88 April Kickoff: Reach and Reputation Month


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[vc_row 0=””][vc_column 0=””][vc_column_text 0=””]In this episode we’re recapping some of the amazing things we’ve learned from our guests in the month of March and introducing our theme for April: reach and reputation. This month we’ll explore how to extend your reach in whatever market you are in and gain the reputation that will lead you to more relationships, more referrals and ultimately…more sales.

!ANNOUNCEMENT! We’re excited to announce the release of the beta version of our Small Business Breakthrough Program this month and we need your help. If you want to know more about owning and operating a small business from two people who have been through it all (…us) then email breakthrough[at]thewhyandthebuy.com for more information.

On today’s podcast

5:00 – Find out about Jeff’s new ebook

8:00 – Recapping the month of March: Pia Silva helped us badass our brands

11:00 – Derrick Williams joined us and faced down our SDR/BDR skepticism and fear

17:00 – On our Monday Musings this month we kept it brief, kept adapting and kept it going.

19:30 – The amazing Anthony Iannarino joined us as our March Thought Leader

21:30 – Larry Levine brought his unique journey and discussed how to prospect and build a loyal following.

22:30 – The brilliant Matt Goudy, aka the Sales Renegade, came on and talked some sales heresy

26:15 – Our third Book Club book is…in the books! Our final thoughts on Building a Storybrand.

29:30 – A preview of what’s coming up on April’s reach and reputation month!

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85 The Non-Negotiables of Selling with Larry Levine

[vc_row 0=””][vc_column 0=””][vc_column_text 0=””]Our guest this week is, Larry Levine. Larry went from the old-school copier sales industry to  helping salespeople everywhere develop new-school business development strategies as co-founder of The Social Sales Academy.

Larry coaches sales reps to leverage social to build out their credibility, prospect for new business opportunities and to protect their current account base. In 2009 Larry started incorporating LinkedIn and social into his sales process. Using the LinkedIn platform and techniques he perfected, Larry closed over $1,300,000 in new business in 2014. Now, Larry coaches sales reps to leverage brand building via LinkedIn while integrating into their sales process to maximize their success.

In this fascinating episode we discuss his background, where he learned to be a great sales rep and how he transitioned from order taker to sales helper.

On today’s podcast…

4:00 – How do you maintain energy and differentiate in a slow to change industry?

9:00 – Larry’s sales philosophies and non-negotiables

13:40 – Why do tenured reps find it so hard to define “hunter” vs. “farmer”?

17:57 – What motivates Larry everyday and where he learned to be a great sales rep

24:50 – Larry calls BS on sales buzzwords and the “great relationships” most salespeople think they have with their clients

42:00 – Larry’s second why: the relationship funnel

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84 Monday Musing: Quality over Quantity

[vc_row 0=””][vc_column 0=””][vc_column_text 0=””]A few weeks ago Christie discussed “Quantity over Quality” for preparation month. This month is all about prospecting and Jeff is flipping the script on that idea in this week’s Monday Musing. Does it still make any sense to dial for dollars? To make 100 cold calls a day? Or is some of that time better spent building relationships that will lead to greater sales?

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83 Becoming a Sales Renegade with Matt Goudy

[vc_row 0=””][vc_column 0=””][vc_column_text 0=””]Our guest this week is, Matt Goudy and he’s a renegade in his industry. He’s also the Country General Manager of Medacta USA, a leading medical device company.

Matt shares with us what has made Medacta so different in a market where differentiation is so difficult. He shares with us the powerful prospecting advice he gives to his new sales reps who have taken his sales leadership and increased Medacta’s performance in the US tremendously.

Listen to find out how patience and persistence can help make you a renegade and increase your sales productivity for the next 10 years.

Connect with Matt on LinkedIn!

On today’s podcast

3:45 – What makes a renegade company?

12:20 – Introducing new strategies and education to combat a lack of product differentiation

26:25 – Matt’s philosophy on prospecting in new marketplaces

28:30 – The power of “checking back” and talking to everyone

37:00 – How Medacta’s company culture leads to customers selling for them

41:20 – https://www.ted.com/talks/malcolm_gladwell_the_unheard_story_of_david_and_goliath

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80 Are we addicted to the SDR? with Derrick Williams

[vc_row 0=””][vc_column 0=””][vc_column_text 0=””]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

[vc_row 0=””][vc_column 0=””][vc_column_text 0=””]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

[vc_row 0=””][vc_column 0=””][vc_column_text 0=””]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

[vc_row 0=””][vc_column 0=””][vc_column_text 0=””]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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[/vc_column_text][/vc_column][/vc_row]

76 March is Prospecting Month

[vc_row 0=””][vc_column 0=””][vc_column_text 0=””]We’re wrapping up our month-long quest to get you sales prepared and getting you ready for March and our new theme, prospecting.

Join us as we relive and analyze the best moments from February and discuss what amazing guests and topics await our deep dive into the art and science of acquiring more business.

On today’s podcast

1:15 – Where are you in sales as we enter March?

3:00 – Avoiding the Q4 blitz

12:00 – Recapping February’s focus on preparation

17:50 – We interviewed a very smart, very inspirational circus clown

23:00 – Camille Clemons helped us go for the GOAL

27:20 – Find out about our AMAZING March guests

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[/vc_column_text][vc_text_separator title=”Discussed in This Episode” color=”blue”][/vc_column][/vc_row][vc_row 0=””][vc_column][vc_raw_html 0=””]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[/vc_raw_html][/vc_column][/vc_row][vc_row 0=””][vc_column 0=””][vc_column_text 0=””][/vc_column_text][vc_text_separator title=”Significant Quotes” color=”blue”][/vc_column][/vc_row][vc_row 0=””][vc_column 0=””][vc_column_text 0=””]You have to know about your ecosystem, you have to ask great questions that are going to get you more information to help you to understand that the environment that you're working in, and then you have to be able to shift gears… Click To Tweet[/vc_column_text][vc_column_text 0=””]If you can't differentiate, you can't sell. Click To Tweet[/vc_column_text][vc_column_text 0=””]When your point of view gets altered and gets better, you are able to offer more and much more rewarded as a result Click To Tweet[/vc_column_text][/vc_column][/vc_row]