Xactly Corporation. Rising from an individual contributor to his current position as Vice President of North American Sales, Ryan's career trajectory is commendable. He has been a pivotal force during the venture-capitalist backed early days, the IPO phase and the current private equity-owned era of the company. His acumen in driving value sales and deep-rooted understanding of dealing with common sales hurdles such as stalled deals sets him apart. Ryan's insights on navigating turbulent selling environments and thoughtful engagement strategies are truly enriching. In this episode, you will be able to: Discover effective tactics to troubleshoot stale deals and navigate through the intricate labyrinth of sales obstacles. Uncover unique methods to mitigate buyer apprehensions and successfully interact with the decision-making hierarchy. Learn how to deploy a powerful multi-faceted approach and showcase rapid value realization to win prospects. Realize the critical role of team synergy and how tools like Fly Engage can be a game-changer in your sales journey. Gain insights into proactive measures to prevent deal stagnancy and guarantees customer delight. List 2: The key moments in this episode are: 00:00:08 - Introduction, 00:01:14 - Get to Know Ryan Maggio, 00:04:24 - Juicy Fact About Ryan, 00:06:45 - Causes of Stall Deals, 00:10:21 - Selling to the Right Level, 00:15:42 - Getting Ahead of Churn, 00:16:19 - Addressing Stalled Deals, 00:19:40 - Identifying and Preventing Stalled Deals, 00:22:17 - Transparent Communication and Mutual Action Plans, 00:25:59 - Driving Accountability and Next Steps, 00:29:59 - Leveraging LinkedIn Connections, 00:31:21 - Understanding the Buying Committee, 00:33:01 - Utilizing LinkedIn Company Page Followers, 00:36:58 - Leveraging AI and ML for Sales Coaching, 00:39:18 - Tying Commissions to Discounts, 00:44:12 - Connecting with Ryan Maggio, 00:45:07 - Connecting with Ryan Maggio on LinkedIn, 00:45:39 - Ryan's All-Time Favorite Movie, 00:46:08 - Finding Common Ground with Kids, 00:47:14 - Closing Remarks, Timestamped summary of this episode: 00:00:08 - Introduction, Mario Martinez Jr. introduces himself as the CEO and founder of Vengreso and the host of The Modern Selling Podcast. He introduces his guest, Ryan Maggio, the VP of North American Sales at Xactly Corporation, and mentions that they will be discussing stalled deals. 00:01:14 - Get to Know Ryan Maggio, Ryan Maggio shares his background and experience at Xactly Corporation, where he has been for almost 15 years. He talks about the company's evolution from a commissions vendor to an intelligent revenue platform. 00:04:24 - Juicy Fact About Ryan, Ryan Maggio reveals that he essentially got paid to go to college through a reimbursement program at the Apple retail store he worked at. His parents didn't know that he was getting reimbursed for his college tuition fees while living at home. 00:06:45 - Causes of Stall Deals, According to Ryan Maggio, the majority of stalled deals are caused by the lack of engagement and failure to sell value. In a good time selling motion, sellers focused on value, but now buyers have a fear of messing up and require more engagement and understanding of their apprehensions. 00:10:21 - Selling to the Right Level, Ryan Maggio emphasizes the importance of selling value to the right level in the organization. Getting buy-in from the CFO or engaging with the office of the CFO is crucial for deal approval. It's necessary to build relationships and understand the power dynamics within the organization. 00:15:42 - Getting Ahead of Churn, The guest discusses the importance of customer satisfaction and renewal even before a deal is signed, emphasizing the need to engage the right team to give customers confidence. 00:16:19 - Addressing Stalled Deals, The guest suggests engaging prospects with relevant information such as recent earnings releases or LinkedIn activity. They also emphasize the importance of understanding the customer's objectives and initiatives to craft personalized messaging and reengage stalled deals. 00:19:40 - Identifying and Preventing Stalled Deals, The guest mentions the use of technology to monitor prospect engagement and search activities. They also highlight the importance of ongoing communication, qualifying the prospect's commitment, and using mutual action plans to prevent stalled deals. 00:22:17 - Transparent Communication and Mutual Action Plans, The guest emphasizes the need for transparent communication, setting clear expectations, and establishing mutual action plans with prospects. They stress the importance of accountability and ongoing qualification to prevent deals from stalling. 00:25:59 - Driving Accountability and Next Steps, The guest discusses the importance of driving accountability by setting up clear next steps and follow-up meetings during sales interactions. They highlight the need for both reps and customers to take action and fulfill their commitments to keep deals progressing. 00:29:59 - Leveraging LinkedIn Connections, Ryan discusses the importance of leveraging LinkedIn connections to gain valuable introductions and insights. He highlights the need to go beyond the main point of contact and reach out to other individuals in the organization to gather information and determine if the deal is worth pursuing. 00:31:21 - Understanding the Buying Committee, Ryan emphasizes the importance of understanding the entire buying committee associated with an opportunity. He shares the advice he received from his mentor to go two levels up, two levels down, and one to the side to identify key individuals who may have influence in the decision-making process. 00:33:01 - Utilizing LinkedIn Company Page Followers, Ryan reveals a valuable technique of utilizing the followers of a company's LinkedIn company page. By sorting and searching followers, sales professionals can identify potential members of the buying committee and engage with them to strengthen their network and gather insights. 00:36:58 - Leveraging AI and ML for Sales Coaching, Ryan discusses how his company's solution, Xactly, utilizes AI and ML technology to provide valuable insights and coaching for sales professionals. The solution analyzes various data points, such as email and conversation language, to identify areas for improvement and drive momentum in deals. 00:39:18 - Tying Commissions to Discounts, Ryan highlights the importance of tying commissions to discounts offered during the sales process. By showing sales professionals the financial impact of their discount decisions, they can make more informed choices and prioritize value-driven negotiations. 00:44:12 - Connecting with Ryan Maggio, Mario asks Ryan the best way to connect with him, and Ryan suggests using LinkedIn or email. He is open to discussing various topics such as stalling deals, forecasting, and commissions. Mario also comments on the confusing branding of different social media platforms. 00:45:07 - Connecting with Ryan Maggio on LinkedIn, Mario provides Ryan's LinkedIn profile information and advises listeners to send a personalized connection request message. He encourages listeners to mention that they heard Ryan on the Modern Selling podcast to establish a connection. 00:45:39 - Ryan's All-Time Favorite Movie, Mario asks Ryan about his all-time favorite movie. Ryan mentions that his favorite movie changes over time but currently he enjoys watching "Rookie of the Year" with his son, who loves baseball. 00:46:08 - Finding Common Ground with Kids, Mario and Ryan discuss the movies they watch with their children. They both enjoy watching movies that resonate with their kids, particularly sports movies. Mario shares his recent experience of watching "Big" with his children. 00:47:14 - Closing Remarks, Mario thanks the listeners for tuning in and encourages them to leave a five-star rating and review for the Modern Selling podcast on iTunes. He also promotes FlyMSG, a text expander and personal writing assistant tool, and signs off with a message of good selling. Mitigate Buyer Apprehensions Mitigating buyer apprehensions, as Ryan puts forward, necessitates an anticipatory approach towards understanding potential risks and problems from the client's perspective. By engaging in absolute honesty and direct queries about what could deter them from closing the deal, sales professionals can proactively prevent obstacles. This fosters a sense of reliability, reaffirming customer trust and validating the salesperson's commitment to making the deal successful. The resources mentioned in this episode are: Check out FlyMSG.IO, the free personal writing assistant and text expander application created by Vengreso. Listen to The Modern Selling Podcast hosted by Mario M. Martinez Jr., featuring sales leaders, practitioners, and influencers sharing insights on growing sales numbers at scale. Learn more about Xactly Corporation, a leading provider of intelligent revenue platforms for sales forecasting, sales planning, and commission execution. Explore the revenue enablement solutions offered by Xactly Corporation to drive value and solve business problems for your organization. Access the report conducted by LinkedIn on the causes of stall deals and the challenges faced by sellers in today's market. Find out how to overcome the fear of messing up and engage with buyers at the right level to ensure decision-making and deal progression. Develop a multi-channel approach to engaging with the CFO and other key decision-makers in the buying committee to prove value and ROI. Leverage Turbo teams, a cross-functional approach involving sales, product, innovation, sales enablement, finance, and customer success teams, to strategically attack

In a world of sales and personal branding, one woman's journey took an unexpected turn. From the tranquil landscapes of southwest Virginia to the bustling markets of Italy and Brazil, Alison Mullins was on a path of growth and expertise. But it was a fateful encounter with Hurricane Wilma in Cancun, Mexico, that would change everything. Surviving the storm became more than just a test of strength for Alison - it ignited a fire within her, a passion that transformed her approach to sales. But what happened next? How did she turn adversity into triumph? Stay tuned to uncover the remarkable twist in Alison's story. This is Alison Mullins's story: Alison Mullins' journey towards becoming an expert in sales and personal branding can be traced back to her roots in southwest Virginia and her experiences in some of the most competitive markets around the world. As a small-town girl, she began her career in the construction industry specializing in natural stone surfaces. With time, Alison ventured into sales and marketing, exploring architectural, interior design, and luxury residential sectors. From working in Italy to quarries in Brazil, her experiences have shaped her unique expertise. However, the most pivotal of her experiences was surviving Hurricane Wilma in Cancun, Mexico. This event pushed her to a road of self-discovery, where she transformed her hardship into a resilient spirit, becoming a survivor with an undying passion for her work. To truly be an expert in your field, you have to be willing to talk to others, learn from others, and give to others. You've got to be a connector. - Alison Mullins My special guest is Alison Mullins. With a rich background in sales and marketing, Alison Mullins has spent two vibrant decades leaving imprints in various sectors, including construction and natural stone surfaces. Her passion and dedication are reflected in her global work travel, from the United States and Canada to Italy and Brazil. Now as the founder of Rep Methods, her deep-rooted sales wisdom continues to bloom, helping countless professionals transform their sales strategies. Alison's approachable personality also adds a warm touch to her expertise, making her insights more relatable yet powerful. In this episode, you will be able to: Uncover the secret to upscaling your business through sales proficiency and a resonant personal brand. Traverse the journey of book writing, encapsulating its challenges and rewarding experiences. Comprehend the need for humility and ongoing education for longevity in the sales field. Apprehend the increasing influence of video content in consumer engagement. Decode the method to foster leadership skills within your sales force. The key moments in this episode are: 00:00:08 - Introduction and Background 00:01:42 - Expertise and Becoming an Expert 00:08:07 - Writing a Book as a Platform 00:10:38 - Developing Expertise and Claiming Expert Status 00:14:21 - Rewards of Putting Yourself Out There 00:15:50 - Using Video to Engage with Buyers, 00:16:43 - The Power of Video in Sales, 00:19:19 - Key Elements of Successful Sales Leadership, 00:23:30 - Building Leadership in Sales, 00:28:01 - Sales Leadership Skills, 00:32:35 - Being a Disruptor, 00:33:31 - Disrupting in a Male-Dominated Industry, 00:35:05 - Quiet Disruption, 00:36:33 - Disrupting the Conversation, 00:38:15 - Connecting with Alison, Timestamped summary of this episode: 00:00:08 - Introduction and Background Mario Martinez introduces the podcast and welcomes Alison Mullins as his guest. They briefly discuss Alison's new book, "The Art of Selling," and her background in sales and marketing. Alison shares her experience in the construction industry and her passion for natural stone surfaces. 00:01:42 - Expertise and Becoming an Expert Alison emphasizes that expertise is self-declared and requires passion, knowledge, and humility. She believes that being willing to learn from others, connect with people, and contribute to the community are essential for becoming an expert. Validation from others can also help establish expertise. 00:08:07 - Writing a Book as a Platform Alison shares her motivation for writing the book, which was to establish herself as an expert and share her knowledge and experiences. She sees writing a book as a way to gain credibility and prove a point. It was also a therapeutic process for her. 00:10:38 - Developing Expertise and Claiming Expert Status Alison discusses the boldness required to claim expertise but also emphasizes the importance of allowing others to recognize your expertise. Putting yourself out there, being prepared for backlash, and receiving validation from others can help establish expert status. 00:14:21 - Rewards of Putting Yourself Out There Alison encourages individuals to put themselves out there and take credit for their expertise. While there may be fear and uncertainty, the rewards can be significant. The validation and positive feedback received can enhance credibility and establish expertise in the field 00:15:50 - Using Video to Engage with Buyers, The importance of using video content to engage with buyers is discussed. Video allows for face-to-face interaction and the use of multiple senses, making it a more effective tool for building expertise and connecting with an audience. 00:16:43 - The Power of Video in Sales, Video is highlighted as a valuable tool for salespeople to engage with customers. Platforms like Loom, OneMob, and Hippo Video are mentioned as options for sending video messages and maintaining customer connections. 00:19:19 - Key Elements of Successful Sales Leadership, The importance of mental health balance is emphasized as a key aspect of sales leadership. Other essential elements include organization, passion, and understanding one's strengths and weaknesses. 00:23:30 - Building Leadership in Sales, Empathy is identified as a crucial skill for salespeople to develop leadership in their craft. The concept of limbic resonance and the ability to intuitively understand and connect with others is discussed as an art form in sales. 00:28:01 - Sales Leadership Skills, The importance of empathy, intuition, and chameleoning (the ability to adapt and fit into different situations) in sales leadership is highlighted. These skills take time to develop and contribute to effective sales leadership and customer relationships. 00:32:35 - Being a Disruptor, Alison discusses the benefits and challenges of being a disruptor in the industry. She emphasizes the importance of speaking one's mind and standing up for what one believes in. She also shares her experience as a woman in a male-dominated industry and how it has shaped her as a disruptor. 00:33:31 - Disrupting in a Male-Dominated Industry, Alison highlights the unique challenges she faces as a woman in the construction industry. She shares the importance of having confidence and resilience as a disruptor. Being noticed and heard is key to making an impact in a male-dominated field. 00:35:05 - Quiet Disruption, Alison shares a story about an interaction with someone in the tech industry who initially praised her book but later expressed hesitation in sharing it with his audience. Instead of reacting negatively, Alison responded humbly and asked for his support, demonstrating a quiet form of disruption. 00:36:33 - Disrupting the Conversation, Alison discusses her response to the tech industry professional's feedback. She explains how she disrupted the conversation by assuming he either intended to insult her or didn't realize the impact of his words. Alison humbled herself by asking for support while still pursuing her goals. 00:38:15 - Connecting with Alison, Alison shares how listeners can connect with her through her website, where they can schedule a quick conversation with her. She prefers phone calls as a way to connect in the 21st century. Sales expertise and personal branding: Wielding a profound experience in sales, Alison paints a clear picture of the importance of personal branding as a lever to establishing oneself as an expert in an industry. Her belief is that passion, continuous learning, and humility should drive this endeavor. By taking a bold stance to showcase their skills, individuals can gain recognition and influence, which can boost their professional journey and build credibility. The resources mentioned in this episode are: Get your pen and paper or iPad and keyboard ready to take notes as you listen to the Modern Selling podcast. Check out FlyMSG.io, the free personal writing assistant, and text expander application created by Vengreso, the company founded by Mario Martinez Jr. Learn more about Alison Mullins and her new book, The Art of Selling: We Make Order Makers, Not Order Takers. Visit the Rep Methods website to explore Alison's brand and the services she offers for business development and sales. Consider writing your own book to establish yourself as an expert in your field and gain credibility. Reflect on the importance of humility and continuous learning in developing and maintaining expertise. Take Mario's advice and create a YouTube channel or video series to share your expertise and answer burning questions related to your industry. Check out Modern Selling on YouTube to watch the video version of this podcast episode. Visit the podcast's website to access additional resources and episodes to help you grow your sales numbers at scale. Follow Mario Martinez Jr. and Alison Mullins on social media to stay updated on their latest insights and content.

Does this sound familiar? You invest time and resources into sales training programs, only to see little improvement in your team's performance. You've been told that simply providing more information and content will lead to better results. But the pain you're feeling is the frustration of seeing your team struggle to apply what they've learned, resulting in missed sales opportunities and stagnant growth. It's time to break free from ineffective methods and discover the key to truly impactful sales training. Subscribe to Modern Selling on the app of your choice! In this episode, Mario Martinez Jr. invites sales leader and consultant Chet Lovegren to discuss the challenges of traditional sales training. Lovegren emphasizes the need for a different approach to onboarding and training that focuses on making information stick and turning it into a habit. He suggests structuring onboarding programs in a week-by-week format, focusing on singular topics each week. Lovegren also highlights the importance of covering essential topics such as company culture, mission, and values during onboarding to help reps build trust and connect with customers. He further recommends understanding target audiences and using problem-centric language to engage with potential customers at the right time. Lovegren stresses the need for collaboration between sales enablement and sales teams to create effective onboarding programs, as well as the importance of one-on-one conversations to reinforce training content. Mario Martinez Jr. adds insights on spacing and chunking techniques in training, advocating for breaking down topics into smaller sections spread over a period of 60 to 90 days. Listen to this episode to gain valuable insights on how to improve your sales onboarding and training programs, Discover the key insights and strategies for transforming your sales onboarding and training programs with sales leader and consultant, Chet Lovegren, on this episode of The Modern Selling Podcast. Lovegren highlights the alarming statistics that reveal how easily sales reps forget the information they learn during traditional training sessions. He suggests a new approach that focuses on making information stick and turning it into a habit. Lovegren recommends structuring onboarding programs with a week-by-week approach, covering singular topics each week. He emphasizes the importance of including essential topics like company culture and values during onboarding to help reps connect with customers and build trust. Lovegren also emphasizes understanding the target audience and using problem-centric language to engage with potential customers at the right time. Mario Martinez Jr. adds his insights on spacing and chunking techniques in training, advocating for breaking down topics into smaller chunks and spacing them over a 60-to There's an archaic way we do sales enablement and coaching... I wanted to solve for that with the Sales Doctor. - Chet Lovegren Introducing Chet Lovegren, a seasoned sales maven who has spent more than a decade mastering the art of sales and sales leadership. Known as the Sales Doctor, he has built an impressive reputation through his strategic counsel to various startup ventures. Besides being a pivotal driving force behind Pavilion's top-notch sales course content, Chet founded Sales Doctor. His strong viewpoints on traditional sales training sparked revolutionary changes in the field. Chet's relatability and expertise make him a go-to resource for organizations seeking to overhaul their sales strategies. Confront the barriers inherent in traditional sales training often overlooked in the industry. Grasp the formidable impact of consistent and succinct sales training on team performance and overall business health. Uncover the vital force of intentionality for ensuring effective sales training that yields tangible results. Understand why robust onboarding programs are a non-negotiable in B2B sales for long-term success. Dive into the trenches of assessing new hire performance and fostering a culture of accountability that keeps everyone aligned with company goals. Timestamped summary of this episode: 00:00:08 - Introduction, Mario Martinez Jr. introduces the podcast and Chet Lovegren, the Sales Doctor, as his guest. 00:04:11 - Fun Fact about Chet, Chet Lovegren shares that he has broken his nose twice and that 80% of his nose is fake. 00:06:20 - Why Traditional Sales Training Doesn't Work, Chet explains why traditional sales training and enablement programs fail due to lack of engagement, retention, and relevance. 00:09:23 - Emulating Onboarding for Effective Training, Chet suggests a more effective approach to sales training by emulating the onboarding process, with concise, compact, and recurring training sessions for specific topics. 00:12:04 - Importance of Intentional Training, Chet emphasizes the importance of intentional training with clear goals and structured daily sessions to ensure retention, practice, and application of new skills. 00:13:07 - The Problem with Onboarding Programs, Many B2B sales reps forget the information they learn within a week or a month of training. Traditional onboarding programs often involve overwhelming reps with content in a short period of time. This approach does not lead to long-term retention or habit formation. 00:13:54 - Improving Onboarding Programs, Companies can improve their onboarding programs by adopting a focused and structured approach. Instead of overwhelming reps with information, they should dedicate each week to a specific topic, such as people, problems, process, and practices. This allows for better retention and application of knowledge. 00:16:35 - Building the Right Onboarding Program, To build an effective onboarding program, companies need to focus on specific areas of the business and create a narrative that leads to hands-off training. It's important to cover topics like company mission, vision, values, and history. Onboarding programs should be developed in collaboration with sales leaders and enablement professionals with recent sales experience. 00:18:49 - The Flaws of Traditional Sales Training, Traditional sales training programs that cram a large amount of content into a few days are ineffective. The spacing effect, which involves spreading out training over time, is a more successful approach. Using the chunking technique, sales training should be broken down into smaller topics that can be addressed over a period of 60-90 days. 00:21:26 - Importance of Ongoing Coaching, Ongoing coaching and reinforcement are crucial 00:25:24 - Effective Measurement of New Hires, The discussion focuses on how companies can effectively measure the performance of new hires early on to determine if they are the right fit. The guest suggests using software tools like Yardstick to collaborate with sales leaders, HR, and team members. By integrating colleague interviews and surveying feedback, companies can identify if a new hire is not meeting expectations and make decisions sooner rather than later. 00:29:36 - Challenges in Building a Culture of Accountability, Sales leaders often struggle to build a culture of accountability and performance. The guest believes this is because there are numerous ways to measure performance but limited ways to measure engagement. He suggests creating a culture of participation and integration, where everyone is involved in meetings and performance reviews. By highlighting performance and comparing results, accountability can be increased and underperforming individuals can be identified and addressed more effectively. 00:30:57 - Importance of Engaging Sales Teams, The guest emphasizes the importance of engaging sales teams and setting expectations for their participation. By involving them in meetings, presentations, and performance reviews, accountability can be increased. He argues that being politically correct and avoiding highlighting underperforming individuals can hinder performance and motivation. Sales is a performance-based job, and individuals need to be able to handle the pressure and scrutiny that comes with it. 00:34:31 - The Role of Stack Ranking and Accountability, The guest discusses the role of stack ranking in highlighting underperforming individuals. He believes that avoiding stack ranking due to concerns about hurting individuals' feelings can be counterproductive 00:37:53 - The Importance of Leadership in Sales, Chet discusses the impact of leadership in sales and how great leaders focus on accountability, coaching, and motivation. He believes that leaders should lead by example and inspire their team to rise to their level. 00:38:26 - Promoting Salespeople with Leadership Skills, Chet shares his perspective on promoting salespeople to leadership positions. He values individuals who have leadership qualities, even if they are not top performers. He mentions that high-performing lone wolves can create toxic work environments, and success may be the result of unethical practices. 00:39:13 - Beware of Wildly Successful Salespeople, Chet warns against blindly promoting wildly successful salespeople. He highlights the importance of looking beyond quota attainment and evaluating how individuals contribute to the overall team and company culture. He shares an example of a sales rep who achieved exceptional results due to a rigged system. 00:40:05 - Connecting with Chet Lovegren, Chet provides various ways to connect with him, including his website, LinkedIn, and TikTok. He offers resources, podcasts, and educational content on sales. 00:41:00 - Chet's All-Time Favorite Movie, Chet reveals that his all-time favorite movie is "Rain Man." He describes it as a perfect story about male relationships, brotherhood, and friendship, with a pure and lovely portrayal of the bonds people can create. Confronting Barriers in Sales Training Chet Lovegren highlights the significant challenge B2B sales reps face when digesting traditional training methods: forgetting nearly all the new information within a month. This issue stems from an outdated approach of condensing too much data into a brief training period, which proves ineffective for long-term retention. Adopting new strategies, such as week-by-week topic-specific training, can make these programs more impactful by integrating the information slowly and thoroughly. Visit the Vengreso.com website to learn more about FlyMSG.IO, the free personal writing assistant and text expander application created by Mario Martinez Jr.'s company, Vengreso. Subscribe to the Modern Selling Podcast to hear from sales leaders, practitioners, and influencers who can help you grow your sales numbers at scale. Check out Chet Lovegren, also known as the Sales Doctor, and learn more about his role as a strategic advisor to portfolio companies and startups. Explore the Sales Doctor's short-term and long-term engagements, which offer solutions for teams that need help with execution or companies looking to build or rebuild their sales motion. Consider the Sales Doctor's approach to sales training and coaching, which focuses on more concise, compact, and recurring training sessions that emulate the engagement and retention of onboarding. Learn about the forgetting curve phenomenon and why traditional sales training and enablement programs often fail to engage and retain information. Discover alternative methods, such as virtual instructor-led training, that prioritize engagement and retention by providing more relevant and condensed training sessions. Understand the importance of intentional and structured training sessions that cover specific topics and include exercises and practice to ensure information is retained and enacted

In a world where career paths are often linear and predictable, one man's journey took an unexpected twist. From the rough and tumble world of rugby league to the intricate world of business operations, Brad Eisenthuth's path was anything but conventional. But it was this winding road that led him to discover his true passion: leadership and culture. Now, he uses his unique experiences and broad knowledge to help organizations navigate the complexities of leadership in a rapidly changing business environment. Curious to know how this unexpected twist shaped his perspective and ultimately led him to where he is today? Stay tuned for the surprising revelations ahead. If you're feeling frustrated and overwhelmed by the constant changes in the business landscape, and finding it difficult to navigate the complexities of leading in such a rapidly changing environment, then you are not alone! Many business leaders like yourself are struggling to achieve the desired results despite their best efforts. They may be relying on outdated strategies and approaches that no longer work, and as a result, they are unable to effectively lead their teams and drive organizational success in this new era. My special guest is Brad Eisenthuth. Welcoming the dynamic Brad Eisenthuth, a business leader with a rich and varied professional repertoire. Tracing his journey from a professional rugby player to the realm of executive search and now, entrepreneurship, Brad brings a wealth of knowledge to the table. As the Founder and CEO of The Outperformer, he develops and deploys strategies for global organizations and SMEs, optimizing corporate culture and operational effectiveness. Brad's approach to leadership is distinguished by his focus on maintaining resourceful thinking amid constant change – a testament to his ability to navigate and lead in an ever-evolving business environment. Deliberate progress requires creating an environment that fosters engagement, where individuals are motivated to lean into the big questions that drive us forward into the unknown. - Brad Eisenthuth In this episode, you will be able to: Explore leadership dynamics in a constantly evolving business landscape. Identify the signs of leadership challenges that hinder the achievement of efficient progress. Grasp the impacts of unaddressed biases in leadership roles. Discover how to shape a culture centered on innovation and analytical thinking. Gain insight into motivating initiative and problem-solving among team members. Explore Leadership Dynamics Understanding the dynamics of effective leadership is crucial in a rapidly evolving business environment. Leaders have the responsibility to inspire and motivate their teams towards a shared vision. They need to recognize their strengths, biases, and cultural backgrounds to effectively guide their teams, all while adapting their style to match the organization's goals and culture. Discern Leadership Difficulties Navigating the complexities of leadership presents various challenges, regardless of the size of the organization. Leaders consistently face the task of making judgments and decisions, emphasizing the need for constant reflection and adaptability. The successful execution of leadership principles differs based on the size of the team, necessitating unique engagement and communication tactics. Grasp Impacts of Unaddressed Biases Recognizing and addressing personal biases is paramount for effective leadership. Biases, left unexamined, can hinder growth and negatively impact both the leader and their team's performance. Committing to self-awareness, embracing curiosity to overcome blind spots, and fostering open communication can effectively mitigate these biases, leading to improved decision-making and ultimately driving the organization's success. The resources mentioned in this episode are: Visit the website of Vengreso.com to learn more about FlyMSG.io, the free personal writing assistant and text expander application. Check out The Outperformer's website to explore their management consulting services, including corporate culture and business advisory practices. Connect with Brad Eisenthuth on LinkedIn to stay updated on his insights and leadership expertise. Consider reading Brad's book on the development of the CFO to gain insights into the finance function in organizations. Follow The Outperformer on social media platforms like Twitter, Facebook, and Instagram for valuable leadership and strategy content. Sign up for The Outperformer's newsletter to receive regular updates and resources on leadership, strategy, and culture. Explore the resources section on The Outperformer's website to access valuable tools and templates for effective leadership and management. Schedule a consultation with The Outperformer to discuss how they can support your organization in achieving its goals and improving performance. Subscribe to the Modern Selling Podcast to listen to more episodes featuring sales leaders, practitioners, and influencers sharing insights on growing sales numbers at scale. Timestamped summary of this episode: 00:00:08 - Introduction Mario Martinez Jr. introduces the podcast and the guest, Brad Eisenthuth, founder and CEO of The Outperformer. They discuss leadership, culture, and strategy. 00:01:38 - About The Outperformer Brad explains that The Outperformer is a management consulting business with two arms: one focused on corporate culture and the other on business advisory. They work with organizations to improve performance, strategy, and culture. 00:02:50 - Brad's Background Brad shares his background, including his experience playing rugby league and his transition into executive search and consulting. He emphasizes his passion for helping people and businesses excel. 00:05:45 - Juicy Fact Mario asks Brad to share something juicy that people may not know about him. Brad reveals that he does not post pictures of his food on social media, despite the trend of food posts. 00:08:06 - Effective Leadership in a Changing Environment Brad discusses the challenges of effective leadership in a rapidly changing business environment. He emphasizes the importance of motivation, inspiration, and execution in leading teams through change. 00:12:07 - Symptoms of Struggling Leadership Brad identifies two key symptoms of struggling leadership: lack of results and siloed behavior within departments. He highlights the importance of addressing these issues to promote productivity and collaboration. 00:15:18 - The Importance of Engagement and Environment The discussion focuses on the significance of engagement and creating a positive work environment. Recognizing signs of defeat and dissatisfaction in employees is essential to assess if they are in the right environment or if changes need to be made to support their engagement. 00:17:49 - Understanding Leadership Culture The conversation delves into the understanding of leadership culture and how it is defined within different businesses. Business managers and leaders need to have a clear understanding of their leadership style and its impact on their team. The importance of effective communication and creating a supportive environment is emphasized. 00:18:19 - Creating Your Own Leadership Mantra The discussion explores the possibility of creating a personal leadership mantra within the framework of a defined leadership culture. Each leader's unique background and strengths contribute to their leadership style, and they must use this authenticity to motivate and inspire their team. 00:22:09 - Leadership in Small and Large Organizations The conversation addresses the differences in leadership between small organizations and large organizations. While the principles of leadership remain the same, the practical implementation and methods may differ. Scaling leadership in larger organizations requires different mechanisms to ensure effective communication and alignment. 00:24:33 - Making Effective Judgments as a Leader, The importance of making effective judgments as a leader is discussed. Leaders need to reflect on their decision-making processes and assess if their judgments are deliberate and move the team forward. Constant self-reflection and improvement are key to effective leadership. 00:31:08 - Strengths and Weaknesses It's important to acknowledge our strengths and weaknesses as human beings, and sometimes our strengths can also be weaknesses. We all have biases that shape the way we function, and it's crucial to recognize them in order to be effective leaders and create successful businesses. 00:32:24 - The Effectiveness of Bias Our bias not only affects our personal lives but also impacts the effectiveness of our businesses. As leaders, we need to understand that our biases and decisions shape our organizations, and it's important to assess whether our biases are still effective or if they need to be addressed. 00:34:41 - Embracing Blind Spots The blind spots that hold us back are the ones we need to focus on the most. By being curious about our biases and blind spots, we can learn and grow as individuals, which ultimately leads to growth in our teams and businesses. Having a playbook and seeking third-party perspectives can help challenge our blind spots. 00:38:11 - Attracting Different Types of People As a leader, it's important to attract and empower people who have different styles and perspectives. Some may be more docile and action-oriented, while others may push back and provide valuable feedback. Encouraging open communication and ensuring that team members feel heard and have a voice is essential for success. 00:41:30 - Leadership Style and Ownership, A good leader knows when to swoop in and swoop out, providing guidance to their team. 00:45:19 - The Importance of Encouraging Great Ideas Brad discusses the importance of leaders creating an environment where others feel comfortable sharing their ideas and thinking for themselves. He acknowledges that early in his career, he wanted to be the smartest person in the room, but realized that this stifled others' ability to think independently. 00:46:53 - Identifying the Problem Brad explains that if leaders find themselves as the only ones thinking through processes and considering different possibilities, it could be due to hiring the wrong people, having a personality that stifles growth, or other factors. He emphasizes the need to identify and address the underlying issue. 00:47:51 - Facilitating Ownership and Alignment Brad discusses the importance of creating a sense of ownership and alignment within teams. He encourages leaders to facilitate open discussions where people can pressure test ideas and offer their thoughts on the process. This fosters intrinsic ownership and leads to more engaged and motivated employees. 00:48:44 - Moving from Blame to Responsibility Brad highlights the importance of shifting from a blame mindset to one of responsibility and accountability. He emphasizes the need for individuals to take ownership of their work and actively contribute to problem-solving. This mindset, combined with a supportive and empowering leadership style, creates a motivated and inspired team. 00:49:20 - Connecting with Brad Brad shares that the best way to connect with him is through LinkedIn. He encourages listeners to reach out and connect with him if they have any further questions.

Join Mario Martinez Jr. and guest David Fortino as they unravel the power of Intent Data in B2B sales strategies! Learn how decoding intent can boost sales, target effectively, and fuel conversions. Master the potential of Intent Data for unparalleled sales success and elevate your B2B game like never before!

Embarking on the journey of SaaS Sales Training can feel like navigating a labyrinth. You know it's crucial for your business growth, but where do you even start? The truth is, without proper SaaS sales training, scaling your software company becomes an uphill battle. It's what sets apart those SaaS businesses that succeed from those having difficulty making it. Finding the right strategies and implementing them effectively... well, it's no walk in the park. Consider this: You've just onboarded a new sales rep who promises to skyrocket your revenues. But within weeks they're struggling with product demos and failing to close deals. This leaves you frustrated and questioning whether investing in hiring was worth it at all. Sounds familiar? But here's some real talk... Evolution from Sales Training to SaaS Company In the dynamic world of business, transformation is often key to survival and growth. One such compelling story of metamorphosis comes from Vengreso, which has impressively transitioned from a sales training firm into an influential Software as a Service (SaaS) technology enterprise. The role of FlyMSG in the transition A pivotal player in this journey was our innovative product - FlyMSG. This tool served not just as a game-changer but also provided momentum for change within Vengreso's operational model. FlyMSG revolutionized communication processes by enabling users to manage messages across various online platforms efficiently. It played an instrumental part in enhancing productivity levels and overall efficiency within organizations that adopted it. Charging strategies for growth plan Beyond products, pricing strategy can be equally transformative, especially when transitioning towards becoming a SaaS company like Vengreso. A well-structured charging system impacts revenue generation positively while ensuring customer retention rates remain high over time. In response to these dynamics, we at Vengreso implemented strategic pricing tiers based on usage patterns, providing customers with flexible options suitable for different budget ranges. From small-scale enterprises seeking cost-effective solutions to larger corporations requiring comprehensive features - all were catered to effectively under this new structure leading toward sustained growth. [bctt tweet="Vengreso's transformation from sales training firm to influential SaaS enterprise is a testament to business evolution. Their tool, FlyMSG revolutionized communication and their strategic pricing ensured growth. #SaaSSuccessStory" username="GoVengreso"] Features of FlyMSG In the ever-evolving world of SaaS sales, tools like FlyMSG are making a significant impact. This unique text expander and writing assistant goes beyond just storing and organizing messages into various categories or subfolders. It's all about deploying these saved messages anywhere online with ease. How does it work? FlyMSG operates on a principle that can be summed up in one word: simplicity. Users create custom shortcuts for their frequently used texts and phrases - everything from simple greetings to complex customer service responses. The software offers an intuitive interface where users can sort stored messages into different categories based on personal preference or business needs. The result? Quick access when you need it most. To deploy these stored messages across multiple platforms online, simply type the designated shortcut key combination assigned during setup phase . Instantly , full message replaces this shortcut saving precious time & reducing chances errors significantly - perfect way to boost SaaS sales results . Deploying Messages with Ease An integral feature of FlyMSG lies within its deployment capabilities . Having pre-written content ready for instant usage irrespective platform being operated upon greatly enhances efficiency & speed - two critical factors determining success outcome especially while dealing shorter SAAS sales cycle situations. This seamless integration ensures consistency brand messaging as same set responses/communication pieces utilized throughout diverse platforms eliminating risk associated ad-hoc replies which may confuse customers dilute overall brand image. Beyond merely serving handy productivity tool though embracing technology solutions like FlyMSG indicates forward-thinking approach towards modern workplace demands something resonates well among progressive businesses seeking competitive edge through smarter workflows. Key Takeaway: With FlyMSG, you're not just storing and categorizing messages but deploying them with ease across platforms. It's a game-changer in SaaS sales training, offering custom shortcuts for frequently used texts, seamless integration across digital channels, and consistent brand messaging. Embrace this forward-thinking tool to boost your business efficiency. Subscribe to Modern Selling on the app of your choice! Customer Education Process in SaaS Businesses In the competitive world of SaaS, customer education is a must for success; it helps customers make the most out of your product or service and ultimately leads to higher satisfaction and retention rates. It's not enough to simply provide excellent software solutions, businesses must ensure their customers can effectively use these services. This necessitates teaching users how to take advantage of the full capability of your product or service, which in turn leads to enhanced user contentment and loyalty. It can be argued that this educational aspect is one of the most essential factors in promoting growth within SaaS businesses. Importance of Customer Education Process The digital age has brought with it countless innovative products and platforms - each vying for consumer attention. Amidst all this noise, standing out requires something special: delivering value beyond what's expected. A well-executed customer education program does exactly that by empowering clients with knowledge about your product/service while reducing support costs associated with common user errors. The end result? Loyal customers who contribute significantly towards lifetime value, thereby propelling business success forward. Case Study - Vengreso Vengreso serves as an ideal example when discussing effective customer education strategies leading to substantial increases in adoption rates over short periods. We implemented self-paced onboarding processes allowing new users to learn at their own pace without feeling overwhelmed - resulting in a significant surge within a mere 30 days post-implementation. Rapid User Acquisition Through Self-Paced Learning: Note: While the above-mentioned practices have proven successful in many instances, they should serve merely as guidelines rather than absolute rules set in stone; every organization has unique needs depending upon factors like audience demographics/product complexity, etc. Always strive to create customized strategies best suited under specific circumstances you're dealing with. Key Takeaway: Customer education isn't just a nice-to-have in the SaaS world, it's a must. Teaching users to maximize your product not only boosts satisfaction and retention but drives business growth. Just look at Vengreso; their self-paced onboarding skyrocketed adoption rates within 30 days. Remember though, there's no one-size-fits-all strategy - LinkedIn Sales Navigator Success Story The journey of our partnership with LinkedIn Sales Navigator is an exciting tale. Our collaboration with LinkedIn Sales Navigator, a testament to innovation and partnership, has yielded amazing results. Collaboration details with LinkedIn Sales Navigator Vengreso's alliance with one of the industry's most popular sales tools was born out of shared goals - streamlining sales processes and boosting productivity through cutting-edge technology. Our text expander tool, FlyMSG, became an integral part of their platform by providing users access to its unique features directly within their workflow. This integration led to significant time savings as it allowed for swift storage, categorization, and deployment of messages across various online platforms. This not only reduced repetitive tasks but also improved overall communication efficiency - a win-win situation for all involved parties. Rapid success factors A combination of strategic planning coupled with effective execution played pivotal roles in achieving rapid success post-integration. We delved deep into understanding the user base before integrating FlyMSG into their system, which ensured tailored solutions meeting specific needs leading towards high adoption rates among end-users. Beyond technological compatibility, another key factor contributing significantly towards this rapid growth phase was continuous customer support during implementation stages. By addressing queries or issues promptly, we were able to ensure smooth transitions while simultaneously building strong relationships based on trust and reliability. Pondering upon these past events makes us realize that commitment towards innovation when combined with effective problem-solving strategies can indeed lead down the path of accelerated transformational growth. [bctt tweet="Discover the power of collaboration. Vengreso's partnership with #LinkedIn Sales Navigator has revolutionized #sales processes and boosted #productivity. #Innovation #SalesTech" username="GoVengreso"] Inside Our Learning Library - Comprehensive Prospecting Training Content We've put together a rich trove of sales prospecting training content in our learning library. This resource is meticulously designed to cater to the needs of modern selling, offering more than 16 hours' worth of material. Components Covered Under the Training Program The curriculum spans an array of topics vital for successful sales prospecting. These include understanding and leveraging social triggers, mastering negotiation techniques, and honing effective communication strategies. Besides these core areas, we also delve into advanced concepts such as building relationships in today's digital age and utilizing data analytics for strategic decision making. All this information is presented through interactive modules that promote active learning. Explore our course offerings here. Benefits Gained from Comprehensive Course This extensive training program offers numerous benefits to participants. First off, it arms them with practical skills necessary for efficient prospecting, which can lead to increased conversion rates. In addition to skill development, learners gain access to an invaluable network of like-minded professionals who share their experiences and insights - a networking opportunity often leading beyond classroom interactions towards fruitful collaborations. Last but not least, investing time in professional development through our courses demonstrates your commitment towards career growth - something highly beneficial during performance evaluations or job interviews. So why wait? Dive right into our programs now: FlyMSG Sales Pro for Teams. [bctt tweet="Dive into our comprehensive #SalesProspecting training program. Master negotiation techniques, leverage social triggers, and build digital relationships. Boost your conversion rates and network with like-minded professionals. Invest in your career growth today. #SaaSSalesTraining" username="GoVengreso"] Pre-seed Funding Round Insights The pre-seed funding round is a pivotal phase in the life cycle of any startup. For Vengreso, it was an opportunity to secure initial capital that would drive innovation and growth. Details regarding pre-seed fund campaign Vengreso's goal for its pre-seed funding round was to raise $650k. This ambitious target wasn't just about securing funds; it served as inspiration for other small businesses, showing how even modest investments can spark significant changes. Apart from fueling internal development, these funds were allocated towards marketing efforts designed to increase visibility within the SaaS industry. The strategy involved targeted campaigns on various platforms where potential investors could learn more about what makes Vengreso stand out in the crowded field of SaaS companies. Future prospects post successful fund-raising Hitting our fundraising goal opened up new possibilities for us here at Vengreso. With sufficient resources now at hand, plans were set into motion geared towards revenue generation and sustained growth - critical components when you rethink SAAS sales training strategies. An essential part of this plan revolved around leveraging our proprietary product - FlyMSG - as a primary source of income through effective sales training programs offered by our learning library. They anticipated increased adoption rates which would translate into steady revenue streams over time, thereby boosting SAAS sales results significantly. Beyond immediate financial gains, successful fundraising had another crucial implication - It validated Vengreso's business model before external stakeholders, thereby increasing investor confidence and setting the stage perfectly well for future rounds too. A noteworthy example being collaboration with LinkedIn Sales Navigator, which proved instrumental in accelerating company-wide success and evolution towards becoming a full-fledged SaaS enterprise. Launch of Training Academy for Aspiring Entrepreneurs We're delighted to introduce our unique training academy, a revolutionary opportunity for those wishing to start their own SaaS business. This initiative is perfectly aligned with our vision and mission, focusing on empowering aspiring entrepreneurs. What's Offered Under Academy Curriculum? The heart of this endeavor lies in its comprehensive curriculum. Crafted by industry veterans, it covers all aspects crucial for starting and successfully running a SaaS business. From market research techniques that help identify potential opportunities to financial management strategies essential for sustainable growth - we've got you covered. Apart from theoretical knowledge transfer sessions, hands-on learning experiences are also incorporated through case studies based on real-world scenarios faced by startups in the tech industry. These practical insights provide an invaluable understanding of how to navigate common challenges encountered during early stages. Potential Benefits Aspirants Can Look Forward To Beyond acquiring extensive product knowledge about managing a successful SaaS enterprise, participants will find ample networking opportunities within their reach at our training academy. Engaging with like-minded individuals and experienced professionals opens doors towards collaborations that could potentially fuel future success stories. Mentorship forms another key component here as well. Our seasoned experts provide ongoing guidance, ensuring students not only learn but effectively apply what they've learned when they venture out independently after completing SaaS sales training program. Continuous support goes hand-in-hand with continuous learning - something we strongly believe in fostering amongst budding entrepreneurs who may face unexpected hurdles along their journey. This new venture aligns seamlessly with Vengreso's overall vision and mission: nurturing innovation among small businesses like ours. By equipping tomorrow's leaders today, we aim not just at individual triumphs but envision creating an ecosystem where every entrepreneur thrives, leading them towards boosting SaaS sales results significantly over time. FAQs in Relation to SaaS Sales Training What is the importance of SaaS training? SaaS training equips sales reps with the necessary skills to sell subscription-based software products effectively, understand customer needs, and manage long-term client relationships. What are the key SaaS sales skills? Critical SaaS sales skills include understanding complex technical concepts, effective communication, relationship building, problem-solving abilities, and a consultative selling approach. How can I improve my SaaS sales? To boost your SaaS sales: enhance product knowledge, build strong customer relationships, leverage data analytics for decision-making, offer personalized solutions, and invest in continuous team training. How much do SaaS sales reps make? The average salary of a SaaS Sales Representative ranges from $50k to $150k annually depending on experience level and location. This doesn't include potential commissions or bonuses. Conclusion Embarking on the journey from a sales training firm to a SaaS company is no small feat. It requires strategic planning, innovative products like FlyMSG, and an unwavering commitment to growth. SaaS Sales Training plays a pivotal role in this transformation process. With it comes unique features that revolutionize communication and productivity among teams. Customer education becomes more than just an add-on; it's integral for business success. Case studies such as ours, here at Vengreso, underline its importance. A collaboration with giants like LinkedIn Sales Navigator can fuel rapid growth and further solidify your position in the market. The comprehensive prospecting training content offered by us covers everything from social triggers to negotiation techniques - all designed keeping modern selling needs in mind. Raising funds successfully not only validates your vision but also opens up avenues for future innovation and sustained growth. The launch of our academy dedicated exclusively towards teaching aspiring entrepreneurs ways to start & run successful SAAS companies aligns perfectly well with our overall mission. Our SaaS Sales Training, offers you an opportunity not just to learn about SaaS Sales Training but actually implement it effectively into your businesses saving valuable time thereby increasing productivity manifold.

Generative AI for Sales Prospecting is an uncharted territory for many. Sure, it sounds like a tech buzzword that's been thrown around lately... But when it comes to implementing Generative AI in your sales strategy... Most are at a loss when it comes to incorporating Generative AI into their sales tactics. Utilizing Generative AI in your sales strategy could be the key to unlocking success. But if you don't understand how to harness its power effectively, you might as well be throwing darts blindfolded. The Role of Engage AI in Enhancing LinkedIn Engagement Let's dive into the world of artificial intelligence, where Jason Tan's company, Engage AI, is making waves. This innovative tool addresses a common challenge - maintaining regular interaction with prospects and clients on LinkedIn. Overcoming Writer's Block with Engage AI We've all been there; staring at an empty screen, struggling to craft compelling prospect outreach messages. No more. With its embedded generative AI technology designed for sales professionals like you, writer's block becomes a thing of the past when writing sales content or repurposing existing ones. A Comprehensive Outreach Strategy Facilitated by Engage AI Calls? Check. Emails? Absolutely. Videos Messages? You betcha. Texts too? Yes indeed. This comprehensive approach makes it easier than ever before to engage your audience through multiple channels. And guess what? You don't have to be a seasoned Sales Operations Manager or tech guru. No matter if you're just beginning your AI journey, Engaging AI has the resources to get you started. Now that we've explored how this powerful tool can change sales as Prabhakant Sinha envisioned, let us delve deeper into understanding Generative Artificial Intelligence (AI) in our next section. Stay tuned. Understanding Generative Artificial Intelligence (AI) Exploring the distinction between generative AI and other types of AI, let's delve into the details. Generative AI, like DeepAI explains, is a branch of artificial intelligence that uses statistical models to generate new data similar to the input it receives. It's not your everyday chat GPT or Google Bard. Difference Between Generative AI & Other Forms The key differentiator? Its ability to create. This embedded generative ai technology designed for creativity can do more than just respond; it generates entirely new content based on patterns learned from existing information. Think writing sales content with an artistic twist. A Recent AI Survey - A Quick Look indicates how businesses are increasingly leveraging this tech innovation. Moving Beyond The Basics With Machine Learning While machine learning provides algorithms that learn from data inputs, generative ai tools run deeper by generating recommendations akin to human-like brainstorming. The Role Of Human Intelligence In Using These Technologies Let me be clear: these technologies aren't replacing us anytime soon. Instead, they're here as our digital assistants. The real magic happens when we combine them with human ingenuity - creating powerful synergies for problem-solving and idea generation. For instance, imagine launching Viva Sales a tool incorporating this cutting-edge techa into your business operations. As a sales operations manager or even someone who teaches sales executives regularly you could use such advanced tools effectively. From repurposing existing sales content into engaging prospect outreach messages without breaking a sweat to customizing scoring criteria using HubSpot's predictive lead scoring software the possibilities seem endless. Remember though an artificial intelligence learning path requires patience and persistence. So keep exploring because change is inevitable in fact it might even change 'sales' prabhakant sinha style someday. Now isn't that something worth looking forward too? Key Takeaway: Generative AI, unlike everyday chatbots, uses statistical models to generate new data based on existing information. Businesses are increasingly leveraging this technology for creativity and problem-solving. While these tools can generate recommendations, they are meant to assist humans rather than replace them. Combining generative AI with human ingenuity creates powerful synergies for sales prospecting and idea generation. So keep exploring because change is inevitable - it might even revolutionize the way we do sales someday. With the help of generative artificial intelligence tools like Lavender, sales teams can now streamline their prospecting efforts and increase their chances of success. Strategies For Effective Digital Sales Prospecting Leveraging generative artificial intelligence for prospecting is a game-changer in the sales world. Generative AI tools run, analyzing and repurposing existing sales content to create personalized outreach messages that resonate with your target audience. Leveraging Generative Artificial Intelligence For Prospecting The modern HubSpot's predictive lead scoring software, an embedded generative AI technology designed specifically for this purpose, can change sales prospects' engagement dramatically. This tool uses machine learning algorithms and custom scoring criteria to rank leads based on their likelihood of becoming customers. Sales operations managers find it easier than ever before to access key sales data thanks to these advancements in technology. A recent AI survey showed businesses using such systems experienced significant improvements in efficiency and conversion rates. Besides improving productivity, they also help teach new skills by offering an artificial intelligence learning path tailored towards each individual's needs. Balancing Automation And Personalization On Platforms Like Linkedin To truly harness the power of platforms like LinkedIn, we must strike a balance between automation and personalization when commenting or engaging with posts. This is where writing prospect outreach content becomes crucially important. Using pre-written templates or automated responses might seem efficient but often lacks genuine human touch needed for building relationships. Change Sales Prabhakant Sinha, one of the pioneers who teaches sales executives how leveraging tech can enhance results emphasizes this point strongly. While having unique selling points (USPs) are essential; knowing how you're different from competitors isn't enough anymore - being able to communicate those differences effectively through well-crafted prospect outreach messages sets successful brands apart from others. So next time you write a message remember: Be real. Show empathy. Make connections. Exploring Fly Message As A Text Expander And Engagement Insight Tool In the world of sales, every second counts. Fly Message is a game-changer in this arena, serving as an effective text expander and engagement insight tool. Achieving Better Results With Fly Message The primary goal for any sales team is to drive revenue growth. To achieve this, they need access to key sales data and tools that can streamline their processes. This is where artificial intelligence can help to produce results. FAQs in Relation to Generative Ai for Sales Prospecting What is generative AI in sales forecasting? Generative AI in sales forecasting leverages machine learning to generate predictive models, providing insights into future customer behavior and market trends, thus enhancing strategic decision-making. How does generative AI affect sales? Generative AI impacts sales by automating prospecting tasks, personalizing outreach strategies, improving writing efficiency and offering predictive analytics. This leads to increased engagement rates and revenue growth. How can generative AI help in marketing? Generative AI aids marketing efforts by creating personalized content for target audiences, predicting consumer behaviors based on past data patterns and optimizing ad campaigns through real-time adjustments. How will generative AI change retail? Generative AI will revolutionize retail by offering personalized shopping experiences, optimizing inventory management through demand forecasting, and enhancing customer service with automated responses. Conclusion It's the future of sales. It breaks down barriers, enhancing LinkedIn engagement and transforming how we connect with prospects. This technology doesn't replace human intelligence but complements it, creating a powerful synergy that drives success in the digital world. Tools like Grammarly and Lavender aren't just about correcting grammar; they're about improving understanding within teams to attract enterprise deals. The right strategies can balance automation with personalization, making your outreach on platforms like LinkedIn more effective than ever before. Fly Message isn't merely an engagement insight tool; it's a revenue growth engine powered by generative AI. If you're ready to take your sales prospecting game to new heights, consider exploring Vengreso.com. We are dedicated to helping knowledge workers save on productivity through innovative solutions such as Generative AI. Start harnessing this cutting-edge technology today for transformative results tomorrow!

Maximizing Success with Digital Sales Referrals: A Guide with Mario M. Martinez Jr., #240 As the world of sales continues to evolve, Digital Sales Referrals have emerged as a powerful tool for driving business growth. This shift from traditional methods towards more modern approaches has revolutionized how we engage with potential customers and generate leads. In this comprehensive guide, you will gain insights into the transition from traditional to modern selling techniques and understand the impact COVID-19 has had on sales strategies. We delve into the concept of digital referrals, emphasizing their importance in making warm introductions. We'll also explore how platforms like LinkedIn can be used effectively for networking and expanding your reach through personal connections. You'll learn about securing successful digital referrals by establishing rapport before asking favors and tactfully expressing intent during communication exchanges. Finally, we'll provide tips on leveraging shared connections using LinkedIn's Sales Navigator tool and crafting strategic follow-up messages that resonate with your target audience. With these insights at hand, you're well-equipped to maximize the benefits of Digital Sales Referrals in your business strategy. The Evolution of Sales Techniques Sales techniques have come a long way in the digital age. Traditional methods are out, and modern strategies are in. It's a whole new ballgame. Transition from Traditional to Modern Selling Methods Gone are the days of face-to-face sales and cold calling. Gone are the days of face-to-face sales and cold calling, now replaced by a digital world where technology is king - from social media networking to email marketing, content creation, and SEO; connecting with customers online has become paramount. Say hello to social media networking, email marketing, content creation, and SEO. It's all about connecting with customers online. Impact of COVID on Sales Strategies COVID-19 turned the sales world upside down. With physical meetings and travel on hold, businesses had to adapt fast. Video calls and emails became the new norm. It's a virtual sales revolution. Research shows that video conferencing skyrocketed during lockdowns. We had to find new ways to connect. Sales pros had to level up their digital game to keep up with the times. Harnessing the Power of Digital Referrals In the digital era, sales techniques have had to adapt. Enter digital referrals. These online recommendations can help you secure new clients and expand your business network. Understanding Digital Referrals Digital referrals are word-of-mouth recommendations made online. They come from satisfied customers, professional contacts, or even friends who believe in your product or service enough to recommend it to others. These endorsements carry weight because they're based on personal experiences and relationships. The process usually involves an existing customer sending a referral link or code to someone else. This person then uses the link when making a purchase or signing up, linking the referral back to its source. Importance of Warm Introductions A warm introduction is more effective than cold outreach methods like unsolicited emails or calls. A recommendation from someone trusted by both parties helps build immediate credibility. Salesforce suggests warm introductions can increase success rates by 80%. In today's interconnected world, leveraging our existing connections for growth opportunities has never been easier, thanks to social media platforms like LinkedIn. Tips For an Effective Digital Referral Strategy: Create Value: Your products/services should provide value so people feel confident recommending them. Nurture Relationships: Maintain good relationships with customers/clients; they're more likely to refer if they've had positive experiences. Simplify Process: Make it easy for people to share about you via links/codes. Reward System: An incentive system encourages more people to participate in referring others to your offerings. These strategies, combined with diligent follow-up actions, can greatly enhance the effectiveness of any digital referral program, leading to increased conversions and overall growth for businesses. Building Personal Connections Online In today's digital age, building personal connections online is as important as in-person networking. The internet has revolutionized the way we communicate and interact with others, providing us with unprecedented access to potential clients or partners worldwide. Using LinkedIn as Your Digital Rolodex LinkedIn, a professional networking platform, serves as an excellent tool for maintaining your business contacts - essentially serving as your digital Rolodex. With over 700 million users globally, LinkedIn is a great way to make contacts in multiple industries and locations. To make meaningful connections on LinkedIn: Create a killer profile that shows off your skills and expertise. Engage regularly by sharing awesome content and joining discussions in industry groups. Send personalized connection requests explaining why you want to connect. Expanding Network Reach through Personal Connections Beyond just adding people on LinkedIn, it's crucial to nurture these relationships. Engage with their posts or reach out directly via messages or emails. You never know when one of these connections might lead to a valuable referral. A study by LinkedIn Sales Solutions revealed that salespeople who excel at social selling are creating more opportunities - they're 51% more likely to hit quota than those who lag behind. This shows how powerful personal connections can be when used in sales strategies. Tips for expanding network reach: Nurture existing relationships: Engage with your current network; comment on their updates or share useful resources related to their field of work. Leverage mutual connections: If you want to connect with someone specific but don't have any direct contact, see if there are any common acquaintances who could introduce you. The key here is authenticity. Genuine interactions will build trust and increase chances of receiving referrals because people prefer doing business with individuals they know and trust. Remember, successful online networking isn't about collecting contacts - it's about planting relations. Key Takeaway: Building personal connections online is essential in today's digital age, and LinkedIn serves as a valuable tool for maintaining business contacts. By creating a killer profile, engaging regularly, and nurturing relationships with existing connections, professionals can expand their network reach and increase the likelihood of receiving valuable referrals. Steps Towards Securing A Successful Digital Referral In this digital age, achieving a referral necessitates more than simply requesting one. You gotta build trust, establish rapport, and express your intent tactfully. Here's how: Establishing Rapport Before Asking For Favors First, butter 'em up. Construct a rapport predicated on reciprocal esteem and comprehension. Engage with their content, join discussions, or slide into their DMs on LinkedIn. People help those they like, so make 'em like you. Expressing Intent Tactfully In Communication Exchanges Now, time to ask for that referral. Be polite, not pushy. Show appreciation, be clear about what you want, and offer something in return. It's all about respect and making your request crystal clear. Show appreciation: Thank them and acknowledge their previous help. Craft your request carefully: Be specific but not complicated. Foster reciprocity: Give back or provide useful info in return. This approach shows respect and makes it clear what you're asking for. Win-win. Tips For Effective Communication On LinkedIn LinkedIn is the place to be for professionals worldwide. To maximize the effectiveness of your LinkedIn presence, craft personalized connection requests. Here are some tips: Personalize connection requests: Don't be generic, make it personal. Engage meaningfully: Comment and message with purpose. Keep it professional yet friendly: Be cool, but not too cool. Check out this article titled "5 Templates That'll Make Writing the Perfect LinkedIn Message Easier" for more help. Remember, it's not just about one referral. It's about nurturing relationships for the long term. Keep 'em beneficial for both parties. Utilizing LinkedIn Sales Navigator For Effective Networking The digital age has transformed the way we do business, and LinkedIn Sales Navigator is at the forefront of this revolution. This powerful tool allows you to tap into your existing network, expand your reach, and secure more referrals than ever before. Leveraging Shared Connections On LinkedIn Sales Navigator Referral programs are essential in today's competitive landscape. With LinkedIn Sales Navigator, you can identify mutual contacts between yourself and potential customers. This feature provides a unique opportunity for warm introductions that make referral marketing programs essential. A referred customer often comes with an inherent level of trust, shortening sales cycles. By leveraging shared connections, you're not only reaching out to new prospects but also strengthening relationships with your existing customers who are making those introductions. Crafting Strategic Follow-Up Messages In addition to identifying shared connections, it’s crucial to craft strategic follow-up messages as part of your referral process. Personalize your messages based on what you know about each prospect from their profile or any prior interactions. Email Marketing Campaigns: Consider integrating email marketing campaigns into your strategy. Provide personalized recommendations tailored specifically for each customer. Remember: people spontaneously sharing information about products they love is one thing; being prompted by well-crafted emails encourages customers even further. Social Media: Don't underestimate the power of social media. Encourage loyal customers to share their positive experiences with your product/service on review sites like Yelp or Google Reviews. Remember, consumers trust online reviews. Customer Service: Ensure that every interaction potential clients have with your company leaves a positive impression. This includes having a well-trained customer service team providing excellent customer service. To maximize success using LinkedIn Sales Navigator (or any other networking platform), always offer incentives when asking for referrals from existing contacts. Motivate them towards action with discounts on future purchases or exclusive access to new products/services. And don’t forget, provide exceptional customer service throughout every stage of engagement to foster long-term loyalty among both current and prospective clientele alike. Key Takeaway: LinkedIn Sales Navigator is a valuable tool for networking and securing referrals in the digital age. By leveraging shared connections, crafting strategic follow-up messages, and offering incentives to existing contacts, knowledge workers can maximize their success in generating sales leads. FAQs in Relation to Digital Sales Referrals Why use referrals in digital marketing? Referrals are a powerful tool in digital marketing because they leverage the trust and credibility established between individuals, leading to higher conversion rates. Learn more about the power of referral marketing. What are the statistics about referrals in sales? Sales statistics show that referred customers have a 16% higher lifetime value and are four times more likely to refer others. Check out these referral marketing statistics. What is a digital referral? A digital referral is an online recommendation from one person to another, often facilitated through social media platforms or email. Learn more about Digital Referrals. What is the referral rate for digital marketing? The average referral rate for businesses using online programs ranges from 2% - 5%. Read this article on Digital Marketing Referral Rates. Conclusion Understanding the evolution of sales techniques and harnessing the power of digital referrals are essential for success in today's business landscape. Build personal connections online through platforms like LinkedIn and secure successful digital referrals to tap into a vast network of potential clients and partners. Utilize tools such as LinkedIn Sales Navigator to enhance networking efforts by leveraging shared connections and crafting effective follow-up messages. Embrace digital sales referrals to expand your reach and generate more opportunities in the modern marketplace.