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Today's show is all about referrals, how to get them and what youโre probably doing wrong.
Itโs a tough market right now, and itโs the perfect time to examine your referral strategies to drive new business conversations.
Todayโs techniques work equally well if youโre an Entrepreneur, an AE or an SDR.
A small percentage of sellers ask for referralsA large percentage of buyers are prepared to give them
We all know the numbers around referrals.So why don't we get more referrals?
Ask at the wrong time or ask incorrectly.If we are not asking, it is because we donโt know how.
2 ReasonsIn this episode, you'll learn 3 easy ways to start asking for referrals like a seasoned sales professional.
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Jay Jensen isn't the CEO of Sales Inc, nor has he written an best selling sales book.
Even though his profile says that he has.
Jay is his own man in his own way and there's a great lesson in here for everyone.
I hope you get a big belly laugh from listening to Jay.You will quickly hear why Jay is able to disregard all the rules on LinkedIn and still be super successful. He's an absolute natural.
He is simply a one-of-a-kind guy.We cover all aspects of sales and social on this one โ lots of great takeaways and there are too many to single out just one.
The big takeaway for me and, I hope for many of you, is that you can often just forge your own path. If you're being true to yourself, you have a message people will appreciate and will respond to.
There are so many ways to make social selling work for you. Jay shows us another way we've not explored before.
Enjoy a laugh with Jay.
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Most sales emails make the same 5 mistakes.
This is a more visual episode than usual.
Why not catch this one on YouTube https://youtu.be/VoGp4KmHy24
In this short 'tear down' I take a good email and make it rock.
Common mistakes are.
๐ All about you
๐ Too long
๐ False compliments
๐ External links
๐ A CTA that asks for too much
What do you think? Is the email better after my re-write or was it better before?Catch all versions of me here.
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In this short episode, youโll hear the incredible story of how the first female Harvard professor of psychology determined that one word can increase your email response rates, meeting acceptances, and almost any scenario in which you need to ask for compliance.
For example, from a prospect, client, or even a colleague.
How did she prove that?
What was the magic word?
How much of a difference did it actually make?Catch all versions of me here.
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Here's the shortest course on sales.
I used this methodology to win almost 3years of sales coaching with Coca-Cola's New Business Team years ago.
Whenever youโre crafting a pitch or a conversation, you should use this framework1: Why should they do anything at all?
2: Why should they do it now?
3: Why should they do it with you?
Most sellers do it the other way around.
Give it a try and let me know what you think.Catch all versions of me here.
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Would your prospect be surprised that they were listed as an Opportunity in your CRM?
Today, Iโll share the big mistake people make that creates ghosting, slows down closing and reduces conversion.
Ok, so the big mistake I see lots of sellers making is they fail to recognise that the way you open a conversation or an opportunity has a direct impact on the speed and likelihood that any particular deal will close.
The big thing to think of here is INTENT versus INTEREST.
Are the people youโre talking to have any INTENTION to buy or are they INTERESTED?
I might be INTERESTED in your fancy new Software but I might not have any INTENTION to make a purchase.
And there is a really big disconnect and some confusion here from many sellers.What happens on the sales side is if we carry out a demo with a prospect. That prospect says, โthis is better than what Iโm using nowโ and they say they are using a competitorโฆ typically the salesperson places that prospect as an opportunity into their CRM.
In 45days time that salesperson will complain that that prospect is ghosting them.
This is not true.Catch all versions of me here.
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People are twice as likely to say yes to your request than you think.
According to Demandbase, Bob Marsh was one of the Top 25 sales executives to learn from in 2022.
He is a keynote speaker and Chief Revenue Officer.
He has spoken all over the USA, including at events as prestigious as Dreamforce.In this episode, Bob talks to us about simplifying our approach to sales. He says we often make sales too complex.
Some of the stats he shares to support his point of view is that we now consume an average of 74Gigabytes of information every single day - that's the equivalent of 16 full-length movies.
And our attention spans have reduced from 12 seconds to just 8 seconds.
So, how we sell and how we communicate needs to adjust to meet the new reality.Catch all versions of me here.
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Are you just like me and get excited about the prospect of a new client conversation only to get really disappointed when you get a' meeting cancelled' notification a couple of hours out from the meeting?
That really sucks.
Well, chances are you can take some of what we've learnt from booking hundreds of meetings every month and having a no-show rate of only 8%
In this short episode, I'll also share how I 'no-showed' my own podcast guest due to them making the same mistakes we tell our clients not to make.
Here's our take.
1: Accept the invite immediately.
2: Send a personalised email.
3: SMS or LinkedIn connect/ message.
4: Email 24 hours before the meeting.
Works a treat.
What's your approach?Catch all versions of me here.
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I thought a good way to start the year would be with a guest episode from an interview I did very late last year.
The show was called โThe Investor Intelligence Podcastโ and hosted by a young man called Jacob Keanes, a nice guy a great podcast.
The reason I thought Iโd start here is this chat covers a lot of the fundamentals of being good at selling.
And I think that's an excellent place to start the year as we come back from our breaks, and I also think that sales fundamentals are going to be critical to get right for sales success in 2024.Catch all versions of me here.
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Kristie Jones is a high-energy, high-IQ, and low-BS sales professional.
There is some great tactical stuff in this episode, delivered in very clear language.
In fact, this episode is so good I shared the pre-release recording with two of my clients so they could access Kristie's ideas as soon as possible.I knew I was going to enjoy this conversation, and I did.
At a high level, we are discussing how to hold your prospects accountable.Some of the things we talked about are.
How to correctly map out your sales process.Why we should embrace the tension in sales How to not get ghosted by prospectsHow to stop deals from stallingWhy do you need to send a โDear Janeโ letter to your prospects once they start ghosting you, and what should be in that letterThis is a terrific, tactical episode.
Look Kristie up via her website or via LinkedIn ๐https://www.salesaccelerationgroup.com/
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We are revisiting Dean Mannixโs very popular episode on how to run your own sales kick-off.
Not only is it a great episode - itโs about that time of year for you to start thinking about your sales kick-off and this is as good an outline as youโll get.
There are also a bunch of valuable downloads on his website.
https://deanmannix.com/
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If thereโs one thing thatโs universal for sellers itโs sales fear.
Fear of rejection,
Fear of cold calling,
Fear of failure,
Kayโs episode on how to handle sales fear makes it into the best of the best simply because itโs so foundational, so fundamental that if we don;t get this right we will struggle with all other parts of selling.
I hope you enjoy this one as much as I did.Catch all versions of me here.
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This super short episode is based on the first-hand research weโve done to work out when people pick up and as the title suggests - you need to make 4 dials per prospect as a minimum.
The best thing about this is it's based on Australian research.
So you know it's relevant for you.Catch all versions of me here.
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This episode we are revisiting James Watsonโs episode on how he got 170 meetings in just 14 weeks.
James Watson has been on the podcast 1,000 times. (Ok maybe not 1,000) but he is our most featured guest and thatโs because he always has some innovative and powerful ways of engaging with prospective clients. He is also our most popular podcast guest.
This time he is talking about private LinkedIn groups - something we thought was dead but is actually a interesting tactic.
Weโve had several people that I know of start their own LinkedIn group, including myself.
Enjoy this Best of the best episodeโฆ.Catch all versions of me here.
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3 Big predictions for sales in 2024.
David Kreiger is the President of SalesRoads.
A Lead Generation, Appointment Setting business in the USA.David has a bunch of experience in the outbound space and today he shares his 3 big predictions for 2024.
Of course, we go into a bunch of detail about those three predictions, but as the headline his three predictions are
1: The phone will make a comeback as a prospecting channel.
2: Email will be more targeted and more relevant than it is today.
3: Data collection and aggregation is going to become really important. For outbound.
David also shared some of his preferred current tech stack and we take a deeper dive into things like targeting and other parts of building a high-performing sales function.
So if youโre involved in outbound or building outbound teams - this is going to be helpful for you.Catch all versions of me here.
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Gabriel Lullo is the CEO of a company called Alleyoop.
Theyโre a prospecting agency or AKA an outsourced SDR agency, so he knows outbound back to front.
Gabriel has run a sales team of more than 1500 and trained over 8,000 reps.Gabeโs a great guy to talk to, and he is completely transparent in sharing what is working for his team now and what he thinks is going to work in outbound going into 2024.
Gabe explains in detail how his team can make 250 dials a day - each- yet they still engage with their prospects with relevance and authenticity.
Now, on the first pass, you might think those two are in conflict - but if youโve built intelligent systems, they can operate together.
Gabe shares some of those systems in this chat, including his tech stack and that Alleyoop is also a big supporter of using GIFFS, Voicenotes and Video in their outreach.Catch all versions of me here.
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When I initially posted this a couple of weeks ago it had an error that meant it would not play any audio.
I have now fixed that error. Apologies for the delay in getting this to you.
Posting on LinkedIn with only a low level of interaction?
Maybe your LinkedIn network is not very strong.
How could you tell?
Grab the visual on YouTube:
Check your LinkedIn's network strength.
I'll argue that quality is far more important than quantity for 95% of people on LinkedIn.
Having a strong network is much, much better than a big network.
But how do you test the strength?
Give this test a try, it'll take you only 3mins to conduct, and it just might change your approach to LinkedInCatch all versions of me here.
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This episode is now available on YouTube. https://youtu.be/zlBVR8Sx_Eo
Despite their best efforts, most salespeople are being ignored and ghosted by their prospects.
The reason?
They're just not gaining the attention of those buyers.
Automation and templates have made most emails and most phone conversations land flat.
So you have two options to gain attention.
1: Go for entertainment.
Giffs, Links, PDFs or personalisation "I notice you're hiring SDRs" or
2: You stand out by your high level of business acumen and can demonstrate how you can help buyers with what they're focused on.
Andrew Vidler, Derek Stewart & Kevin De Beer join me on a panel-type Q&A to discuss.Catch all versions of me here.
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Dr Yekemi Otaru is the Chief Growth Officer and Co-Founder of Sales Enablement Consultancy, Doqaru.
In this show, Dr Yekemi Otaru joins us from Scotland. Yekemi is an Author, a DR, A Top LinkedIn marketing voice, the 2022 Social Entrepreneur of the Year and the Small Business Entrepreneur of the Year.
We talk about.
Whatโs changed in social selling from 2016 to 2023.
How to get started in social, whether you're brand new or a bit more experienced.Yekemi's 6 Pโs of Social
Mark's 5 x 5 x 5 strategy
& the 4:1:1 posting strategy.
So, regardless of whether youโre a social selling newbie or a more experienced practitioner - you're going to love this chat with Dr Yekemi Otaru.Yemei's book The Smart Sceptic's Guide to Social Media in Organisations
Yekemi Email: [email protected]Catch all versions of me here.
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Derek is an Australian BDM who talks a hundred miles an hour and I think he does that thatโs because he is a busy guy.
Derek shares some great insights about how he keeps new business meetings coming his way and he is a great example of someone who is making sales fun.Dereks prospecting takes all types of formats
He runs a podcast
He hosts breakfasts
He hosts group lunches
He creates speaking panels and get prospects and clients to guest speakHe sends things in the mail.
Customised Bottles of wineCards with a QR code on them
Of course, he also does the usual
Makes cold calls.
Sends emailsSends messages on LinkedIn
In addition to all that., Some of the topics we cover are
Why you need to think like a Venture Capitalist when youโre evaluating your next sales role and what to consider.
How for a bunch of sellers the ability to actually make your target is, as he calls it, a suicide mission.
We talk about Commission structures. Why they need to change.
And has sales lost it fun?What happened to the long lunches the flights and golf games?
Lets jump in and listen to the The PRINCE of Prospecting, Iโm Mark McInnes and this is the best of Sales Skill podcastCatch all versions of me here.
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