The Sales Prescription Podcast (Knucklehead Media Group)
Explorez tous les épisodes de The Sales Prescription Podcast
| Date | Titre | Durée | |
|---|---|---|---|
| 17 Jan 2022 | Tips for Effective Prospecting: Customer Profiles | 00:30:08 | |
Every business needs to know who their ideal customer is in order to grow. When you have an ideal customer profile, it becomes much easier to make decisions about your marketing strategy and product development. It is a powerful tool that can help guide your business in the right direction.
It can be challenging to figure out who your ideal customer is. But luckily, Rusty Jensen and Ron Halbert have prepared a prescription to help individuals and organizations create their ideal profile of a customer.
In today’s episode of The Sales Prescription Podcast, Rusty and Ron discuss in-depth the key aspects of prospecting from a B2B perspective, why customer profiling is the foundation to effective prospecting, and how the salespeople's success should start at the leadership level.
The key aspects of prospecting:
Enjoy!
In This Episode 2:16 - Why getting caught up in the numbers game when prospecting hurts salespeople
3:23 - Ron's story about how working hard in the wrong direction is demoralizing
6:04 - How the sales machine is similar to an actual engine
7:34 -The three aspects of prospecting from a B2B perspective
8:38 - The most important aspects of building a market profile
10:55 - What new sales reps need to do to sell their products
13:41 - The power of ‘intent’ when it comes to sales
17:55 - How to decide which persona to target within an account
22:11 - How to determine if you have targeted the right account, market, and contact
23:56 - Why data is important from the sales perspective
27:14 - How ‘the sales prescription' works for both individuals and organizations
Favorite Quotes 9:33 - "So it's not to say that you can't pursue any market. But when you look at your customer base, you'll start seeing these trends of which markets are actually fit. And then one of the things you have to avoid is this temptation that comes from scarcity to try to go after everybody. And you can, you just have to do it in order of priority. That's a secret sauce." - Rusty Jensen
21:51 - "You do not want to be working super hard, running the wrong direction. You're not going to finish the race running in the wrong direction. So you want to make sure that you're directed in the right way." - Ron Halbert
26:29 - "If you don't set your people up for success, you're doing the opposite. And so all this profiling that happens, there are tools out there that can do it. But it should happen at a leadership level. A rep should be able to walk into work and know exactly what market, what account, and what contacts they should be targeting because that should have been built out for them." - Ron Halbert
27:14 - "The sales prescriptions we're writing here, they're for you and they're for organizations. We want you to have the kind of skills where you can be thrown into any pond and you can swim. But what we also want to do is help clean up the pond." - Rusty Jensen
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| 21 Mar 2022 | Cold Calling and the Perfect Pitch | 00:33:27 | |
hen it comes to sales pitches, most people think of manipulation and persuasion. This simply isn't the case. A great sales pitch is about making a connection. It’s the process of bringing a prospect into the conversation, getting to know their goals, and helping them find a solution to their problem. The best salespeople know that having a well-crafted sales pitch can make the difference between making a sale and losing a customer. How can sales professionals create a pitch that gets prospects engaged? In today’s episode of The Sales Prescription Podcast, Rusty and Ron talk about cold calling and the perfect pitch. They will speak about what makes a cold calling pitch different from a classic sales pitch, Rusty’s thought process for creating the perfect sales pitch, and how salespeople can be very good at delivering pitches. Steps to writing the perfect sales pitch:
Enjoy!
In This Episode 01:46 - What makes a cold calling pitch different from a classic sales pitch 03:59 - Ron's first experience with sales and doing a pitch 07:39 - To script or not to script when selling 10:12 - Rusty's thought process for creating the perfect sales pitch 24:13 - How to get prospects to show up after setting up an appointment 27:33 - How salespeople can be very good at delivering sales pitches
Favorite Quotes 32:26 - "Don't become a clone. Don't become your boss. Don't become the top rep on the team. Be you, but be prepared on what you should say and follow these principles. Make sure you master the principles we put down. The principles stay, your personality comes in and it's applied to this framework." - Ron Halbert and Rusty Jensen 08:31 - "The reason that salespeople are in the top earners at most companies is that it requires more. It requires human connection, the ability to connect with other people." - Ron Halbert 15:59 - "One of the things that'll beat down a salesperson is having a lot of negative interactions with people where people are aggressive and mean to you. And if you don't acknowledge that you interrupt them and you don't go right to validate their role, you're at risk." - Rusty Jensen 29:01 - "If your company is not facilitating a situation where you can embarrass yourself and do role plays, facilitate them yourself. Find ways. Get with people on your team, schedule meetings, do pitches in front of them, and allow them to correct you. Take it with a grain of salt and just make yourself better." - Ron Halbert 31:40 - "You've heard us talk about authenticity. You've heard us talk about character. You've heard us talk about communication. All of this is designed to humanize who you are. All of it is designed for you to be yourself. That's why we want diversity in our sales organization because we know that different people are going to connect with different types of people." - Ron Halbert
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| 12 Apr 2022 | From Sales to Marketing with Zoe Hartsfield | 00:39:07 | |
Making a career change or advancement can be challenging at times. It isn't just about making a career decision, but it is about making a life decision. While there are a variety of career paths to choose from, doing something that matters, especially when it comes to your work, pays off in dividends. In today’s episode, Ron and Rusty are joined by Zoe Hartsfield, Community Manager at Spekit. They will talk about how Zoe applied the concept of 'enabling' to salespeople and sales developers, the tools she finds useful for her marketing team, and her coaching techniques for setting reps up for success. Zoe is a community & enablement enthusiast. Her career began as a traditional sales representative. But rather than advancing her career as an account executive, she chose the career path she believes she will be good at. A true community architect, Zoe grew Spekit’s social media (LinkedIn & Instagram) presence by 50% in the first 90 days, generated the company’s first ever community influenced pipeline, and successfully executed series B social blitz and PR announcement during the first week on the job. Enjoy! In This Episode 00:48 -Backstory of Zoe and what inspired her to become a marketer 03:28 - How she applied the concept of 'enabling' to salespeople and sales developers 08:03 - A few of the tools Zoe finds useful for her marketing team 14:00 - Zoe's tips on using video to humanize the connection process 15:02 - How mental health apps can be very valuable for sales development reps 19:18 - Zoe's coaching techniques for setting reps up for success 28:03 - A winning combination for landing a meeting 32:15 - The most common mistake sales reps make when it comes to emails 33:23 - Her word of advice for SDRs who want to grow in their careers Favorite Quotes 03:01 - "Conversations with strangers, that's like a good life skill to have. I think about how sales development set me up to run my side business. I would not be able to do that if I didn't know how to take an inbound lead and convert it." - Zoe Hartsfield 07:21 - "I have a mentor who once told me, "Don't let life happen to you, take control of it". And that was really, really helpful advice at a time when I was just feeling really lost and letting whatever occur. You have the power to go where you wanna go and do what you wanna do, you just have to be willing to raise your hand and ask and step up and take those things." - Zoe Hartsfield 17:42 - "You're gonna have bad calls. People are gonna hang up on you, people are gonna call you names. Sometimes people are gonna be really rude in their email responses to you and it is hard to go into the next dial when you're in that headspace. So having access to an app that can let you just take a deep breath for a minute to reset, is gonna make that next call good because you're one more dial closer to a yes after you get a no." - Zoe Hartsfield 31:05 - "People spend way too much time crafting the perfect email and, in my opinion, waste time personalizing when they really should be focusing on relevance." - Zoe Hartsfield 32:15 - "I think there is an element of scalability that people aren't thinking through because they're so worried about hyper-personalization. At the end of the day, you could send me an email that you sent to 150 other people. But if it is solving a problem that I have right now, I am booking a meeting with you today." - Zoe Hartsfield 37:08 - "If you are a leader, it is your job to make sure that your people are taken care of. You should be looking for what lights people up, what makes them excited about their lives, about work, and help them get into a career where they can find that. I promise you'll not find more satisfaction in your leadership career than when you help someone achieve their goals." - Ron Halbert Engage with Zoe Hartsfield Connect with our Hosts The Sales Prescription on LinkedIn Listen to more episodes of the Sales Prescription Podcast | |||
| 18 Apr 2022 | Managing Remote Sales Teams Effectively with Brooke Bachesta | 00:33:00 | |
Traditional workplaces have evolved, and the rise of remote workers is one of the most noticeable changes. While advances in technology have made it easier for workers to stay connected with colleagues and clients, working with a remote team has its challenges. In what ways can leaders manage a remote team effectively? In today’s episode, Ron and Rusty talk with Brooke Bachesta, Revenue Enablement Manager at Outreach, about how she helps and enables sales developers to be successful, what leaders can do to help their reps adapt to remote work, and what advice Brooke has for salespeople who are just starting out. Brooke Bachesta started her career as an SDR, worked her way up and is now an Enablement Manager at Outreach. Her background is primarily in startups with a focus on high growth and up-market initiatives. In her current role, Brooke partners with the global inbound and outbound development teams (XDR) to attract and retain top talent, accelerate internal mobility, improve conversion rates, enhance buyer experience and increase productivity. She is also passionate about connecting with the next generation of sales professionals and works with students looking to get into SaaS. Enjoy!
04:22 - How Brooke helps sales developers be successful 08:01 - How Brooke applies the concept of leaders finding ways to help their reps win 12:40 - What leaders can do to help their reps adapt to remote work 15:33 - Why KPIs and metrics are important 23:45 - How Outreach manages its remote SDR team 27:49 - Brooke's advice to salespeople who are just starting out
10:39 - "Sales is a mental game. You can teach people how to make cold calls, how to close a deal, or how to negotiate. But if they don't know the long game that they're playing, it can get really exhausting." - Brooke Bachesta 19:37 - “I think what's beautiful is that sales, as an industry, has really leveled up over the last couple of years. It's not just wheeling and dealing and like, oh sure, you're a hard-nosed negotiator, Wolf of Wallstreet. This is a highly-skilled role. And it does take a lot of time and energy to manage all of the cats that you're hurting, which are your deals or your prospects." - Brooke Bachesta 26:56 - "If you look at productivity, I think most businesses did see an increase in revenue when people were at home because they were just working all the time, which may not be very sustainable. What we lost though, was that human interaction." - Brooke Bachesta
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| 09 May 2022 | Social Selling with Tony Glick | 00:38:36 | |
Social media has created a new era of marketing. Today, customers can interact with brands through platforms such as LinkedIn. Having become everyone's favorite professional networking site, LinkedIn is a powerful tool for prospecting. It’s a great platform for finding and connecting with potential customers and building relationships with them. But how can professionals use it effectively? What are the best practices? In today's episode, Rusty and Ron are joined for the second time by Tony Glick, Director of Channel Sales at NICE CXone. They will talk about how LinkedIn can be a powerful tool for prospecting, especially for B2B sales, what to keep in mind when getting started with LinkedIn and social media, as well as tips and tricks for getting the most out of LinkedIn connections and engagements. Enjoy!
03:21 - How Tony and his sister started their social media presence 04:50 - How LinkedIn can be a powerful tool for B2B prospecting 08:34 - Why people are uncomfortable on social media 12:15 - What to keep in mind when getting into LinkedIn and social media 17:12 - An example of the power of building relationships on LinkedIn 20:20 - Ron’s tips on how to make the most of LinkedIn 25:05 - How to get people to view your posts 27:17 - A few things to watch out for when posting on LinkedIn 31:41 - Tony's advice for anyone who wants to start a business 33:21 - How to grow your social media presence exponentially
04:22 - "Sales is not specific to just a career. It's all-encompassing in terms of human interaction, communication, and how people just interact and connect with each other." - Rusty Jensen 06:20 - "When you can build up a strong social media profile from a sales perspective, it is not only helpful for you to build and to create new opportunities and find new business, which it will absolutely help you do that, it will also help you in your career. This is a great way for you to be able to showcase you and your personal brand." - Rusty Jensen 06:50 - "By being active in the business community, you also draw a lot of attention to the company you work for. Not only do you bring that value to your own personal career and your personal brand, but the company that you work for and draw positive eyeballs and a positive perspective in the business community." - Tony Glick 11:34 - "The secret sauce, in terms of social media, is just like any other human connection. Just be who you are and of course, be professional. You do have to realize that anything you put out there is a permanent record and a reflection of you and a reflection of your company." - Rusty Jensen 33:52 - If you want to try to spread knowledge about you and your personal brand or you as for your company, you have to be able to get engagement with the content that you're sharing." - Rusty Jensen
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| 17 Jan 2022 | Pardon The Interruption: Mastering Cold Calling with Matthew Lampros, CEO of Sellemental, Inc | 00:35:21 | |
Prospecting is one of the most important tasks for any salesperson, but it can also be the most challenging. Effective prospecting not only gets you in touch with potential clients, but it helps you develop a relationship with them and understand their needs before they know they need something from you.
Today, it seems that dialing is a thing of the past. However, there's still no substitute for a human connection despite the advances in technology. The effectiveness of a live conversation with someone on the other end of the line is unparalleled. How can cold calling effectively help salespeople reach their goals?
In today’s episode of The Sales Prescription Podcast, Rusty and Ron talk with Matthew Lampros, CEO at Sellemental Inc., author of top-selling books at Amazon, and a cold calling expert for closers.
Matt chats with Rusty and Ron about sales development and pipeline generation, his strategy for coaching people, and why calling is still the best way to connect with people. He will also provide great tips and advice that salespeople can use to close more deals.
Enjoy!
In This Episode 2:57 - Matt's strategy for coaching people
6:32 - Why dialing is not dead
8:49 - Mastering the art of prospecting
11:58 - How Matt qualifies prospects
13:25 - How Matt gets people to connect with him
18:39 - The two words salespeople should never use at the front desk
20:19 - The golden hour to make a call
23:56 - How Matt helps reps get people to say yes
28:49 - The number one selling strategy pre-COVID
31:02 - How the tone of voice conveys authenticity
Favorite Quotes 00:01 - "What they're saying is, are you worth my time or are you a waste of my time? If they get even an inkling that you're worth their time that having a conversation with you in the future will be valuable, they'll take the meeting. So your focus needs to be, how do I convince people that I'm worth their time? And when you tell that to almost every salesperson, they immediately make a switch in their approach. They know what to do to tell people, I'm worth your time." - Matt Lampros
3:50 - "From a business perspective, I learned pretty early that a one call close is the best, most inexpensive thing I can do as a company. And that comes from word of mouth or from repeat buyers. When you make your customers really happy, then they buy from you again or they tell other people about you, you have a one call close." - Matt Lampros
7:09 - "I don't think dialing is dead. The number one tool everyone uses for business is the phone, whether we're looking for a connection or not. We've got a hundred years of experience picking that thing up." - Matt Lampros
11:33 - "Every hour you spend on perfecting your list is much more effective than hours asking these questions to individuals on the phone trying to qualify them." - Matt Lampros
18:39 - "Every salesperson says something like 'available' or 'in', those two words are the worst. If you say the word available at the front desk, you will not get through. Get rid of that word." - Matt Lampros
28:13 - "Think the way they (prospects) think. They're not thinking about your company, they're thinking about themselves and whether or not they're going to gain value from a few minutes with you. And if you can approach them that way, I'm worth your time, they'll give you the time and then you can have the door open and then you can go sell." - Matt Lampros
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| 31 Jan 2022 | What is Highly Effective Sales Culture? With Craig Wendler, Director of Business Development and Lead Generation at LiveVox | 00:34:02 | |
When it comes to the success of a company, many factors are at play. One of the most important is the positive culture of the organization. It’s a culture where everybody strives for the same goal, wants everybody to succeed, and celebrates each other’s successes. While creating a positive culture can be a challenge, how can leaders foster this culture at work?
In today’s episode of The Sales Prescription Podcast, our guest, Craig Wendler talks about the impact of positive culture in the organization, how to create it, and why it is important to foster a positive culture in the workplace.
Craig Wendler is the Director Of Business Development and Lead Generation at LiveVox, a next-generation contact center platform that seamlessly integrates omnichannel communications, CRM, and WFO capabilities to deliver an exceptional agent and customer experience while reducing compliance risk. He joined LiveVox for the challenge of creating scalable business development efforts across the organization.
Craig is highly effective at planning, developing, and executing business strategies under challenging market conditions. He is a high-energy leader with distinctive people skills and knows a ton about building a great culture.
Enjoy!
In This Episode 3:19 - How Craig values culture in the organization 4:04 - Why business leaders should hire for culture 5:49 - How Craig defines a good and positive culture 8:12 - What it means to have a healthy and positive competition 14:56 - Craig's hiring process for a positive culture 16:43 - The concept behind the theme 'LiveVox's way' 18:15 - How Craig keeps the company culture strong 20:38 - How negativity breeds more negativity 24:02 - How to break the vicious cycle of toxicity in the workplace 24:55 - How Craig deals with top performers but are aggressively competitive 30:12 - Craig's advice to salespeople on how to contribute to a culture and be a team player
Favorite Quotes 15:40 - "And you look for, is this person gonna be a force for good inside of my organization because we're hiring people that we know can perform, but I'm looking for more than that. What can they do to help the rest of us elevate. High tides raise all boats and I'm looking for those people that are going to drive those things up by really understanding what more can they contribute besides those numbers." - Craig Wendler
3:43 - "It's important to me to create an environment with which people can thrive, where they feel they belong, that they feel like they're important, that they're valued, that their opinions matter and they can actually make an impact on the organization." - Craig Wendler
4:03 - "If you're a leader, it should be a conscious decision for you to hire for culture. You should be looking for people that are great team players. You should be looking for people that are highly recommended by their peer at a former company." - Ron Halbert
5:52 - "A positive culture is one that celebrates success. I think a really positive culture has a lot of healthy competition. A positive culture is one where everybody is striving to the same goal together and they're willing to take everybody with them. It's a culture of wanting to see everybody else succeed. It's a culture of seeing people accomplish goals, get promoted, move up and on. And everybody celebrates those successes." - Craig Wendler
20:48 - "One of the only things in life that get bigger, the more you give it away is emotion." - Ron Halbert
21:16 - "Don't be the person in your organization that brings negativity. There are good things and there are bad things that happen every single day. There's a proper way to handle negative things." - Ron Halbert
24:08 - "The way that I view the problem is, the problem is the problem and people are solutions to the problem. But if you look at the person like that person is the problem, you create a vicious cycle of toxicity that is very hard to back out of." - Craig Wendler
27:01 - "It's your responsibility as a leader to make sure that it (your company) is a safe place for everyone to work and to make sure that the people that work for you can accomplish their goals. And if they're in a situation where they're going to work and they're dreading it because of someone that they work with that brings constant negativity, it's your responsibility to change that." - Ron Halbert
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| 14 Feb 2022 | The Six Essential Elements of Communication - Part 2 | 00:42:11 | |
It's no secret that communication is one of the keys to success in any career. The same goes for sales professionals. In order to sell effectively, salespeople need to be able to communicate with their clients in a way that builds trust and rapport.
Have you ever wondered why some salespeople are more successful than others? It may not be entirely due to their ability to sell. In fact, paraverbal communication may play a larger role than you think. This type of communication happens when you use your voice to convey meaning, and it's more than just what you say.
Today’s episode of The Sales Prescription Podcast features the second part of the topic on communication. As Ron and Rusty continue their conversation on paraverbal communication, they discuss six essential elements - volume, tone, smile, mirroring, silence, and subtext. They will explore how these elements play a crucial role in the success of salespeople.
Enjoy!
In This Episode 01:41 - One of Rusty and Ron's favorite high school moments related to paraverbal communication
8:37 - Why the volume of voice matters when trying to connect with people
15:31 - Why doctors are excellent examples of people with an even tone
18:47 - How even tone portrays expertise
19:37 - How the tone of voice can be used to emphasize a product without attacking its competitors
22:30 - The power of a smile
25:49 - The psychology of mirroring and why it is important in sales
30:18 - Why mirroring does not imply manipulation
32:52 - What makes silence important for salespeople
36:30 - How subtext can help you in your sales career
Favorite Quotes 00:01 - "You can hear a smile. And if I'm selling to someone that's in this negative frame of mind, and I bring a smile, I bring positive energy to them and they feel that positive energy, they want to internalize it, and really they're gonna want more of it. And so they're more likely to keep you on the phone. They're more likely to engage you in conversation, but it also helps you come across as a human." - Ron Halbert
9:45 - "When you're trying to connect with another human, they need to see you as they see themselves as a real, authentic, and honest person. And what you're doing when you use that telemarketing voice is you're dehumanizing yourself." - Ron Halbert
13:33 - "Lowering your volume has so much power. In fact, when we talk about public speaking, it carries power as well." - Ron Halbert
15:23 - "Using a lower volume will make you come across as more natural, honest, and genuine when speaking to others." - Ron Halbert
19:00 - "Even tone is what portrays confidence and expertise in what you're discussing because people tie that even tone of conversation to, 'you're an expert, I trust you'." - Ron Halbert
19:50 - "You shouldn't ever talk poorly about your competitors. You shouldn't ever speak negatively about others to a prospect, to a candidate, or anything else. It's important though, that when you talk about the competitor, you can use a tone to emphasize that your product might be better without saying that your product is better." - Ron Halbert
24:36 - "You have the power as a person to make other people happier, to make other people more positive, and to bring joy to someone else's existence. We have that power simply through a smile and simply through being positive with other people around us." - Ron Halbert
28:13 - "This is something that is built into humanity, this desire for connection. We are and always have been a tribal people." - Ron Halbert
33:15 - "I feel like a lot of salespeople are extroverts. A lot of them love to hear their own voice. They love to be the talkative person in the room. And that's what comes naturally to them. But you do need to shut up at times. There are times that you need to just keep your mouth closed and listen." - Ron Halbert
35:12 - "When you're talking to someone and you ask a question or you make a statement, when you use silence, you can actually put the ball in their court and you can actually encourage engagement." - Rusty Jensen
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| 04 Jan 2022 | The Sales Prescription Podcast | 00:01:21 | |
The Sales Prescription Podcast Series is a cutting edge education series around Complex Sales Process, Sales Development, Transactional Sales, Sales Leadership, and Marketing strategies. Both the art and science of selling are explored and discussed in this educational and entertaining series of podcasts. | |||
| 28 Mar 2022 | Partnering, Sales and Marketing: Guest Randy Littleson, Chief Marketing Officer of Conga | 00:31:25 | |
Businesses that succeed in the marketplace do more than create a great product or offer a fantastic service. They also take the time to understand their target market. Knowing who your ideal customer is, what they want, and where to find them is the key to creating effective marketing messages and strategies. In today's digital world, how can marketers win the digital market? In today’s episode, Rusty and Ron are joined by Randy Littleson. They will talk about the different marketing models that marketing leaders employ, how marketing organizations identify and target the right people, and what it takes to win the digital market. Randy Littleson is the Chief Marketing Officer of Conga, the global leader in revenue operations transformation, delivering the most scalable revenue lifecycle management solution to help companies crush operational complexity. Randy is a Senior Executive with progressive track record of accomplishments in both public and privately held companies. He has held executive management positions in marketing, business/corporate development, software development, professional services, and product management. At Conga, Randy is responsible for driving market leadership as a strategic catalyst for growth. Enjoy!
In This Episode 02:06 - Randy's perspective on the most important thing in marketing 03:12 - How marketing organizations identify and target the right people 06:29 - Tips and tricks for finding good contact targets 09:28 - Different marketing models that marketing leaders employ 15:04 - How to create awareness to people who are or aren't in the market 21:04 - How Randy spent his 6 years as a c-level marketing executive at inContact 23:09 - What it takes to win the digital market 27:38 - What does it take to be a marketing executive?
Favorite Quotes 09:16 - "So you wanna be generating awareness broadly in the market. you wanna be really focusing on where you're generating demand, as we've talked about, and intent is the best way to actually target where you're going to be putting your energies today." - Randy Littleson 02:22 - "If you think about marketing today, it is a blend of art and science. It always has been, especially today. You do need a good message. You do need good creative. But at the end of the day, I think targeting is the most important." - Randy Littleson 05:51- "You can have the best sequence, the best cadence with the best messaging. But if you're sending it to the wrong people, it's a waste of time at the end of the day. " - Ron Halbert 07:14 - "More is not always better. Having a smaller, more targeted list sometimes can be way more efficient." - Randy Littleson 19:41 - "There's a lot of groundwork that's going on ahead of time that lays the foundation and sets it up for you to be successful." - Rusty Jensen
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| 24 Jan 2022 | How To Master the Art of Presentation with Tony Glick, Channel Sales Director at NICE CXOne | 00:33:37 | |
Most people believe that they need to be born a natural salesperson in order to excel in the world of selling. This is not true at all. The art of selling is not something that is natural, it's something that people have to learn. Anyone can become a salesperson, but becoming a great salesperson is not something that just happens. What does it take for anyone to master the art of selling?
In today’s episode of The Sales Prescription Podcast, Rusty and Ron talk with Tony Glick, Channel Sales Director at NICE CXone, about what it takes to be a successful salesperson, how delivery of message matters in sales, and why delivering a product the right way has no shortcuts.
At NICE CXone, Tony is responsible for the overall direction, strategy, and leadership of the 7 Inside Partner Managers and 8 Sr. Channel Managers. The team covers all partners for NICE inContact in the US and Canada.
Enjoy!
In This Episode 1:35 - The driving force behind Tony's decision to become an entrepreneur
6:27 - What Tony's life was like in Central America
8:41 - The defining characteristics of a successful salesperson
13:48 - How confidence and passion can be translated into sales skills
21:05 - How anyone can become a good salesperson
22:51 - Why 'message delivery' matters in sales
27:35 - Why delivering a product the right way requires no shortcuts
Favorite Quotes 28:37 - "Honestly, what people have to realize is if you believe in yourself, if you have the motivation, doing it the hard way and delivering it the right way is going to bring you better rewards. You're gonna get referrals from that person. There are so many added benefits to doing things the right way that are unforeseen. You can't foresee the added benefits that come." - Ron Halbert
14:02 - "Nothing comes easy. You don't wake up and be a salesperson. You got to read books, you got to study. You got to obsess over the craft to actually earn the right to be confident and have belief in something." - Tony Glick
19:48 - "If you at some point, when you're trying to develop a new craft, and you don't end up dreaming about that craft or you're not pitching inside of a dream, you're probably not working or obsessing enough over that craft." - Tony Glick
21:05 - "I don't think there's anybody that's necessarily born a salesperson. This is why anybody can step into sales. Enough work is put in, you can be great at anything. You obsess over something, you're going to rise at whatever you do. It doesn't matter who you are, what your personality is. You'll figure it out if you put enough time and work into it." - Tony Glick
25:00 - "The biggest mistake some salespeople make is they want the deal closed. They want out. And a lot of times you leave a huge mess if you just think like that." - Tony Glick
31:20 - "Sometimes you get these deals that seem really easy and everything seems right. And those are the ones that end up sometimes becoming a disaster. Some of the best friends that I've developed over the years have been through hard negotiations. The ones that have gone sour usually seem like it was an easy entry. But when time is taken and it's hard and everybody's looking at everything usually develops good friendships." - Tony Glick
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| 04 Apr 2022 | The Keys to Building a Successful Business: Guest Jill Blankenship | 00:34:53 | |
There are many things that go into building a successful business. But one of the most important ones is a well-developed business plan. This is a working document that lays the groundwork for success. Building a successful business is not an overnight process. It takes hard work, dedication, and a lot of time and effort. However, if you are passionate about what you do and you have the right people on your team, anything is possible. In today’s episode, Ron and Rusty are joined by Jill Blankenship, CEO at Frontline Group. They will talk about what it takes to build a successful business, how Jill has become successful in a male-dominated industry, and what led her to trust others with running her company. Jill Blankenship embodies the entrepreneurial spirit by constantly honing her curiosity and sense of innovation into concrete business plans. She is an entrepreneur who develops solutions to provide excellent customer care for companies where customer retention matters. Jill’s success speaks for itself by the accolades she has received since founding Frontline in 2005 including her recognition in Forbes, who referred to her as a “serial entrepreneur.” Frontline Group is the leading professional contact solutions center for remote support staffing, which showcases and supports your every need through Frontline Services, Frontline Call Center, and Ternio. Frontline Group understands the importance of the customer partnership and can deliver solutions to address the customer's needs to fit the mold and scope of any project. Enjoy!
In This Episode 00:58 - How Rusty and Jill built their professional relationship 06:04 - What it takes to build a successful business 08:26 - How Jill started her entrepreneurial journey 10:38 - The importance of a business plan 15:55 - How Jill has become successful in a male-dominated industry 17:36 - Does being a woman present challenges in the technology field? 25:56 - What led Jill to trust others with running her company 30:19 - How mentoring, coaching, and empowering employees are critical to delegating tasks 31:40 - What Ron has to say about Jill
04:16 - "One of the most exciting things that I get to do in business is the collaboration, to work with leaders and really share, combine, and to work together to execute what we want to accomplish in the end." - Jill Blankenship 06:24 - "It's critical to put together a business plan, and the business plan is a working document. When you come up with a concept of a business, it's exciting, you're seeing the big picture, you're seeing the highlights, and you're seeing the end result. But you don't always see the little steps that are going to get you there. So by writing the business plan, that really becomes your playbook." - Jill Blankenship 17:36 - "Being a woman in technology, does that change the game a little bit? I'm a firm believer that as long as you know the rules and how to play the game, gender doesn't matter. The problem is a lot of people don't take the time to learn the rules of how to play the game." - Ron Halbert and Jill Blankenship 28:58 - "It's been nice to bring in leaders, empower the leaders, pay that forward, give them something they love doing, which is being a president of one of the companies, that achieves their goals. And they're now happy and proud. I'm proud, it's a win-win situation." - Jill Blankenship 30:22 - "You don't just throw it over the fence and hope someone grabs it and runs with it. And that's where that mentoring, that coaching, and that empowerment really comes into play. It is preparing that person for success. You don't want to set somebody up for failure or frustration or even disappointment. You want to set them up to be the best that they can be." - Jill Blankenship
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| 02 May 2022 | Email Tips and Tricks | 00:37:56 | |
Email writing can be a powerful tool in a salesperson's arsenal. It’s a great way to nurture leads, establish trust, and build relationships with potential customers. But, like any tool, it’s only useful if you know how to use it properly. It can be tricky to know what to say in an email and even more difficult to make sure your emails get read and responded to. What are some tips and tricks for writing emails that get read and get results? In today’s episode, Rusty and Ron talk about email writing as one of the fundamentals of prospecting and salesmanship. They will discuss in detail the tips and tricks for writing subject lines that draw people to your emails, how to write a solid email body, and how to end an email effectively. Enjoy!
01:38 - Why email isn't the only way to prospect 03:56 - What people think about emails 05:29 - Tips and tricks for writing subject lines that get people to read your emails
18:48 - The tips and tricks to creating an effective email body
34:53 - The best ways to work on signatures
03:18 - "One person can sit down and write a great series of emails. But there's a reason why you need to hire a sales force of people because when you get organized, you target the right people, you prospected them, you get the right multi-threaded cadence, you engage, you use your human connection, and you personally engage with people, that's how you get results, not by robo-bombing everybody." - Rusty Jensen 07:17 - "One of the things psychologically that happens when I look at my emails is if I think the email is from a bot or it's not a person, it actually releases some endorphins into your body when you delete it, like deleting your emails, it makes you happy." - Ron Halbert 19:10 - "You're not trying to sell them through an email. As a salesperson, the whole goal is to get them on a call. Email should facilitate a conversation." - Rusty Jensen 24:19 - "You want to really be subtle in terms of how you engage. You don't use a lot of big words. You don't want to use vocabulary words or ways of framing things to where you sound really smart. This isn't like a college paper. This is a conversational piece." - Rusty Jensen 31:38 - You should ask one question. You should never ask two. So, one question should be included in every email you send, but more than one question is not good. It's just too much people aren't gonna respond." - Ron Halbert
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| 11 Jul 2022 | The Value of Relationships | 00:31:40 | |
In sales, as in life, relationships are everything. It's more than just about acquiring customers. It's establishing trust and developing relationships. While many people think of sales as a numbers game, the best salespeople know that success comes from building relationships. But what makes a relationship great? In today's episode, Rusty Jensen, Ron Halbert, and Tony Glick are joined by Chad Rawlings. With 24 years of experience in sales and networking, Chad has many things to teach and share, particularly building relationships. Today, Chad talks about the foundations of building a great relationship, how he protects and nurtures his relationships across all areas of the sales process, and what the best practices are for a great customer experience. Enjoy! 00:56 - An overview of Chad's professional career 02:51 - How Chad builds and maintains relationships 05:26 - The number one rule for building great relationships in sales 06:59 - How Chad keeps score with customers 13:08 - How much of Chad's pipeline for a new organization comes from his existing relationships 15:50 - What Chad does to protect his relationship as he gets through the sales, implementation, and service 22:04 - The best practices for providing a great customer experience
01:20 -"One of the things that I always advise people, as we talk to our salespeople and speak to different leaders, is that you can learn from everyone, and you should. As you're interacting with people, as you talk to executives, as you speak to managers, as you talk to peers, and as you talk to people who worked for you, there is always something you can learn from everyone." - Rusty Jensen 03:03 - "Growing up, I had a great father who taught me the value of relationships. And so did my mother. And that translated over into what I do because you learn to care about people." - Chad Rawlings 05:38 - "The number one fundamental to building great relationships when you're selling is to do it right the first time." - Rusty Jensen 07:50 - "About 20 years ago, when I started in sales, I started keeping track ironically of something that I thought was important to me. And that is when you're in it to change people's lives, I don't want to sell you today. I want to help change the life and perpetuate that relationship for as long as possible." - Chad Rawlings 11:08 - "Doing things the right way, not taking shortcuts, and ensuring that people are taken care of will return in multiple more dollar signs." - Ron Halbert 11:33 - "Some of the greatest relationships I've developed over the years have been through hard negotiations. You always run the risk when you do stuff right, losing deals because some of the things that you have to go through to do it right are hard for people to accept." - Tony Glick 14:06 - "If you focus on helping enough people get what they want, the rest takes care of itself." - Chad Rawlings 18:55 - "When you do things right as a salesperson, no matter what you're doing on implementation, it's important that you stay connected. You got to make sure those people know you care." - Chad Rawlings 22:43 - "Whatever tool you're using to implement and onboard somebody, ensure that the customer has full transparency and that you can manage the customer's engagement during the process." - Chad Rawlings
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| 17 Jan 2022 | Improving Conversion Rate With Organization | 00:27:10 | |
Salespeople are often faced with the dilemma of making as many calls as possible. They are so focused on their sales numbers that they lose sight of the bigger picture. This approach usually leads to a lot of wasted time and resources. While the number and quality of sales calls are equally important in a sales process, there are steps that sales reps can take to improve their conversion rate and increase their bottom line.
In today’s episode of The Sales Prescription Podcast, Rusty and Ron talk about the numbers game fallacy, why sales reps fail, and how organization is the key to some of the science of selling.
How salespeople can stop playing the numbers game:
Rusty Jensen is the VP of Revenue Generation for Direct and Indirect Channels at NICE CXone, a worldwide leader in AI-powered contact center software. Rusty is responsible for all pipeline generation activities and oversees the channel and sales development organizations for all of North America.
Ronald Halbert is the Sr. Director Global Sales Development at Conga, a global leader in commercial operations transformation and helps businesses simplify and automate their approach to the essential quotes, contracts, and documents that drive commerce. Ron is responsible for overseeing direct pipeline generation globally.
Enjoy!
In This Episode 00:52 - Why economics is important in sales
1:52 - The numbers game fallacy
2:57 - Why sales reps fail, even when they have the skill
7:14 - The formula for generating a steady flow of leads
10:12 - Rusty Jensen as a young sales developer
11:51 - What Rusty and Ron learned from Dana Coates
15:42 - Rusty's advice for sales leaders
17:54 - What sales leaders can do to help their reps
21:21 - Breaking the cliché: work smarter, not harder
24:59 - How the balance between work, family, and personal time is the key to a happy life
Favorite Quotes 00:01 - "You can find success in all aspects of your life. But I will tell you this, if you are not organized, you will have to work a hundred hours a week to hit the same amount of output as someone that is organized working 40. So there is 'work smarter and work harder’.” - Ron Halbert
1:22 - "When you talk about Math, when you talk about Science, and when you talk about the dynamics of sales, it's not just the actual numbers. It's also the art associated with it. It incorporates human behavior. And human behavior is a huge aspect that you have to consider and that's what economics does." - Rusty Jensen
6:47 - "When you're trying to reach out to someone and you're trying to get hold of them, they have to see you everywhere. You have to establish a presence. It's not just like a random chance you connect to someone." - Rusty Jensen
15:18 - "You can't get analysis paralysis.There are people that focus so much on making a clean list that they never make a phone call. You do need to have a combination of both. You can make a lot of phone calls in a day, but make sure that you're calling that same person multiple times, leaving multiple voicemails, multiple emails, and it's the right person to talk to." - Ron Halbert
17:54 - From a leadership perspective, when it comes to organization, you need to be able to be a doctor. You need to be able to diagnose exactly where your rep is breaking down." - Ron Halbert
22:55 - "When you become good and you start figuring out how to become effective at your job, don't back down. Don't burn yourself up, but don't back down. Take that time to learn new skills. Take that time to learn the next job. Take that time to earn more money." - Rusty Jensen
24:29 - "You don't need to work a hundred hours a week. You need to work 40 hours a week very hard, that's it. Then make an amazing family life. Have an amazing outside of work life. That's what true work-life balance is. It's putting your best foot forward in the office and then putting your best foot forward at home." - Ron Halbert
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| 13 Jun 2022 | The Six Decisions of a Complex Sale | 00:47:15 | |
Salespeople need to be proactive in their efforts. These involve understanding the different stages or points of progression a sale goes through. As these stages present unique challenges and opportunities, salespeople must gain a detailed understanding of them in order to anticipate and resolve potential objections and concerns. Knowing how the buyer's journey progresses not only helps sales reps map their own selling process, but also increases their chances of closing the deal. In this episode, Rusty and Ron talk about the six decisions of a complex sale. They will explore the stages or points of progression a sale goes through as well as how salespeople can successfully navigate through each step. Enjoy!
01:01 - The six decisions of a complex sale 04:17 - How salespeople can better understand a complex sale buying process 05:45 - Making the first decision in a complex sale 08:55 - The second phase of the decision-making process 11:45 - The third decision to be made during the sales process 14:43 - The fourth decision that’s made in a complex sale 16:34 - The fifth decision necessary for a successful sale 18:56 - Decision six of the sales process 23:25 - How to help prospects make a decision 28:39 - How salespeople can overcome the fear of bringing people into the sales process 33:24 - An in-depth understanding of the third decision 36:55 - The two aspects involved in the fourth decision 40:01 - The most exciting part of decision number five 43:30 - Why decision six can often be challenging
02:51 - "The six decisions are the six distinctive points in which the sale changes based on what a customer is thinking and the progression that the customer is making in their buying process." - Rusty Jensen 03:20 - "When you can center in on the decisions that a customer is making and helping them to make those decisions, you'll have a lot of success than focusing on what you are doing and what steps you are taking." - Rusty Jensen 18:01 - "If it's something that's mission-critical and that has high complexity and a lot of effort to be able to not just install but also to change people's behavior, the more complex it is, the more you're goint to lose to indecision where someone will at any of these decision points push back and say, hold on, we got to stop." - Rusty Jensen 46:28 - "Understanding the processes and how companies make decisions really transforms the way you sell. You just have to be able to be willing to put in the work and understand what they're doing and help them through it, it'll dramatically change how you navigate the sales process." - Rusty Jensen
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| 17 Jan 2022 | Storytelling: Inside A Highly Effective Sales Strategy | 00:40:25 | |
Welcome to the premier episode of the Sales Prescription Podcast. The Sales Prescription is a podcast series hosted by Rusty Jensen and Ron Halbert. It is a cutting-edge educational series around complex sales processes, sales development, sales leadership, and demand marketing strategies. Both the art and the science of selling are explored and discussed in this educational and entertaining series of podcasts. At the Sales Prescription, Rusty and Ron realize that much of the sales coaching out there is not specific, it's not easily applicable, and it doesn't really help you to build successful teams or your career. All the concepts discussed are real-world proven and highly effective. In today’s episode of the Sales Prescription Podcast, Rusty and Ron will talk about how storytelling is a powerful tool for creating human connections. They will also discuss the framework for writing effective stories. Therefore, breaking down barriers between salespeople and the people they're trying to do business with. There are all kinds of problems that can afflict a sales organization. Let Rusty and Ron write you some highly effective and broad-spectrum sales prescriptions, and all you have to do is fill them. Enjoy!
In This Episode 00:52 - Why relationships matter in sales 2:00 - How salespeople can overcome people's natural dislike of them 4:40 - How storytelling can influence buying decisions 7:30 - Breaking down the cliche: "People love to buy, but don't like to be sold to" 8:28 - The framework for writing a great story 12:46 - Three types of stories that should be told in a sales process 18:05 - The 'Who Am I' story of Ronald Halbert 22:27 - How showing vulnerability in your ‘who am I story’ can build human connection 26:09 - The core values of Sales Prescription 31:20 - How Rusty and Ron have helped people become financially successful 37:34 - Why the 'who I've helped' stories are the most fascinating conversations you’ll ever have
Favorite Quotes "Storytelling can really help build a bridge between people and not between someone who's trying to buy and someone who's trying to sell them something. But it's actually a conversation between people who can interact with each other." - Rusty Jensen
"People always say that sales is all about relationships. It's not about buying people lunch, making friends, or playing golf. What we're talking about is distinguishing yourself from a typical salesperson." - Rusty Jensen
"There is a subconscious dislike of salespeople that people have. When somebody identifies that someone's a salesperson, they almost have an unnatural knee-jerk reaction to not want to talk to." - Rusty Jensen
"Buyers do not like being told. They want the ability to opt-in." - Ron Halbert
"You need people that you work with to know who you are. You need to have connections with those people because they need to trust you." - Ron Halbert
"Storytelling works. And the reason it works comes down to something very basic, human connection. Develop real honest relationships with the people that you want to work with. You'll be happier as a person because human connection is what brings joy to all of us." - Ron Halbert
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| 20 Jun 2022 | The Psychology of the Complex Sale | 00:33:57 | |
The best salespeople have a deep understanding of what makes their customers tick, and they use this understanding to shape their selling approach and establish long-term relationships with them. In a complex sale, it isn't enough to know what your product can do or how to position it. You must also understand the buyer's motivations, fears, and concerns. It is only then that you can create an effective sales strategy that takes all of these factors into account. In this episode, Rusty and Ron talk about the psychology of the complex sale. They will discuss the three phases of the sales cycle and the key elements that prospects care about, what to keep in mind when starting a sales process, and how to navigate each phase effectively. Enjoy!
00:57 - Why the psychology of a complex sale matters 02:55 - How the psychology of sales can be related to dating 07:14 - The three phases of the sales cycle and the four key elements that prospects care about 13:01 - The most important thing to remember when starting a sales process 17:28 - How risk is more important than price 22:53 - How to navigate the evaluation phase effectively 26:03 - What you should keep in mind during the commitment phase 30:10 - Why you should stop selling at the commitment phase 31:20 - Key takeaways from this episode
02:13 - "Cold calling is awkward. But there are people that are very successful cold callers. They do it very well because they can take an awkward situation and make it better." - Ron Halbert 06:53 - "You need to be open to having the awkward conversation. But you need to think, how can I make this as least awkward as possible moving forward? And the way that you do that is by caring about what they (prospects) care about." - Ron Halbert 22:53 - "In the evaluation phase, when things get serious, get everything out on the table, everything. Every possible price component, every possible expectation you can set in terms of implementation timelines, and everything. Because remember price is not just dollars, it's also a time investment. It's also resource commitment internally. Get it out on the table because this is a time when it's actually received the most." - Rusty Jensen 23:24 - "Early in the research phase, you have to be a little careful with how you give initial ballpark pricing. When it comes to the evaluation phase, you got to be thorough and get everything out on the table because this is when it matters the least. So, that's when you want to hit that component hard and you want to make sure the expectations are set really well in terms of resource investment and pricing." - Rusty Jensen 29:33 - "Win-win means you win as your company and the employee and the sales rep. And they win as the prospect and the new customer. That's what everyone needs to walk away feeling and experiencing through the commitment phase." - Ron Halbert
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| 28 Feb 2022 | How To Stay Motivated In Challenging Times | 00:37:43 | |
It can be difficult to find the power to keep going when times get tough. At some point in our lives, whether in our professional or personal lives, we have felt like giving up. It's during these challenging moments that it's essential to keep motivated in order to move forward.
But when it comes to motivation, there is no one-size-fits-all solution. What motivates one person may not motivate another. However, there are certain things that are universally motivating, and knowing your 'why' is one of them. Knowing your purpose makes it easier to stay motivated, and motivation awakens inner strength and power. Believe it or not, your inner strength is a powerful tool that can help you achieve anything you set your mind to.
In today’s episode, Rusty and Ron are joined by Craig Terry, Director of Medicare Sales at GoHealth. They will talk about the many ups and downs of Craig's personal and professional career, how inner strength can accomplish the impossible, and how knowing your motivation can help you reach your full potential.
Enjoy!
In This Episode 3:33 - The many ups and downs of Craig's professional career
07:06 - What drove Craig to bring himself back to a peak point
09:00 - What you believe is what you will achieve
11:44 - An event that shook Craig's world but never let him down
16:50 - How to become a leader who pushes people to reach their full potential
19:51- Craig's leadership philosophy
25:18 - The power of inner strength to make impossible things possible
27:49 - Success stories about people who were able to tap into their inner selves
31:16 - Craig's advice on how salespeople can tap into the reservoir of motivation and pull themselves up
Favorite Quotes 32:29 - "Always figure out what your motivation is and then just don't give up. Don't let things that come in your way, be in the way. I firmly believe that we can do whatever we want to do. You just have to do it. Just find out that grit, that inner thing that you have, that's gonna separate you from everybody else." - Ron Halbert
06:32 - "Sales career in life is just like a river. Sometimes you're going through rapids and you got to hang on, you gotta face the storm and just do what it takes to make it through. Other times you're floating along, getting a suntan. It just all boils down to what your motivation in life is." - Craig Terry
06:55 - "Life is just a series of ups and downs. And you have to hope that you have more ups than downs. But when you are down, you need to climb your way out. You need to get your way back up." - Ron Halbert
07:47 - "You have to believe that you can do better. You have to believe that you can be in a better spot than you're in right now. And it's that internal belief that I can do better than this. I just have to find a way to do it." - Craig Terry
08:21 - "People don't realize what human potential is. We have the potential to do unbelievable things. But the people that actually show that potential are the people that believe that they can." - Ron Halbert
11:04 - "To get people to become motivated, sometimes they have to dig deep. They kind of have to have grit and they have to dig deep into a reservoir to kind of pull up who they really are. And sometimes it takes traumatic events for that to come out." - Rusty Jensen
18:02 - "There are core things within people that drive them and motivate them. You just have to be able to understand how to lead somebody from within themselves. You can't lead them from outside. You have to lead them from within." - Craig Terry
26:51 - "Human beings can do anything they want to do if they just tap into that inner strength." - Craig Terry
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| 07 Mar 2022 | What To Do With All That Money? | 00:38:28 | |
It is common for people to think that building wealth is all about earning more money. Although this is definitely part of the equation, spending habits and debt are equally important. These are powerful forces that drain your finances. Too often, making more money is a trap that leads to lifestyle inflation. What can you do to break the cycle and build wealth?
In today’s episode of The Sales Prescription Podcast, Rusty and Ron talk about what most salespeople find most exciting about their job, the money. They will discuss how Rusty developed a deep understanding of finance, his wealth-building strategy, and how to break the spending addiction.
Enjoy!
In This Episode 01:36 - What makes Rusty different from other leaders when it comes to financial leadership
04:29 - How Rusty developed a deep understanding of finance
11:13 - How Rusty influenced Ron's financial journey
12:05 - The key to breaking the spending addiction
18:46 - Rusty's advice on managing finances effectively
22:17 - Ron's story about Rusty and his Corolla
26:33 - Rusty's wealth-building strategy
34:37 - Why paying off debts plays a crucial role in building wealth
Favorite Quotes 19:48 - "You cannot out earn a lack of discipline, you cannot. You cannot make enough money to be able to go through and survive this force of taking your money away, you can't. You have to change your behavior. You have to develop discipline if you want to build wealth." - Rusty Jensen
04:01 - "There are too many people who live in a situation where people can't make the choices they wanna make. They can't do the things they want to do because they feel trapped doing a job. They live in this quiet desperation where they have to perform, they have to do this job, they have to do this thing and they can't do what they really want to do. They can't let their passion come out because they're trapped." - Rusty Jensen
12:14 - "This is a powerful principle; we are not spreadsheets. You and me, we are not robots. We are not cold calculators." - Rusty Jensen
12:52 - "If you want to build a great career, it takes time, investment, work, education, discipline, and things that you learn that actually lead to that outcome. It doesn't just happen." - Rusty Jensen
15:53 - "You have this need to be able to spend. You cannot underestimate that force. How do you break that? You have to go through a process, a disciplined process of controlling your money, changing your behavior, and cultivating your psychology to actually be able to influence true control over your money. You have to have accomplishments to build up that strength because you're a human, not a spreadsheet." - Rusty Jensen
27:15 - "When it comes to building wealth, it really is about being able to free up your income, pay off debt, and save." - Rusty Jensen
37:16 - "Use your income as a salesperson that builds your wealth, use it to become great. Use it in the future to be able to do what you really want to do for your family." - Rusty Jensen
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| 14 Mar 2022 | Authenticity - The Secret to Successful Selling: Guest Jairus Oliver, Director of Sales Enablement at Replicant | 00:43:51 | |
Sales is all about connection. It's about connecting with customers and establishing trust. And the best way to do that is by being genuine and authentic. Customers can see through a fake persona, and they will be less likely to do business with you if they don't trust you. Customers want to connect with the person behind the product or service. They want to feel like they are buying from a real person, not a faceless corporation. In today’s episode of The Sales Prescription Podcast, Ron and Rusty are joined by Jairus Oliver. They will talk about how Jai developed a sense of reading people, why being authentic matters in sales, and how trust affects a salesperson's ability to sell or enter into a sales process. Jairus Oliver is the Director of Sales Enablement at Replicant, a company that develops AI-powered technology and provides always-on support to resolve customer issues quickly and naturally over the phone using Voice AI. He created the company-wide sales enablement strategy from scratch along with supporting stakeholders across Sales, Pre-Sales, Product, and Services. Enjoy!
In This Episode 01:25 - How Jai developed a sense of reading people 03:50 -The Lightsaber scale: What it is and how it can be used to measure people 07:43 - How Jai defines the word authentic 11:38 - Why being authentic matters in sales 16:16 - How trust affects a salesperson's ability to sell or enter into a sales process 23:11 - Why diversity is beneficial for a sales team 24:07 -A real-life example of Jai applying the principles of mirroring and paraverbal communication 34:26 - The key to trust 35:14 - Jai's perspective on using curse words in the workplace
Favorite Quotes 22:32 - "You have to accept this fact, if you are authentic, if you are you, there will be people that do not like you, plain and simple. If you're comfortable with that, then you're comfortable with everything. That's the key, the secret sauce." - Ron Halbert and Jairus Oliver 07:53 - "Authenticity to me is being who you are, but you're never afraid to be who you are." - Jairus Oliver 12:51 - "Trust is the main factor in sales. Because if you can get someone to trust you early in the sales cycle or early anywhere, people are buying the messenger not the message." - Jairus Oliver 13:41 - "The definition of trust is where character and competence combine. If I believe that you are competent, if I believe that you know what you're talking about, then I'm willing to listen to you." - Ron Halbert 34:26 - "The key to trust is to be trustworthy. Just be a good person. Don't try to screw people over. Just try to be decent to people. You can still make millions of dollars and be very, very successful in this world and be a decent person at the same time. You do not have to choose one or the other." - Ron Halbert 42:04 - "Try to be you because people can tell when you're trying to be someone else. It forces them to see you as an entity. It doesn't allow them to see you as a person. So, take some time intrinsically. Think about who you are when you're with your friends, when you're with your spouse, when you're with your family and try to let that come out as you communicate with others." - Ron Halbert
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| 07 Feb 2022 | Communication: How to Build Rapport and Trust in Sales - Part 1 | 00:33:44 | |
Sales is all about communication. It's the process of understanding a customer's needs and desires and then helping them find the best possible solution. In order to do this effectively, you need to be able to communicate with your customers in a way that resonates with them. This means being able to build a rapport and establish trust.
Successful salespeople understand the importance of communication. Their ability to communicate clearly, confidently, and portray themselves as experts in their field sets them apart from other salespeople in the organization.
In today’s episode of The Sales Prescription Podcast, Rusty and Ron talk about the importance of communication in sales, its key components, and how learning this skill can help salespeople succeed.
Enjoy!
In This Episode 00:41 - Why communication is extremely important in the sales industry
2:12 - How Ron developed his great communication skills
5:34 - The 3 components of communication
7:02 - The power of nonverbal communication
10:46 - One of the biggest mistakes salespeople make when trying to sell
11:53 - How Ron coaches sales reps to be more effective
14:13 - How paraverbal communication works
20:08 - The essentials of paraverbal communication
23:22 - Why the speed of speech matters in a sales process
26:57 - How intonation affects the receptiveness of prospects
Favorite Quotes 12:25 - "People can feel when you are authentic, when you are real, and when you are raw with someone. People can feel that. And they like it because they want to be real. They want to be with real people. They don't want to see this fake version of the salesperson stereotype of who you are. They want to know who you actually are." - Ron Halbert
1:28 - "When it comes to sales, there are certain cues that are given by salespeople that make people feel uncomfortable. They make them feel like they're going to get sold or they're walking into a trap. There's this stereotype of how salespeople interoperate and how they act." - Rusty Jensen
2:43 - "There's not a lot of great communicators out there in the world. And when you find a really good one that can create connection quickly with people and clients, that is a special person to find. Now what you need to do as a leader is you need to know how to coach communication, how to teach it, and how to make people better at it. Not only is it a learned trait, but it's also something that no one's perfect at." - Ron Halbert
7:21 - "Nonverbal is one of the best and most efficient ways to communicate feeling. And feeling is a huge part of communication and connection." - Ron Halbert
18:34 - "The fear of rejection is why we put on our fake faces. Because if someone rejects the fake version of me, doesn't hurt as bad. But when I'm trying to be real, authentic, and genuine with someone and I get rejected, it's going to hurt because you presented who you are and they rejected that person." - Ron Halbert
23:27 - "Reps are not trying to be untruthful, they're not lying. They're not trying to communicate information that they don't necessarily believe, but it's picked up that way because they talk quickly." - Rusty Jensen
30:00 - "So we would recommend that you end every sentence in a downward intonation when first meeting someone. That will portray confidence, that you know what you're saying, and that you are an expert in what you're discussing. That what's going to help lend the level of trust in you." - Ron Halbert
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| 04 Jul 2022 | The Discovery Call | 00:36:05 | |
The discovery call is among the most crucial steps in any sales process. It is the call where the salesperson gathers information about the prospect's needs and pain points. It is also an opportunity for the sales rep to build rapport with the customer and establish trust. Since sales professionals are always looking for ways to boost their pipelines and fill them with quality prospects, how can they prepare to be effective during a discovery call? In this episode, Ron Halbert and Rusty Jensen talk about the discovery call. They will discuss how to prepare for a discovery call, the three key components to a successful call, and how to close it. Enjoy! 00:48 - What is a discovery call? 04:09 - Why discovery calls are important in the sales process 05:15 - How to prepare for a discovery call 11:20 - Why it is important to assist sales reps in building credibility with prospects 14:08 - The three key components to a successful discovery call
28:59 - How to close a discovery call
03:15 - "There's a mentality in the sales world where in a discovery call, do I qualify out or do I qualify in? Do I try and turn this into something that I sell, or do I try and figure out whether or not I'm wasting my time by trying to sell to this person?" - Ron Halbert 04:09 - "Regardless of what you're doing as a salesperson, you should be able to be conducting these discovery calls and these first calls in a way where you are selling, you are finding value. You are helping a customer to see the light and what your solution can do for them." - Rusty Jensen 05:34 - "The first thing that you need to understand about any prospect or customer that you're talking to is you need to be able to understand what it is that they do as a company, what department your prospect is in, and what their typical role might be like." - Rusty Jensen 11:20 - "If you're an enterprise sales rep and you're talking about a potentially huge account or very important relationship, get prepared and get ready so that you can align yourself and your psychology in the way you communicate with them." - Rusty Jensen 13:07 - "When you think about sales as 90% building trust, it doesn't matter how smart you are and what you know, if they don't trust you, you're done." - Ron Halbert 23:24 - "You mentioned how they might defend the way they're doing things. There's a reason, and it's not easy to change. And they have to decide, are we going to go through? Is this worth trying to go through and replace all of this architecture, all these systems, these processes, and change, they can decide. And I'll tell you what, they're not going to make that decision just based on how personal individual feels about it." - Rusty Jensen 30:32 - "One of the most important parts of closing any call is to ask questions about the next steps, and the way you do that is you foreshadow the sales process." - Rusty Jensen
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| 17 Jan 2022 | Sales Leadership: How To Get Promoted | 00:34:07 | |
Promotion is a topic that comes up often in the workplace. It's seen as the holy grail of professional advancement, and it can be something that people spend their whole careers striving for. Promotions are sometimes considered to be an end-goal or even a goal in itself. However, getting promoted isn't something that happens overnight. How can employees know that they are going in the right direction to get promoted?
In today’s episode of The Sales Prescription Podcast, Rusty and Ron talk about what it takes to get promoted, how leaders play a vital role in the advancement of their people, and why leaders and their teams alike need each other's support.
Enjoy!
In This Episode 2:10 - What it takes for someone to be promoted
7:24 - How Ron acknowledges performers
8:27 - The role of sales leaders in the promotion process
10:22 - The dark side of some leaders
16:37 - Rusty's advice to sales reps who want to be promoted
23:35 - The challenge of becoming a leader of your peers
26:21 - How leaders can help their people advance
29:32 - How leaders and employees can support one another
Favorite Quotes 22:52 - "Look at Ron Halbert, did he become a leader from when he was a sales developer? No, he was building processes, creating systems, leading people, and developing relationships. When you want to get promoted as a leader over your team, do you know how you do that? You have your team say, 'I want to work for him/her. She's the best. That's who I want to work for because she helps me.' That's what you want." - Rusty Jensen
2:39 - "We do not live in a culture where people are okay in one position for 30 years. It's different now than it was back then. And if you don't realize that as an employer or as an organization, then you're sorely mistaken. There needs to be career progression. There needs to be a career path." - Ron Halbert
8:27 - "Good sales leaders that know how to help their people to get promoted actually are 'as involved' in the conversations and the promotion process as the person who's trying to get promoted." - Rusty Jensen
9:50 - "Don't do yourself a disservice by going to a hiring manager and asking, I want to be promoted or I want to interview for this position. If you're an underperformer, don't hurt yourself." - Ron Halbert
20:37 - "When you create time in your job because you become efficient, use it to build the skills for the next position. Learn what that job is and start studying, learning, and doing it." - Rusty Jensen
26:35 - "You (leaders) need to build programs. You need to build certifications where you are making your reps the best candidate for the next position." - Ron Halbert
30:06 - "Leaders really need people who will line up, follow them, support them, and help them. It doesn't have to be like a lonely position where you're dictating to people. People need to work together, collaborate, and work to accomplish a goal. And as an employee, you've got to be able to get behind your leader, show a high degree of loyalty, support the plan, support the vision, participate in the conversations, really get behind them, and help facilitate it. Genuinely not fake. You're not gonna get promoted unless you get pulled up." - Rusty Jensen
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| 06 Jun 2022 | Mastering the Complex Sale | 00:43:11 | |
In today's market, the ability to sell effectively requires more than just charm and a silver tongue. The modern salesperson needs to be able to navigate a complex sale. This is because potential customers are no longer interested in just buying a product or service. They want to buy into a solution that meets their specific needs. A complex sale is one that takes time, relationship building, and a deep understanding of the customer’s business. It is not a transaction, but rather a journey in which all members of the buying team are brought on board. This process can be daunting, but with the right tools and strategies in place, it’s a process that can be mastered. In today’s episode, Rusty and Ron talk about complex sales. They will discuss the three different phases of a complex sale, the many factors involved in the process and some tips and techniques on how to master them. Enjoy!
02:31 - The three different phases of a complex sale 05:14 - The research phase 06:49 - What latent needs are and why sales reps love them 09:04 - An analogy with zoo bears and latent needs 14:30 - The most common mistakes salespeople make 15:52 - The difference between research and evaluation 21:33- The commitment phase 24:25 - An overview of Ron's sales process 29:36 - Understanding the many factors involved in a complex sales process 39:03 - How to master the complex sale
07:47 - "The biggest thing for a lot of sales reps that I've seen is the best sales reps out there, they love latent need deals because they know they have a product that is valuable. They know that they can help the clients." - Ron Halbert 14:40 - "If you don't develop really good skills when it comes to helping to get in with people build trust and help become someone who can walk with them through their research and their process, you can still be successful but just not as successful." - Rusty Jensen 40:37 - "Your ability to sell something is your ability to talk people through where they are and where they could be and help guide them. So, you have to master your craft and then you have to control that messaging and make sure that everybody's coming in is communicating the right way."- Rusty Jensen 42:13 - "And that's really what you're trying to do. So those two things, control that message and make sure it's right across the board, which means you need to know your craft and you need to know how to influence other people to say it and you've gotta be able to project manage the sale, let them know what the steps are that are typical, and let them decide on how they wanna walk that path. If you master those two things, you can master a complex sale." - Rusty Jensen
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| 25 Apr 2022 | Effective Cadence and Sequencing | 00:31:35 | |
There are a lot of moving parts when it comes to prospecting and marketing, and cadence and sequence are two of them. While there are differing opinions about what the right cadence and sequence for outreach should be, there are some strategies salespeople can utilize to make their outreach more effective. In today’s episode, Rusty and Ron talk about sequence and cadence design. They will walk you through what makes a good sequence, the different tactics employed to make effective cadences and sequencing, as well as the common mistakes salespeople make with their cadences. Enjoy!
02:17 - What are cadences and why do they matter 05:41 - The different channels used in the sequences 10:23 - How showing up personally is also a great tool for executing sequences 14:27 - The different types of cadence and sequences 19:19 - Ron's advice on creating email sequences 22:57 - Common mistakes salespeople make in their cadences 27:11 - How Rusty optimizes cadence performance
02:42 - "A key reason why people fail is they are unorganized. Creating a cadence and using any sales engagement platform will help you stay organized despite the fact that you're reaching out to multiple people at the same time." - Ron Halbert 17:20 - "There are a lot of different sequences that you should create and you should use for various reasons. But you need to be really careful about how many you're trying to use at a given time. And you also have to be really careful of about what the sequence demands." - Ron Halbert 26:49 - "The biggest things that you have to keep in mind is, let's be creative. Let's be fun with the sequences but let's not get so creative that you can't keep track of what's going on right in the world. You have to keep track of what's going on and optimize your cadence." - Ron Halbert 30:13 - "Personalization is key. Add some personalization, be real with people. The cadences that your marketing group helps you create, that's not you. Add an element of you to the emails you send, the voicemails you leave, the text messages, and the social touches. They need that element of who you are." - Ron Halbert
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| 23 May 2022 | Overcoming Objections | 00:32:57 | |
Sales professionals are no strangers to objections. They know very well that these are a natural part of the sales process. However, handling them effectively is what separates the top producers from everyone else. The ability to handle objections can mean the difference between a closed deal and a missed opportunity. What are some of the best practices that sales reps can use to overcome objections and stay in control of the sale? In today’s episode of The Sales Prescription Podcast, Rusty and Ron talk about how to overcome objections. They will discuss in detail what objections are, why people object, and what the best practices are for handling objections.
01:56 - What makes a salesperson prouder than closing a deal 03:20 - When does selling begin? 06:36 - How to overcome brush offs 08:36 - Why people object 10:39 - The AAA methodology to handling objections
26:38 - What gray language is and how it relates to objections 30:45 - Rusty's sales prescription for the day
02:40 - "Not all salespeople are just about the pride of closing a deal, but it's more the pride of taking someone that doesn't understand that there's a better way to do what they're doing and showing them how to do it in a way that they feel super excited about when you leave." - Ron Halbert 06:08 - "When you hear an objection, your goal as a salesperson is to take it, digest it, and then respond to it in a way that helps you progress forward in the sales process." - Rusty Jensen 22:18 - "Just remember what objections really are. They are little roadblocks and concerns that show that a customer is engaged, that a prospect wants to talk this through, and they're bringing up issues that need to get passed. And as a salesperson, you need to draw them out." - Rusty Jensen 30:55 - "When you hear a concern, stay calm, slow down, be very concise, and talk a little less. You should be able to actually address any specific concern within about 10 to 20 seconds. So, acknowledge it, validate it, slow down, minimize the language, then start to address it." - Rusty Jensen 31:40 - "Objections are good. People need to go through all of those concerns. They need to surface their issues and they need to be addressed." - Rusty Jensen
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| 21 Feb 2022 | Outbound Calling Is Dead - What's The Best Way To Reach Customers Now? | 00:35:53 | |
Is outbound calling dead? This is a question that has been asked a lot lately. With the rise of new technologies and generational changes, many people are turning to other methods of communication, such as email and social media. Outbound calling used to be one of the most popular ways to reach customers, but is it still a viable option? What steps can be taken to maximize success with outbound prospecting?
In today’s episode of The Sales Prescription Podcast, Ron and Rusty are joined by Derek Keller. They will dispel the myth that outbound is dead and discuss what premier outbound is as well as how prioritization should be done when prospecting.
Derek Keller is the VP Global Business Development at GoTo (formerly LogMeIn), a flexible-work provider of software as a service (SaaS) and cloud-based remote work tools for collaboration and IT management.
Derek is a phenomenal sales development leader. Prior to joining LogMeIn, he has worked at great companies like RingCentral and run sales development organizations at Talkdesk and Weave. So, a lot of software companies that have been very successful are due in part to the work Derek has done.
Enjoy!
In This Episode 02:36 - Derek's perspective on the movement, Outbound is dead
04:04 - What dead means when it comes to prospecting
08:07 - What premier outbound is and how it differs from what is dead 12:47 - Why multi-threaded prospecting is essential
15:10 - How account-based marketing and account-based prospecting can be successful
16:54 - What small companies can do to make a big impression
20:36 - How prioritization should be done when cold calling
26:44 - Maximizing success through a balance between micro marketing and prospecting
29:14 - How salespeople get sucked into the trap of too many leads
Favorite Quotes 32:47 - "Making a thousand phone calls a day to random lists that convert at super low percentages, that's dead and it should be. The idea is, outbound is alive and well when it is targeted." - Ron Halbert
14:46 - "As salespeople, we want to get on the phone. That's the value that we actually provide. It's our ability to talk to people, connect with them, help them feel comfortable, and help them feel that we're competent to help build trust." - Rusty Jensen
18:32 - "Smaller companies that are aggressive when they do a really good account-based prospecting program, it allows them to really show presence in those accounts and it makes them feel like they're really well established." - Rusty Jensen
32:16 - "Phone calls have to be made. You will not be successful as a prospector over long periods of time without phone calls. You can do the spray and pray mentality but that's not scalable. What's scalable is targeting." - Ron Halbert
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