Emerge on Purpose

Emerge on Purpose: Mastering the Art of Sales Enablement

In this episode, Pete and Lindsay are joined by Roderick Jefferson who is the CEO of Roderick Jefferson and Associates. Roderick Jefferson is an internationally recognized, business-focused speaker. Pete and Roderick Jefferson have a mutual passion for helping salespeople become successful. Roderick talks about how he began coaching athletics due to the symbiotic relationship between what he received and was doing professionally, and how it relates to learning how to deal with other teammates, handle winning and losing, and constantly improve through practice.

Join us for a discussion on mastering the art of sales enablement and building connections to provide support. This skill is crucial not just for sales professionals, but for anyone looking to better understand and meet the needs of their customers and colleagues.

Watch this episode if you're a sales leader who wants to boost results and team success. Learn practical strategies and techniques to optimize sales performance and reach your revenue targets. Get ready to take your sales game to the next level!

Timestamps

0:00:00 - Conversation with Roderick Jefferson: Accelerating Speed to Revenue and Increasing Productivity

0:02:43 - Sales Enablement Professional Discusses Challenges of Assisting Salespeople

0:04:50 - Strategies for Building Rapport, Community, and Customer Service 0:06:33 - Heading: The Impact of AI on Sales Enablement

0:08:55 - Exploring the Impact of AI on Sales: Helpers vs. Sellers

0:12:47 - Conversation on Differentiating Between Sellers and Helpers

0:14:54 - The Value of Hiring Athletes for Sales Teams

0:19:16 - Exploring the Difference Between Managers and Leaders in Sales

0:24:12 - Qualities and Attributes Needed for Successful Salespeople in Today's World

0:29:20 - Critical Skills Needed for Salespeople and Leaders

0:31:00 - Qualifying Prospects and Effective Leadership

Key Highlights:

- Adjusting to the new virtual environment presents challenges in building rapport with customers and staying engaged in virtual meetings

- Importance of finding ways to help customers increase productivity and efficiency while working virtually

- Some sales reps were initially resistant to the shift to virtual meetings 

- Transitioning to AI may be difficult, but will likely create more productivity in the end.

New Quarter, Same Money-Making Behaviors: Sales Activities that Close Deals

In this episode, Pete and Lindsay break down each quarter and the behaviors, attitudes and techniques involved.

As sales leaders, do you know why this particular quarter is important for your team members?

Do they have a specific behavior-plan, focused on money-making activities that they can track, tweak and repeat?

Do they have the skill-sets to execute to make the most of every opportunity? Tune in for more!

 

2:20-3:13 BAT Going into a New Quarter

8:29-9:30 Why is this Quarter Important to You?

9:40-10:37 Active Listening is Part of Observation

13:56-15:00 Tracking Leading Behaviors 16:30-17:15 Accountability and Motivation

20:04-21:07 Work Hard. Work Smart.

Money-Making Behavior Examples:

• Re-capture Reach-Outs

• Asking for Intros to Other Departments

• Channel Partner Reach-Outs

• Tech Partner Reach-Outs

• Client Business Reviews

• Client Reach-Outs/Warm Touches • Target Account Reach-Outs

• Social Networking Time  LinkedIn First Connection Requests  2nd Connection Research / Intro Requests  1st Connection Research Ask yourself:

• What is going to be the most effective for you?

• What is something you can commit to doing on a weekly or monthly basis

• What are your top 3-5?

 

Reach out to us for learn more about cookbooks and money-making behaviors: https://www.salefish.sandler.com/discovery

Emerge on Purpose: 3 Coaching Tips to Turn B Players to A Players

What's the makeup of your team? 

Whether you are new to leadership or inheriting a new team - first things first - we must assess our players. 

The A Players - The Super Stars

The B Players - Good, Not Exceptional

The C Players - Fall below expectations

Sales Managers tell us they are:

• Unsure how to approach a coaching cadence with the 3 different types of players

• Lack the how-tos when unlocking motivation for the C-players

• Concerned about how to keep the A-players happy and engaged, so they don't look elsewhere

If this sounds like you, tune in:

0:00 Intro

More details coming soon!

 

Pete and Lindsay will discuss 3 coaching tips, specifically, to turn B players to A Players.

Top 5 Reasons #5: No Clear Understanding of the Investment Process

We are often unclear on the client’s process of investing in new products or services.

How does this show up within our opportunities?

• Claim too little budget, wrong budget cycle or release time.
• Demand pricing early to justify going up the chain.
• Customer uses words like spend vs invest.

What can I do to prevent this from happening?

• Get comfortable asking about budget early and often.
• Map out path to budget to avoid late stage hurdles.
• Leave yourself time for budget solutions.

Time Stamps:

* :54 - Head Trash around Money Concept and How it Gets In the Way
* 11:00 - Clarifying Their Investment Process 11:00
* 12:30 - Ask-Bracket-Create (Budget Step) Example
* 14:50 - Roleplaying ABC Technique (CIGAR)

Top 5 Reasons Deals Don’t Close #4: No Pain No Sale

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

 

Top 5 Reasons Deals Don’t Close #3: Underdeveloped Champion

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

Top 5 Reasons Deals Don’t Close #2: We’re Not Talking to All the Decision Makers

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

Top 5 Reasons Deals Don’t Close, #1: We Focus on Our Timeline; Not Theirs

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

Emerge on Purpose: The OODA Loop Applied to Sales (Observe-Orient-Decide-Act)

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.

Episode 15: 3 ’Must Haves’ When Hiring Top Sales Talent (Hi Tech)

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.