82 Monday Musing: Keep It B.R.I.E.F

Losing out on a sale, getting laid off, receiving bad news…

Disappointment and unexpected events are a part of all of our lives. Today, Christie has a strategy that you can use as motivation to help yourself transition from loss to gain, from disappointment to acceptance. You can decrease your recovery time and increase your well-being by keeping it B.R.I.E.F.

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81 March Thought Leader: Anthony Iannarino

As part of our Thought Leader series we’re welcoming Anthony Iannarino, a highly respected international speaker, bestselling author, entrepreneur, and sales leader specializing in the complex business-to-business (B2B) sale. He is also a founder and managing partner of two closely-held, family-owned businesses in the staffing industry, leading both entities in strategic planning while growing sales. Anthony is best known for his work at The Sales Blog, which has helped him gain recognition as a top thought leader in sales strategy.

Throughout his career, Anthony has helped people in a wide variety of industries and markets think through and overcome their biggest business challenges.

Learn more about Anthony

On today’s podcast…

1:30 – Adapting to the customer to improve sales performance

4:00 – The future for Anthony Iannarino

6:18 – Disciplines are greater than goals

11:30 – The Lost Art of Closing and the non-linear sales process

16:15 – Avoiding buyer confusion and buyer’s remorse

19:00 – Level 4 Value and becoming a trusted advisor

26:00 – Viewing “differentiation” through a new lens

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80 Are we addicted to the SDR? with Derrick Williams

Our guest this week is Derrick Williams founder of 3Link Consulting. 

Derrick is a highly experienced and accomplished sales professional, spending over 20-years driving sales for businesses of all sizes, from F500 to VC-backed startups.

Derrick’s mission for 3Link is to ultimately help people and businesses reach their goals. He wants to be the “missing link” for businesses who were looking to find new customers. Helping other people win in sales is my idea of success.

We discuss and debate the role of the SDR, it’s relationship with inside sales and the future of face to face selling.

On today’s podcast…

4:42 – SDR vs. inside sales management

6:15 – Jeff compares SDR’s to crack dealers

9:00 – How much prospecting should a rep do in an SDR filled environment?

10:00 – The vital role SDRs play in high-scale, high-growth environments

12:07 – Derrick’s prediction on the future of SDRs and sales teams

16:00 – Is Alexa coming for the average salesperson?

21:04 – Jeff’s biggest problem with the SDR environment

32:00 – Derrick’s “why”

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79 Monday Musing: Sales Lessons from an Arrogant Bastard

Prospecting requires swagger. How much you have and how successful your prospecting will be is up to you.

On this week’s Monday Musing, Jeff is blown away by the swagger of a beer company. Their marketing strategy is aggressive, honest and targeted to ensure that the people they speak to are the people that will line up to buy whatever they release. What lessons can be taken away from a beer company that can have your sales feeling sudsy?

Listen and share with a friend over a cold one.

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78 Badassing your brand with Pia Silva

Our guest this week is, Pia Silva, author of the book Badass Your Brand. Pia is a speaker, Forbes.com contributor and branding expert for Worstofall Design. 

She’s here today to talk about narrowing your brand focus and deciding on where you fit best within your marketplace. It can be a scary process but ultimately one that will make you a leader and expert in your field.

Pia’s ideas on branding and entrepreneur ship will reshape how you think about your business, your prospecting strategies and your sales and marketing philosophies. This episode is a must-listen.

On today’s podcast

3:06 – The history of “brand shrink” and “Badass Your Brand”

8:14 – What’s the brand shrink process like?

11:20 – How do you overcome the fear of choosing your one brand?

17:27 – How did Pia decide on her brand and her niche?

28:49 – Pia’s revolutionary “solopreneur economy” concept

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77 Monday Musing: Your Sales Ecosystem

So many companies and sales managers have gone through the buyer persona exercise as part of a focus on prospecting? Have you?

It’s time to go beyond the buyer persona and start thinking about your sales ecosystem. Who are the subsets of people who are influenced by you directly and indirectly that can lead to future sales?

Your colleagues, partners, customers and competitors, even social influencers, there’s a message for each one of those individuals inside of your ecosystem. There’s a connection or a relationship that needs to be built with each one of those individuals. 

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