27 How Do You Get Your Team Working in Sync? Tracy Larson with WeSuite talks all things CRM


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[vc_row 0=””][vc_column 0=””][vc_column_text 0=””]This week, Jeff and Christie talk all things CRM and Sales Enablement with Tracy Larson, President of WeSuite.  If you have ever struggled through a CRM implementation or aren’t sure if you need a CRM system, this episode is definitely for you.  Some sage advice from Tracy:

  • Don’t over customize the system
  • Make it easy for your team to enter and get data
  • Show performance and predicted performance data to your team
  • Don’t underestimate the value of the coaching process during implementation

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24 Why Sales is Like Golf with Justin Benton

[vc_row][vc_column][vc_column_text]If you are a regular listener of The Why and The Buy, you know that Christie and Jeff are avid golfers.  We believe that golf and sales are very similar and strive to include golfing in our businesses as often as we can.  Justin Benton joins us this week to talk about all the ways that sales and golf are alike.  Some of the key parallels discussed include:

You have to train a little bit every day #whysalesislikegolf @justinbenton Click To Tweet Be consistent and persistent regardless of your numbers #whysalesislikegolf @justinbenton Click To Tweet

You have to work on your weaknesses #whysalesislikegolf @justinbenton Click To Tweet[/vc_column_text][/vc_column][/vc_row][vc_row][vc_column][vc_single_image image=”461″ img_size=”full” alignment=”center” onclick=”custom_link” img_link_target=”_blank” link=”http://www.salesandgolf.com”][/vc_column][/vc_row][vc_row][vc_column][vc_column_text]No one has made it to the top of the golf or the sales game without the right team behind them #hireacoach @justinbenton Click To Tweet[/vc_column_text][vc_column_text]You don't win with the 'big shot', but by the mundane, little things done without a crowd #howsalesislikegolf @justinbenton Click To Tweet[/vc_column_text][vc_column_text]Good golfers and good salespeople invest in coaching and practice #howsalesislikegolf @justinbenton Click To Tweet[/vc_column_text][/vc_column][/vc_row]

23 How to Build a Roadmap to Revenue with Kristin Zhivago

[vc_row][vc_column][vc_column_text]Buyers have changed the way they buy. Mobile and Google have put “anything I want to know or buy – now!” in the palms of their hands. We are literally in the midst of a Digital Revolution when it comes to how people buy. While consumers are buying “at the speed of thought,” companies are still moving at corporate speed. Their sales are slipping as a result.  What is a business to do?

This week, Jeff interviews Kristin Zhivago, author of Roadmap to Revenue about:

  • What the digital market leaders are doing
  • What tools marketers can use to catch up
  • What principles will ensure they make the best use of those tools

 

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22 Cheerleaders and Connectors – A Small Business Guide to Referrals with Joe Schum

[vc_row 0=””][vc_column 0=””][vc_column_text 0=””]Being a small business owner can be overwhelming and if you are the owner of a “service” based business, it’s doubly so.  Not only are you chief cook and bottle washer, but often times, you are so busy DOING the business, you aren’t putting in the time to GET the business.  We all know the best business comes from referrals, but where do you find that ever elusive referral network?

If you have money, then advertise. If you have no money, then socialize. @saysjoeschum Click To Tweet

Joe Schum joins us this week to discuss networking must dos for every busy solopreneur.  Some of Joe’s Gems of Wisdom include:

  • Always have a goal
  • Be consistent and persistent
  • Review regularly
  • Remember it’s not about you

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21 Predictable Prospecting with Marylou Tyler

[vc_row][vc_column][vc_column_text]It seems everywhere we look, someone is talking about prospecting.  What to do, what not to do, how to win, what pitfalls to avoid…It can be overwhelming for even the best sales people to know the right approach to take.

In this episode, we talk with Marylou Tyler, author of Predictable Prospecting about her experience helping companies like Apple, Bose, and UPS grow their revenue by increasing their sales pipeline.  Some of the topics we cover include:

  • How to land crucial meetings
  • Twelve habits of highly successful SDRs
  • How to leverage the right tools for predictable prospecting

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20 Nobody Cares About Your Product with Phil Murphy

[vc_row][vc_column][vc_column_text]It seems everyone is asking “Why do customers buy” these days.  It’s easy to get excited by the latest shiny object in your toolkit, but …NEWSFLASH… nobody cares about your product.  They care about their needs that your product might meet and they care about whether or not they like doing business with you…plain and simple!

Success requires you to wake up, show up, and follow up. Do that and you'll beat 70% of sales people out there Click To Tweet

Sales reps will enjoy this discussion with Phil, but Sales Managers will play it over and over again.  If you have responsibility for more than yourself in your organization, grab a notebook.  You won’t want to miss one single nugget of value on this one.

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19 How to be an SDR Superstar with Morgan J Ingram

[vc_row][vc_column][vc_column_text]Morgan J Ingram joins us on this week’s episode of The Why and The Buy.  Morgan started recording his journey as a new sales development rep a year ago on a YouTube channel called The SDR Chronicles.  If you have ever expressed concern about millennials in the workplace, if you are responsible for hiring a workforce that includes millennials, or if you are a millennial trying to make a difference in the workplace – you MUST listen to this episode.

I thought, if I could get through the hard parts now, everything else in life would be so much easier #millenialsaregoingtosaveus Click To Tweet

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13 Eliminate the Noise – Putting Sales Distractions on Mute

[vc_row][vc_column][vc_column_text]”I’m late, I’m late for a very important date. No time to say hello, goodbye. I’m late, I’m late, I’m late.” Too many of us feel like the White Rabbit in Alice in Wonderland these days.  Busy…busy…busy…We are all just so busy.  Unfortunately, ‘busyness’ does not equate to business and your level of success will be determined by your focus.

Distractions come in all shapes and sizes.  Sometimes they are big and are forced upon us when a loved one is sick or a car breaks down. These distractions deserve our attention and are usually not the culprit of our lack of sales success. More often, the most impactful distractions are sneaky.  They are small, meaningless daily detours; time spent with the wrong people, the wrong technology, or the wrong focus.

“Where do you draw the line between what is productive and what is productive procrastination?”

Although it isn’t possible or even recommended to eliminate all distractions, you can minimize their impact on your overall success:

  • Steer clear of Time Wasters and Naysayers
  • Put technology in it’s place
  • Flip the script in your head
  • Feed your mind

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Don’t give your time to people who don’t deserve it…ignore idiots and zealots – Jeffrey Gitomer

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Flip the script – What if the customer says no? becomes What if the customer says yes? What does that make possible?

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12 Everyone Sells Something with Liz Wendling

[vc_row][vc_column][vc_column_text]Liz Wendling joins us in The Why and The Buy podcast studio this week.  Author of Everyone Sells Something and The Unstoppable Business Woman, Liz shares her insights on selling in the modern world.

Much like a magnet, you are either attracting business or you are repelling it with your sales and marketing messages – Liz

There are so many gems in this episode, we can’t possibly list all of the salient points Liz makes here.  Some highlights to listen for:

  • Why movies like Glengarry Glen Ross have skewed our view of sales
  • Why serving, listening, and sharing are not selling
  • Why technology is killing your business

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They take that outdated approach that didn’t work face to face and then apply it with technology…newsflash, it still doesn’t work

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The hard work is in the discovery..once you do it, you will reap the rewards over and over

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You have a choice, hate selling and go broke or learn to love it and sell in a way that honors everyone involved

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