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The podcast that helps sales reps and sales leaders emerge on purpose.
Episodes
Tuesday Mar 14, 2023
Tuesday Mar 14, 2023
If you don't uncover the emotional reason to buy, it is unlikely you will get the sale.
Sales reps must ask themselves: "in my discovery process, have I gotten beyond superficial pains to gain a clear understanding of the business impact and/or the individual’s personal impact?*
How does this show up within our opportunities?
- Smaller deals or deals focused entirely on price (this for that)
- Limited scope deals
- Lost deals; notably to doing nothing
What can I do to prevent this from happening?
- Build urgency by understanding the difference between ‘symptom’ (what) & pain (why).
- Design a solution grounded on solving a customer problem / business outcome.
Time Stamps:
* 1:30 - Pain Iceberg, Why aren’t we getting to impact?
* 5:30 - Rushing to the present
* 7:40 - Self Reflecting on Your Pain Step
* 12:30 - UFC before Pain + Open Ended Questions
* 17:40 - Using CIGAR: Amateur Reps and Helping them Climb
Tuesday Feb 28, 2023
Tuesday Feb 28, 2023
Have we identified and validated someone who wants us to win? A champion is someone who has access and influence over power and money.
How does this show up within our opportunities?
* Doesn’t act as true partner
* Wont work with us to sell internally
* Wont introduce us to anyone higher
What can I do to prevent this from happening?
Better chance of winning if we understand their ...
* personal gain & connection to the business
* ability to access and influence budget
* level of credibility to get it done
Time Stamps:
* :45 - What is a Champion?
* 3:45 - Coaching when a Champion is not yet developed
* 5:45 - Champion & Qualification - Pain, Budget, Decision
* 9:42 - Two types of Managers - 1 Drives Fear, 1 Drives Comfort
* 13:35 - CIGAR the Underdeveloped Champion
* 15:30 - Champion Building: Red Light / Green Light Moments
Wednesday Feb 22, 2023
Wednesday Feb 22, 2023
In complex, enterprise selling, we need to branch out beyond the people that we’re already influencing and gain buy-in from all decision-makers. Specifically the Economic Buyer!
How does this show up within our opportunities?
- Contact won’t introduce you to anyone higher
- Contact won’t work with you to sell internally
What can I do to prevent this from happening?
- You clearly understand the decision-making process and who is involved
- Gain access to true economic decision makers
Time Stamps:
* 1:04 - Why is this a Challenge?
* 3:03 - 3 Wide 3 Deep Decision landscape
* 10:00 Understanding the Decision Making Process & Earning the Right
* 17:30 - CIGAR Recap - Strip line + Intro Ask
Tuesday Feb 07, 2023
Tuesday Feb 07, 2023
Inadvertently, we tend to apply pressure on our prospects as we’re focused on our own needs, priorities and timelines. We must always put the client first, and do so via discovery of the decision making process.
How does this show up within our opportunities?
* Opportunity lacks urgency
* The close date is dictated by our timeline
* Contact is easily stalled, doesn’t do as committed
What can I do to prevent this from happening?
* Clarify sense of urgency
* Mutually agreed upon close date
* Avoid deals stalling, pushed or ultimately lost
Time Stamps:
1:29 -What’s the Challenge??
5:15 - How does it manifest? Forecasting: Supervisor vs Coach
8:05 - CIGAR Coaching Matrix Applied to Closing Dates
11:19 - Navigating the Decision Step
13:30 -'Why Now?' Questions
Tuesday Sep 27, 2022
Tuesday Sep 27, 2022
THIS PODCAST IS FOR YOU IF:
You find yourself delaying action, over-thinking, getting stuck in analysis paralysis, or lacking the “guts” to take action in your career or personal life - this podcast will provide you with tips and tricks to Observe-Orient-Decide and Act in a manner that is consistent with what you want. IF you are always seeking to sharpen the saw when it comes to making faster, efficient and more informed decisions - TUNE IN!
0:00 Intro
1:35 What is the OODA Loop and How Does it Relate to Sell?
3:30 How Decision Making Plays Out on a Battle Field
8:10 The Keys to Observe and Orient to Put Yourself in the Position to Win
10:55 Where we Miss the Mark in Real World Situations (not listening)
13:45 OODA Loop Applied to Leadership
20:00 How to Stay Flexible during Pressure Situations
21:30 Mastering the OODA Loop in Sales Pete, Lindsay and Rich will discuss: -how to prevent analysis paralysis and ACT! -leverage active-listening in sales and leadership roles to be a stronger team -using the OODA loop to promote a culture of continuous improvement -allowing your team to fail forward - you’ll either win or learn!
SaleFish LLC | Sandler Training Excels at Sales & Sales Management "How-Tos"
-Are you responsible for building a robust pipeline and hitting a monthly quota?
-Do you feel stuck on how to connect the dots?
We at Sandler SaleFish excel at the “how tos” in sales and sales management. Book a discovery meeting with us today. A Discovery Meeting is a simple exchange of information to determine fit. A discovery between two parties, Nothing more. We’ve helped thousands of purpose-driven sales leaders just like you to shorten sales cycles, consistently meet sales forecasts, and roll-out proactive business development behavior plans that work. Go to salefish.sandler.com/book-a-call. Until then – keep climbing.
Wednesday Jul 13, 2022
Wednesday Jul 13, 2022
Bad hiring decision can cost you 30% of the individual’s first-year potential earnings!
Hiring Managers tell us they are:
• Tired of acting out of desperation to fill an empty position
• Lacking a hiring template that gives a step-by-step road map for all parties involved
• Concerned as to why their favorite candidate interviews like a rock-star but performs like a dud If this sounds like you, tune in:
0:00 Intro
Pete and Lindsay will discuss 3 'must haves' when hiring top talent, Listeners will learn:
• Specific traits to interview for - that you won't find on a resume or LinkedIn profile!
• The attitudes, behaviors and techniques of winners to ensure you hire the best-fit • How to determine who say they can vs who actually will
SaleFish LLC | Sandler Training Excels at Sales & Sales Management "How-Tos"
Are you responsible for hiring reps who can build a robust pipeline and enjoy the "hunt"? Do you feel stuck on how to do so expediently, yet thoughtfully? We at Sandler SaleFish excel at the “how tos” in sales and sales management. Book a discovery meeting with us today.
A Discovery Meeting is a simple exchange of information to determine fit. A discovery between two parties, Nothing more. We’ve helped thousands of purpose-driven sales leaders just like you to shorten sales cycles, consistently meet sales forecasts, and roll-out proactive business development behavior plans that work.
Go to salefish.sandler.com/book-a-call. Until then – keep climbing.
Wednesday Jun 22, 2022
Wednesday Jun 22, 2022
THIS PODCAST IS FOR YOU IF:
You understand that your leadership role goes well beyond supervisor, you understand that sales coaching comes with the territory and make the time, energy and effort to do it on a consistent basis. Why should you tune in? Suzette will share 4 best practices for sales coaches that are game changers; not only do they involve attitude and mindset but actually getting out of your comfort zone to roleplay! Let's sharpen the saw, shall we?
Listeners will understand how to set a coaching environment, subtle shifts to build a 'fail forward' culture and ensure your people can win, without you. If you're a sales leader - 8 days, 8 months or 8 years in - you will takeaway something from this!
0:01 Why Is Coaching Important?
5:08 How to Prevent Yourself from Rescuing Your Reps (for real)
9:00 What Clear Expectations Really Sound Like (Beyond quotas and territories) 11:28 How To Make Roleplay Less Scary
14:55 Understanding Internal Motivation (what's their WHY? - it may not be $!)
SaleFish LLC | Sandler Training Excels at Sales & Sales Management "How-Tos"
Are you responsible for building a robust pipeline and hitting a monthly quota? Do you feel stuck on how to connect the dots? We at Sandler SaleFish excel at the “how tos” in sales and sales management. Book a discovery meeting with us today.
A Discovery Meeting is a simple exchange of information to determine fit. A discovery between two parties, Nothing more. We’ve helped thousands of purpose-driven sales leaders just like you to shorten sales cycles, consistently meet sales forecasts, and roll-out proactive business development behavior plans that work.
Go to salefish.sandler.com/book-a-call. Until then – keep climbing.
Friday May 13, 2022
Friday May 13, 2022
THIS PODCAST IS FOR YOU IF:
You're an ambitious, driven go-getter....willing to put in the work, get uncomfortable and get into a daily grind BUT are struggling to keep a consistence cadence. "Fires" get in the way, emails/calls/texts are constantly popping up, and your money-making behaviors are constantly getting pushed back due to distractions and solving other people's problems. Pete and Lindsay will discuss time hacks that actually work!
Listeners will understand the mindsets you need to protect your time and simple tricks-of-the-trade, that after 20 years in sales, are proven and reliable. Time is our most precious asset -in sales (and life!) - let's figure out how to manage it once and for all.
SaleFish LLC | Sandler Training Excels at Sales & Sales Management "How-Tos"
Book a discovery meeting with us today. A Discovery Meeting is a simple exchange of information to determine fit. A discovery between two parties, Nothing more. We’ve helped thousands of purpose-driven sales leaders just like you to shorten sales cycles, consistently meet sales forecasts, and roll-out proactive business development behavior plans that work.
Go to salefish.sandler.com/book-a-call. Until then – keep climbing.
Tuesday Apr 26, 2022
Tuesday Apr 26, 2022
THIS PODCAST IS FOR YOU IF:
You sell large, enterprise deals and need to establish a strong partnership (CHAMPION) within the organization. Question is, how do you build a champion who sells on your behalf because 1) they want you to win and, 2) they have access and influence to POWER and MONEY.
In this episode you will learn: -the mindset required to build a champion -ways to identify your champion -specific questions to ask to test your champion -techniques to build trust and credibility, and reduce self-orientation
0:00 Intro
1:40 Definition of a Champion
4:55 Earning the Right to a Champion
10:50 Understanding Your Champion's Why
15:30 You've Got Pain, Now Build Your Champion
23:00 Order Matters
26:30 Testing Your Champion - Do They Have Influence?
Pete and Lindsay will discuss what attitudes, behaviors and techniques are necessary to build champions? What does 'authenticity' really look like and sound like in a selling opportunity? What types of questions are important to ask?
SaleFish LLC | Sandler Training Excels at Sales & Sales Management "How-Tos"
Do you ever find that your prospect’s decision-making process is a mystery? Do you get stuck with people who claim they can make decisions, but really can’t? Do you feel stuck on how to connect the dots?
We at Sandler SaleFish excel at the “how tos” in sales and sales management. Book a discovery meeting with us today. A Discovery Meeting is a simple exchange of information to determine fit. A discovery between two parties, Nothing more.
We’ve helped thousands of purpose-driven sales leaders just like you to shorten sales cycles, consistently meet sales forecasts, and take control of the sales process – once and for all.
Go to salefish.sandler.com/book-a-call. Until then – keep climbing!
Thursday Apr 14, 2022
Thursday Apr 14, 2022
THIS PODCAST IS FOR YOU IF:
If you find that prospecting keeps getting pushed to the side...your time is filled with client calls, fire fighting, salesforce tasks, but you never quite get to the cold prospecting activity, this is for you.
Pete and Lindsay will discuss 4 'hacks' to stay proactive with top of funnel activity. Listeners will understand how to:
- develop the proper mindset to 'fail forward'
- define money-making behaviors
- calendar hacks and more!
Podcast Outline:
0:00 Intro
1:42 Solving the Riddle of Proactive Top of Funnel Activity
4:34 Know Your Why and Stop 'Shoulding' on Yourself
10:02 Know the Measurables Your Need to Hit Your Number
14:25 Planning Meets Action: Create, Track, Adjust
19:06 Sandler Success Triangle
Sandler SaleFish Excels at Sales & Sales Management "How-Tos"
Are you responsible for building a robust pipeline and hitting a monthly quota? Do you feel stuck on how to connect the dots? We at Sandler SaleFish excel at the “how tos” in sales and sales management. Book a discovery meeting with us today. A Discovery Meeting is a simple exchange of information to determine fit. A discovery between two parties, Nothing more.
We’ve helped thousands of purpose-driven sales leaders just like you to shorten sales cycles, consistently meet sales forecasts, and roll-out proactive business development behavior plans that work.
Go to salefish.sandler.com/book-a-call.
Until then – keep climbing!