Will Grashoff的动态

This Sander Sales rule is dead wrong and you need to stop using it. Rule # 49 states: You need to leave your child in the car. Which is a weird rule, even in sentiment. I guess make sure to roll down the windows? In practice, I say absolutely not. I recently listened to a podcast between two Sandler diehards. They were adamant that rule # 49 is still extremely important. The diehards were adamant that, ?? A serious approach is crucial. ?? A lighthearted attitude is not professional. ?? Starting a call with a chuckle is inappropriate. I've spent over 15 years selling. Selling everything from a 4-figure 1 call close to a 6-figure+ multi-month deals. Selling to Business Owners, Founders & Fortune 100 C-level executives. I have ALWAYS been serious about the value of what I sell. I have ALWAYS been serious about sales as a craft. I have ALWAYS been serious about learning how to #EarnTheRight to a prospect's attention & consideration. ? I have NEVER found the need to take myself so seriously that I would leave my child in the car to prove that I deserved to be taken seriously. ?? Having a child pop into the back of your Zoom doesn't mean you are less serious about helping your prospect. ?? Sharing a lighthearted passion for a non-work-related hobby doesn't make you less serious about doing your work well. ?? Enjoying your job and creating space for laughter during a discovery call does not mean you are unfocused. Instead of leaving your child in the car, drop a comment with the outdated sales mindsets or techniques that we should leave in the car? -- Enjoyed this post? Click here ??https://lnkd.in/gJSJkUq3 to hit follow & ring my ?? for more

Raise your hand if you have as much fun selling today as 15 years ago. That's what I thought. It's harder. It's not as much fun. So we need to experiment with different approaches. That's the message and expertise of Jon Selig who joined me for a recent episode of the Industrial Growth Institute Podcast. Jon is a marketing, tech sales and comedy veteran who combines those perspectives to help companies improve cold outreach, prospecting and trade show results by training teams to incorporate humor into their messaging. His process involves a deep understanding of buyer goals, problems, pain, aspirations and process. On that understanding he develops one liners that disarm prospects by speaking gently to the painful realities of their business. It's a fascinating and refreshing approach to sales. Instead of another 1,000 cold outreach sequence emails today, maybe some carefully crafted, empathetic humor will actually lighten your prospects' days and put some of the fun back into sales. #Propsecting #OutboundSales #Humor #HumorInSales #outreach #B2BSales #B2BMarketing https://hubs.ly/Q02BkzYB0

You know, there's a link between Relationships and Selling. Being Interesting! ? In this insightful conversation with Jim Meldrum, Sales Coach and Consultant, we delve into the intriguing parallels between navigating the world of sales and embarking on a new relationship. Just like in sales, being a person of interest requires effort (and rejection?). From prospecting to nurturing leads, building rapport, and finally closing the deal, the journey mirrors the steps taken in forming a meaningful connection with a potential partner. We explore the importance of understanding your target audience, effectively communicating your value proposition, and the art of building genuine, lasting relationships. Drawing on real-life experiences and expert insights, we dissect the key tactics that can be applied both in business and in matters of the heart. Whether you're a seasoned sales professional looking to enhance your strategy or someone navigating the complexities of midlife dating, this video or podcast offers invaluable advice and actionable tips to help you succeed. Thanks to Jim for playing along, thoroughly enjoyable! Hit the play button now (or bookmark for later) and embark on a journey of discovery that will revolutionize the way you approach both your professional endeavors and personal relationships. Links here: ?? YouTube: https://lnkd.in/e4mi_-ba ?? Spotify: https://lnkd.in/efaH2XUz ?? Apple Podcast: https://lnkd.in/e7C4-Xaa What are your relationship disasters ?? that you have learnt from? ????

Fact: The most successful sales people are the most compassionate sales people. Think about a trusted person whose services or product(s) you've gladly paid for. Maybe a real estate agent, a coach, a chiropractor, a financial advisor. Whatever. Is this person good at sensing and "getting" your unique needs/pain points/concerns? Do they ask purposeful questions? Do they listen well? Are they swift and effective in offering targeted help to ease your struggle and/or meet your need? If you're thinking, "actually--yeah--all that's basically spot on," then your experience matches the research: ?? A salesperson's ability to see the world from another's perspective increases salesperson quality, volume, and sales prices (Prabhu, 2008/2020) ?? A salesperson's ability to feel what another person is feeling, and respond to it, is positively correlated with a buyer's trust in and satisfaction with the salesperson (Aggarwal, Castleberry, Ridnour, and Shepherd 2005) ?? A salesperson's ability to not *just* evaluate a customer, but genuinely empathize and care, increases seller effectiveness and buyer loyalty (Pryor and Malsche, 2014) Bottom line: There's a direct correlation between becoming a better human being and becoming a better sales person. If you're someone who sells--and especially if you're a sales manager--it'd likely behoove you to hear more about this topic! Take a listen to my recent conversation with Scott Plum and Bill Hellkamp on their fantastic podcast, "Winning at Selling." In a fun and insightful 30 minutes, we tackle the question, "Can Compassion Fuel Sales Success?" Take a listen here! https://lnkd.in/gt36ePq7 I'm delighted and honored that Bill and Scott invited me onto their podcast for the SECOND time this year to discuss compassion and sales. Thank you ??, my friends, for the privilege of joining you in these important conversations! I'm tagging a few amazing people, from whom I've purchased products/services, who truly embody compassion in sales and service: Mark Silver, M.Div., Nikki Groom, Chris West, Jayme Johnson, Mirjana Novkovic, Daniel C., Neil Farrimond. #compassion #empathy #listening #sales #research #podcast

Why are you chasing ? Sales. Deals. Clients. Instead, make them chase you. Here are 10 steps to get started: 1. Identify your target audience → Get clear on whom you want to serve and how can you help them. 2. Craft your message → Create content that resonates with their pain points and desires. 3. Choose your platform → LinkedIn, YT, podcasts, etc. Pick what works for you. 4. Establish strong authority? → Share your unique perspective and expertise. 5. Optimise for search → Use targeted keywords so you get found online. 6. Create shareable content →? Make it easy and rewarding to pass on. 7. Build genuine connections → It's about people, not just promotion. 8. Offer real value → Solve pressing problems with your content. 9. Stay consistent → Develop trust and recognition over time. 10. Monitor and improve → Track data and keep optimising. Remember: It's not about chasing every lead out there. It's about attracting your ideal customers to you.

From Selling to Serving. The 1 shift that transformed my sales results this year. November was a tough month. I went 0 for 8 on sales calls. The opportunities were there, but my mindset was in the wrong place. I felt the pressure to close deals and it negatively impacted my energy during calls. I was trying to sell everyone, instead of focusing on truly understanding their needs and concerns. So I did the work to refresh my sales process and mindset. I reviewed my discovery calls and?listened to a few podcasts. And I had a critical realization: My job is not to sell?them, but to help them COMMIT to the change they know they want to make. I shifted my focus from closing deals to serving my prospects. My job is to help them understand their goals and decide if they're ready to pursue them fully. If they have fears or doubts they won't move forward. But the sale happens naturally if they are committed. The results were incredible. I've sold 8 of my last 9 opportunities since this shift. But most importantly, I’m helping people make the changes they’ve been dreaming about for years in their business and life. Because anything is possible when we fully commit! Comment: What’s helped improve your sales?

Big fails in sales. If you've worked in sales, you have them. Wear them like a badge and learn from them. When Jared Gibson was failing, he was guilty of waiting to talk instead of listening. My biggest issue? Moving too fast. I’d bulldoze right past crucial steps in the process—like, can they actually afford what we’re selling? James Hornick on the other hand, was a natural born salesman. In fact, as a child he was known to sell access to the neighborhood public playground. And the kids paid... But no matter where you start in sales—gifted, clueless, or somewhere in between—the frameworks and methodologies can still trip you up. Because the way people buy is constantly changing. Always has. Always will. And if you’re just starting out in sales, god help you. With AI chatbots, AI assisted scripting, AI buying from AI... At the end of the day, there’s one magic formula that never changes. One secret ingredient that’s been consistent through every market shift, every new method, and every sales book — Connection. The human kind. And you won't get that through a chatbot. So if you’re into all that, Episode 5 is out now, baby! Links in the comments. Or, if you’re trying to look busy tomorrow, you can stream it at 11am CT here on LinkedIn.

Salespeople… I have a question. Are you training? No, not for that marathon. Not to hit 225 on the bench press. But for something, I'd argue, VASTLY more important… Your LIVELIHOOD. Far too often salespeople treat their career as nothing more than a “hobby.” We train to become the best in a million different aspects of our PERSONAL lives but don’t put any work into becoming the best at the thing we are doing for 40+ hours a week… SELLING. Not anymore… There are too many resources out there to NOT dedicate our time to becoming better salespeople. What’s the best resource you may be asking? While there’s a TON of amazing sales training books, creators, and podcasts out there, one that immediately comes to mind is none other than 30 Minutes to President's Club (30 MPC). This is THE best sales podcast in the game. So in typical 30 MPC fashion (Real fans know what I’m referring to ?? ), let me give you my top 3 actionable takeaways from the show. 1. Learn (obsessively) 30 MPC is a curation of the best tips from the BRIGHTEST and most SUCCESSFUL salespeople out there. Listening to this podcast should make you realize one simple truth: you can NEVER get complacent. Sales is an ever-evolving game, and if you don’t keep up with the latest strategies, you WILL fall behind. 2. Emulate the best Underachieving? Missing quota? Fear not! 30 MPC will teach you that “success” is not something that you have to figure out on your own. Oftentimes, to be a top performer, all you’ll have to do is EMULATE the top performer. 3. LISTEN (then listen some more) Want to be successful in sales? Listen. This is the one tip/theme that you will hear harped on by ALL of the sales professionals that are brought on 30 MPC. If you learn to listen well, you will be MILES ahead of 99% of all salespeople out there. While giving just THREE takeaways of this show seems impossible, I believe these are 3 lessons that you will see in almost every episode. Although don’t just take my word for it… Watch it. You just might hit President’s Club yourself???? Armand Farrokh, Nick Cegelski, Matt Cromie, Tyler Groepper, ??Abe Braha, Dariia Gerasymova, Ivan Grinevich, ?? Tom Slocum What's your all time favorite sales book, podcast, or sales CREATOR out there?

??? New Podcast Alert! Your brand is how your customers get to know you, remember you, and ultimately forms the basis of your relationship with them. So it’s vital that you build an effective brand that can reach and engage your customers. Find out more in our newest podcast, Episode #10: "How can you build an effective B2B brand for your business?”. ?? Listen by clicking the link below: https://lnkd.in/ez6wwtsm #B2BBrand #Brand #Branding

You might have noticed that sales isn't as fun as it used to be. Prospects used to need sales reps, and would meet with them to learn. Of course the learning is done differently now. So how can companies tweak their prospecting and outreach messaging to connect with busy prospects? Jon Selig helps do that with humor - and his background in marketing, tech sales and comedy all combine to inform his expertise and perspective. Listen in as {{linkedin_mention(urn:li:person:8EUrzPlr_c|Ed Marsh ????)}} interviews Jon for this episode of the Industrial Growth Institute Podcast. #Humor #HumorInSales #Prospecting #B2BSales #B2BMarketing https://hubs.ly/Q02BkGsJ0