Three Skills a Sales Coach Focuses On – Ep. 077

Have you ever worked with a sales coach before? Elyse Archer, our new co-host, works with clients on a daily basis that need help getting to the next level. Her clients include sales executives and management professionals. She explains to Greg and Martin that there are three primary reason why they seek coaching.

1. Need help with certain sales skills
They keep hearing the same objection over and over again
They need help with social selling

2. Need help with motivation
May have been in sales for 30 years and just need to get back on the horse
People get into sales for increased time and increased money. Many people need help getting excited again about why they got into sales in the first place

3. Need help with systems/ Self-Management
This is typically the biggest reason people get into coaching
Time management
Work/ life balance
Doing what you know you need to be doing even if you don’t feel like doing it.

Listen to the episode as there is a lot of value to understanding how working with a sales coach can help you.

Thank you to our sponsor: NCSU-TTS is an in-kind sponsor of the Linking into Sales Social Selling Podcast. To discover the adult learning and professional education opportunities available please visit http://linkingsales.wpengine.com/ncsutts.

Audio Run-time: 18:00

The Linking into Sales Social Selling Podcast is a professional development podcast geared towards sales and marketing professionals that use social media tools and networks to support the sales process and help them become more proficient in social selling.

The Rog Bates Interview – How to use Comedy in Sales – Ep. 066

In this episode of the Linking into Sales Social Selling Podcast, Martin Brossman talks with Rog Bates, who teaches standup comedy, how salespeople can use comedy to break the ice and create new business relationships. Don’t miss this show because there’s a ton of great info you can use right away!

Run-time: 42:02

The Linking into Sales Social Selling Podcast is a professional development podcast geared towards sales and marketing professionals that use social media tools and networks to support the sales process and help them become more proficient in social selling.

The Jon Ferrara of Nimble Interview – Ep. 058

Greg Hyer and Martin Brossman welcome Jon Ferrara, the founder and CEO of Nimble.com and the pioneer of CRM. Seasoned sales professionals may recognized him as the creator of GoldMine, the contact manager from the 1990’s.

Greg and Martin talk with Jon about how creating relationships in sales had changed and how his web-based CRM helps sales professionals better engage and grow those relationships.

When listening to this episode Jon stresses that relationships must end in a result. In business, this is very important. Social networks and social media can get you off track and send you down the wrong path.

Jon mentions that you need passion, purpose and a plan when it comes to selling. You must have a passion for what you’re selling. Your purpose is to find people that that can share your passion. You must have a plan to help you execute your passion and purpose.

This episode is a bit longer than usual, but it’s so good and you’re going to want to listen all the way through.

Run-time: 57:00

The Linking into Sales Social Selling Podcast is a professional development podcast geared towards sales and marketing professionals that use social media tools and networks to support the sales process and help them become more proficient in social selling.

 

Three Steps to Get the Sale – Ep. 050

Part 2 of the Lease a Sales Rep Interview with Gil Pagan

Greg Hyer brings back Gil Pagan of Lease a Sales Rep to discuss the three steps you need to take to get the sale.

Step 1 The exploratory call/meeting find out their needs

  • Go over their pain (tell me what’s going on – open ended questions)
  • Say that there may not be a fit here, but we will determine that together
  • Discuss your solutions/service offering
  • Discuss you pricing, if applicable (don’t negotiate on price)
  • Discuss your contract terms if applicable
  • Help me to understand the decision making process internally
  • Your timeline after I send you a quote what happens next? get a date for follow-up after quote is done. hound them approval

Step 2 Send quote

  • Send them a quote follow-up.
  • Follow-up, get commitment on the quote when connected get decision, or next steps if they want a contract to review or references-get commitment 1st. usually a blow-off.

Step 3 Follow-through and P.U.S.H. (Persist Until Something Happens)

  • Follow-up, with email. We agreed to re-connect after x date?
  • Follow steps again
  • If they delay, analyze  ( $$$, other vendors, unsure) then decide to kick them out of your funnel for now drip em.

Bonus: Send the “Did you fall of the face of the earth” email.

Include the following questions:

  1. Have your priorities have changed?
  2. Is money is the issue?
  3. Did I do something wrong?
  4. Is it something else?

Run-time: 27:12

The Linking into Sales Social Selling Podcast is a professional development podcast geared towards sales and marketing professionals that use social media tools and networks to support the sales process and help them become more proficient in social selling.

The Social Sales Tool Box – Ep. 048

Martin Brossman and Greg Hyer compare how salespeople today need to bring their own tools to work. The sales professional must evolve and maintain their own tools so that when you move on to your next employment opportunity. Tools include a social CRM, their social networks, cloud storage, blog and training.

Greg stresses that you own your social accounts. There will come a time when you will be hired because of your professional network and how you grow and engage your social networks.

Training is key as well. Salespeople must be prepared to acquire additional training whether or not your employer covers the cost.

Greg and Martin also discuss a few updated from LinkedIn including the shut-down of Rapportive and InMaps and a new feature that allows you to request an archive of your LinkedIn account. Learn more about this LinkedIn Network Visualization tool from Socilab, a project being conducted by Craig Tutterow, a PhD student at the University of Chicago, Booth School of Business. You can learn more about how to request an archive of your LinkedIn account by visiting this LinkedIn Help article.

Run-time: 15:49

The Linking into Sales Social Selling Podcast is a professional development podcast geared towards sales and marketing professionals that use social media tools and networks to support the sales process and help them become more proficient in social selling.

The Pipeliner CRM Interview – Ep. 047

Greg Hyer and Martin Brossman invite Eric Quanstrom and Rachel Miller of Pipeliner CRM to discuss 10 things that have contributed to the new buyer’s journey. In addition, we discuss how the role of the salesperson has changed from seller to consultant to salespreneur.

Ten things that have contributed to the new buyer’s journey include the following:

  • The rise of the cloud
  • The rise of mobile
  • The rise of social
  • The rise of purchase terms
  • The rise of support
  • The rise of BYOD
  • The decline of IT
  • The rise of personalization
  • The rise of inbound marketing
  • The rise of content

 

The role of a salesperson has evolved into what Eric refers to as a “Salespreneur.” This is a sales person that has a number of skills including, but not limited to, psychology, research, marketing, support and become subject matter experts. The salesperson must be stilled is helping the buyer feel good about making the purchase. Which is why sales must enter into the buyer’s journey at an earlier stage.

Training is a critical part of helping salespeople improve their skills and shift their approach. Training goes beyond product training. Specifically, a deeper understanding of what tools to use to use at each stage of the buyer’s journey. And if the company isn’t willing to provide that training, the salesperson must acquire that education on their own. Hence the evolution into a salespreneur.

Run-time: 49:08

The Linking into Sales Social Selling Podcast is a professional development podcast geared towards sales and marketing professionals that use social media tools and networks to support the sales process and help them become more proficient in social selling.

The Jeff Zelaya Interview – Ep. 045

Greg Hyer and Martin Brossman talk with Jeff Zelaya of Triblio, a content platform startup located in Reston, VA. Jeff comes on the show and shares his insights on social selling. Triblio is a solution to help Sales and Marketing understand the ROI of the content, curated and created, that is shared with prospects. One insight Jeff shares is that prospects read at least 5 pieces of content before contacting a sales person.

Greg, Martin and Jeff discuss the barriers that have been placed between Sales and Marketing and how it’s been a productivity drain for companies for a number of years. Jeff shares his recent blog post that includes a look at 60 sales and marketing solutions that have emerged to help bridge the gap between Sales and Marketing. To read his post please visit “Social Selling Software for the Sales 2.0 Salesperson.”

Jeff surprises Greg and Martin with a sneak-peak at a test Triblio is running with their sales team. Half their sales team is using the traditional cold calling approach to sales and the other is using a social selling approach. We promise that we will have Jeff back again to share the results of their test and what they learned from the two approaches.

Run time: 37:45

The Linking into Sales Social Selling Podcast is a professional development podcast geared towards sales and marketing professionals that use social media tools and networks to support the sales process and help them become more proficient in social selling.

How to Delete Someone from Your LinkedIn Network – Ep. 43

Martin Brossman and Greg Hyer show you how to delete someone from your LinkedIn network. A lot of people ask how to do this. Maybe relationships go sour or they leave a job. Whatever the reason, removing someone from your network is a must-know for every member.

In addition, Martin and Greg show you how to hide and unhide people in your network from your activity stream. This is a good thing to know because some people simply over share. Also, they discuss what to do when you get a request from someone to connect from LinkedIn and you have no idea who they are.

Are strange people trying to connect with you? Maybe you’ve hidden someone’s update from your activity stream? How about deleting someone from your LinkedIn network? We welcome your comments and suggestions!

Run time: 14:57

The Linking into Sales Social Selling Podcast is a professional development podcast geared towards sales and marketing professionals that use social media tools and networks to support the sales process and help them become more proficient in social selling.