16: The 4 Steps to a Simple Sales Process with Jeff Bajorek

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It's time to talk about your sales process. Is it helping you or hurting you? Does it even exist? My guest today is Jeff Bajorek, co-host of the The Why and the Buy podcastand author of "The Five Forgotten Fundamentals of Prospecting." He's here to share the method that helped him simplify his sales process down to four pieces that effectively generated more revenue for his business.

Speaking of more revenue...

Are you an entrepreneur, small business owner or leader looking for more advanced, one-on-one help generating revenue? Click for more information about my Revenue Accelerator Sessionsand let’s exceed your next revenue goal.

On today’s podcast…

1:20 - Celebrations, announcement and thank yous
5:22 - A good process will drive good results but good results rarely drive a good process
10:11 - Putting yourself in a position to be lucky
12:40 - The 4 Steps to a Simple Sales Process
15:33 - Sales processes don't have to be complicated
22:20 - Casting too wide of a prospect net
25:29 - If the tip of your spear is sharp...
29:23 - Taking sales process and turning it into action
33:48 - Step 2: Getting their attention
35:46 - Keeping Your Swagger: Do you believe you have value to buy?
40:00 - All Jeff's ex-girlfriends have one thing in common
43:19 - The important difference between inbound and outbound prospecting
48:23 - Stop holding on to good ideas
54:52 - How are we supposed to know if our process is broken?

Tell somebody!

If you like what you hear, subscribe rate and review on Apple PodcastsStitcheror Google Playand share with a friend.

What do YOU want to hear?

Is there a particular topic, challenge or expert view that you would like to see featured here on the Selling With Soulpodcast? Email me at Meredith@MeredithMessenger.comand be part of our show!

This podcast is part of the Sell or Die Podcast Network. Click on the links below to subscribe to more podcasts that you can take into the street and turn into money. 

Sell or Die

The Why and The Buy

Hidden Stories with Jeremy Fulkerson

Wheelbarrow Profits

Special Announcement!!! [BONUS]

Selling With Soul has a BIG announcement!

We have joined the Sell or Die Network! 

The Sell Or Die Network is America’s foremost sales, business and personal development podcast network. It’s made up of an exclusive group of handpicked podcasts curated by 2 of the best in the business -  Jeffery Gitomer and Jennifer Gluckow! And this means BIG THINGS are coming for you too, friend…

Today I FINALLY got tell you all about the network, why we joined and what this means for you.

 Other amazing podcasts on the Sell Or Die Network:

 Sell or Die

 Hidden Stories with Jeremy Fulkerson

 The Why And The Buy

 

15. Top Prospecting Mistakes and How to Fix Them

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What is prospecting?

Prospecting is proactively pursuing prospects that can and will buy from you and ones that you actually want to work with. The key word in all of this is proactively. You will likely never be able to see the momentum in your business that you're looking for if you are not actively putting yourself out there and creating opportunities for that revenue to come to you.

Speaking of More Revenue...

Are you an entrepreneur, small business owner or leader looking for more advanced, one-on-one help generating revenue? Click for more information about my Revenue Accelerator Sessions and let’s exceed your next revenue goal.

 

Today I will reveal and discuss the top prospecting mistakes I see in my work with sales teams across the AND how you can fix them. Make sure to take notes and listen again if you need to because this episode is full of information you can use to generate more business...right...now.

On today’s podcast…

1:31 - What is the real definition of "prospecting?"
3:30 - You need to take control and start creating your own opportunities through prospecting
9:20 - Prospecting templates
12:28 - What is your prospecting plan?
14:20 - Stop throwing up on your prospects
21:40 - Timeblocking
24:47 - Do you have good prospect timing?
27:34 - If you're marketing is all online, you're missing something
32:20 - Is there such a thing as too much communication?
36:40 - If you're not tracking, you can't do testing.
39:20 - Make today's prospecting efforts a little bit better than yesterday's and you will see results.

Tell somebody!

If you like what you hear, subscribe rate and review on Apple PodcastsStitcher or Google Play and share with a friend.

 

What do YOU want to hear?

Is there a particular topic, challenge or expert view that you would like to see featured here on theSelling With Soul podcast? Email me at Meredith@MeredithMessenger.com and be part of our show!

14. 7 Essential Sales Principals To Embrace For Long-Term Success

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SHOW NOTES

This episode is a round up post on some of the most important sales principals that I have learned in my 13+ years in sales and business, through the millions of dollars in sales that I have personally booked, through the deals that I lost, from my conversations and learnings from sales leaders and of course from you – my fellow entrepreneurs and sales professionals. 

7 SALES PRINCIPALS TO EMBRACE FOR LONG-TERM SUCCESS

There are more than a few, timeless sales principals that have been proven again and again. Today I am going to share with you, 7 of the most powerful sales principals or truths that I have learned in my 13 years in this profession – from my own trial and errors, from working with hundreds of other businesses and individuals pursuing their own big goals and from sales leaders and experts who have directly and indirectly thought me how to sell authentically and effectively for a long period of time. 

While nothing on this list is rocket science, completely new or groundbreaking – they are all powerful, proven and mostly underutilized philosophy’s that if applied correctly and consistently can set you WORLDS apart from all of the others out there trying to grow businesses and territories. 

Simple doesn’t always mean easy but if you can take master these one at a time – you’ll be among the select few that are both successful and respected as human beings.

And that’s what Selling With Soul is all about, how to generate revenue in an authentic way that you can feel good about – one that allows you to form genuine relationships based on win-win scenarios.

EPISODE BROUGHT TO YOU BY  

My own revenue generation strategy sessions. 

I’m a keep it real kind of gal and the truth is, generating revenue can be tough. We all struggle with sales and sales strategy from time to time in our businesses and in professional selling – and it can be really frustrating. 

Whether its determining the best way to scale, developing a distribution strategy or figuring out how to open the door to a new key account, a little perspective, experience and advice can seriously cut back on your frustration. 

A strategy session may be just the thing that can help you move forward quickly. It’s a video conference where you and I get together one on one to talk about your specific situation and we detail the actions that you can take to get you to where you want to be. It’s a mini-mentoring session designed to help you get some clarity quickly.

Reserve your session here.

If you haven’t done so already, I would also like to invite you to subscribe to the podcast to automatically get all of the revenue generation strategies and skills that you need to build your business delivered right to you weekly. Plus, you’ll be sure to get the special bonus episodes that I am planning for you.

Leave us a review on wherever you consume content - Apple PodcastStitcher or Google Play and consider sharing if with someone else that might benefit from the content. This helps others find the podcast, grow our message and improve our content. 

Lastly – is there a particular topic, challenge or expert view that you would like to see featured here on the Selling With Soul podcast? Please feel free to reach out to me directly at Meredith@MeredithMessenger.com to tell me about it.

13. Learn To Prospect Like A Pro with Sales Legend Mark Hunter (Sales Legend Series)

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SHOW NOTES

If you’ve been avoiding prospecting or want to up your prospecting game and make more money, todays episode is for you.  

Prospecting is an essential part of growing a business or a territory. 

You need to prospect continually – as in all of the time, every day to break even, make a profit, and grow your business. And if you’re a professional salesperson, you need to prospect to develop enough opportunities to hit your goals and earn your commissions. 

Because prospecting activities and performance directly impact revenue, it is one of the most important processes in every organization hoping to grow. But due to fear and other misconceptions prospecting is often one of the most dreaded and avoided tasks in business.

Today we are going to dive into prospecting and challenge some of the common misconceptions that people have. We’ll even share best practices that you can infuse into your sales processes right away to begin to see immediate results. 

And we have the perfect person to breakdown prospecting for us. Today we welcome Mark Hunter to the Selling With Soul podcast.

Mark Hunter, CSP, “The Sales Hunter,” is recognized as an expert in sales, leadership and profitability. He is author of“High-Profit Prospecting” and“High-Profit Selling: Win the Sale Without Compromising on Price.”

His book, High-Profit Prospecting was recently named to the list of “Top 100 sales books of all time.”  Selling Power just named him one of the “leading sales consultants for 2018” and was named on another list as one of the “Global Top 30 Gurus in Sales.”

Since 1998, Mark has conducted thousands of training programs and keynotes on sales and leadership to thousands of people. Mark spent more than 18 years in the sales and marketing divisions of three Fortune 200 companies. During his career, he led many projects, including the creation of a new 200-member sales force responsible for volume in excess of $700 million.

As a speaker he’s shared the stage with Seth Godin, Tony Robbins, Arianna Huffington, Simon Sinek and others.  

HOW TO PROSPECT SUCCESSFULLY 

The thought of prospecting strikes panic into the hearts of many entrepreneurs and individual salespeople. 

90% of the time, when I bring the idea of prospecting up to my clients or their sales teams I hear a variation of one of the following: 

“You mean you want me to reach out to people I don’t know, uninvited and interrupt their day?”

“I don’t need to prospect, I’m using social media to drive business to me.” 

“That’s not how people sell anymore.”

But the truth is, prospecting is a critical component of proactively building your business and your territory – but you have to do it right. And in today’s episode, The Sales Hunter is going to give us the basics on how to get started.

We talk mindset, routines, best practices and tactics. There’s even a couple of rants for your listening enjoyment. 

I don’t think I have to tell you that this is a jam packed, actionable and valuable episode. Don’t miss out on the opportunity to spend some time learning from this sales legend.

EPISODE BROUGHT TO YOU BY  

My own revenue generation strategy sessions. 

I’m a keep it real kind of gal and the truth is, generating revenue can be tough. We all struggle with sales and sales strategy from time to time in our businesses and in professional selling – and it can be really frustrating. 

Whether its determining the best way to scale, developing a distribution strategy or figuring out how to open the door to a new key account, a little perspective, experience and advice can seriously cut back on your frustration. 

A strategy session may be just the thing that can help you move forward quickly. It’s a video conference where you and I get together one on one to talk about your specific situation and we detail the actions that you can take to get you to where you want to be. It’s a mini-mentoring session designed to help you get some clarity quickly.

Reserve your session here.

If you haven’t done so already, I would also like to invite you to subscribe to the podcast to automatically get all of the revenue generation strategies and skills that you need to build your business delivered right to you weekly. Plus, you’ll be sure to get the special bonus episodes that I am planning for you.

Leave us a review on wherever you consume content - Apple Podcast, Stitcher or Google Play and consider sharing if with someone else that might benefit from the content. This helps others find the podcast, grow our message and improve our content. 

Lastly – is there a particular topic, challenge or expert view that you would like to see featured here on the Selling With Soul podcast? Please feel free to reach out to me directly at Meredith@MeredithMessenger.com to tell me about it.

“LEARN TO PROSPECT LIKE A PRO (AND OTHER SALES BRILLIANCE)” EPISODE RESOURCES

Contact Mark Hunter:

 

12. How Podcasting Can Dramatically Increase Your Sales With Logan Lyles

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What if you could proactively develop relationships with your targeted buyers in a way that felt good to both you and them? Would you be interested in talking with your dream clients about their expertise, their pain points and getting a better understanding of how they see the future?

Sound too good to be true?

It is possible. Podcasting can do all of that and more and we are going to talk all about it on today’s insightful episode with expert and fellow sales professional, Logan Lyles.  

Logan’s expertise comes with some serious street cred.

Like most of us Logan discovered sales by accident. He stumbled into sales after getting a degree in journalism in 2008, never thinking he had the personality type for sales.  Sound familiar to some of you? Over the past 10 years of selling in the technology & B2B marketing space, he has discovered a way to lean on questioning skills, content creation & an analytical approach to be successful in a career that he didn't think was for him in the beginning.

Logan has been an individual contributor & lead sales teams in different markets from Montana to Texas.

Currently, Logan is Director of Partnerships at Sweet Fish Media & the Co-Host of B2B Growth podcast.  He interviews sales & marketing leaders in the B2B space, learning from them & collaborating to create content that helps listeners growth their businesses, while also helping clients determine if their own podcast strategy can help them build their network & their brand.

HOW TO LEVERAGE PODCASTING TO GROW YOUR SALES

When we think of podcasting for business, we often connect the goals to visibility and leads generated through our listener base. But what if podcasting gave you the ability to proactively form relationships with your dream clients, no cold calling, no email pitching?

When done strategically and carefully podcasting can do all of that and more for you and Logan is going to show us exactly how in this episode.

We will break down why podcasting can be an extremely powerful tool in your sales toolbox. How there are other, potentially more important goals for podcasting than downloads and we are going to talk about the types of sales results that are possible when you are dedicated to putting out consistent, quality podcast content. How to transition the interview into a sales conversation and so much more.

This episode is jam packed with insights, don’t miss out!

EPISODE BROUGHT TO YOU BY 

My revenue generation strategy sessions.

I’m a keep it real kind of gal and the truth is, generating revenue can be tough. We all struggle with sales and sales strategy from time to time in our businesses and in professional selling – and it can be really frustrating.

Whether its determining the best way to scale, developing a distribution strategy or figuring out how to open the door to a new key account, a little perspective, experience and advice can seriously cut back on your frustration.

A strategy session may be just the thing that can help you move forward quickly. It’s a video conference where you and I get together one on one to talk about your specific situation and we detail the actions that you can take to get you to where you want to be. It’s a mini-mentoring session designed to help you get some clarity quickly.

Reserve your session here.

If you haven’t done so already, I would also like to invite you to subscribe to the podcast to automatically get all of the revenue generation strategies and skills that you need to build your business delivered right to you weekly. Plus, you’ll be sure to get the special bonus episodes that I am planning for you.

Leave us a review on wherever you consume content - Apple PodcastStitcher or Google Play and consider sharing if with someone else that might benefit from the content. This helps others find the podcast, grow our message and improve our content.

Lastly – is there a particular topic, challenge or expert view that you would like to see featured here on the Selling With Soul podcast? Please feel free to reach out to me directly at Meredith@MeredithMessenger.com to tell me about it.

“HOW PODCASTING CAN DRAMATICALLY INCREASE YOUR SALES” EPISODE RESOURCES

Revenue Generation Strategy Sessions

Selling With Soul Podcast, Episode 09: Getting Started With Video To Grow Your Business With Cheryl Tan

Selling With Soul Podcast, Episode 07: Social Selling Is All About Value With Sales Expert Barb Giamanco

Selling With Soul Podcast, Episode 03: The Power Of Questions To Grow Relationships And Revenue With Deb Calvert

The Introverts Edge Book

Contact Logan:

Email

LinkedIn

Twitter

B2B Growth Show

 

11. Sell The Way Your Customers Want To Buy With Kristin Zhivago

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Imagine if you were able to predict - with consistent certainty what exactly your potential buyers are going to ask you? What if you could know ahead of time what challenges they may raise or how they view you and your offering versus your competition?

What if you knew exactly how to sell to them - what to say and how to say it?

On today’s episode of the Selling With Soul podcast, we are talking with Kristin Zhivago about how entrepreneurs and business owners can build sales and marketing processes that are completely designed around and aligned with how your clients want to buy.

Kristin is the president and founder of Zhivago Partners, a digital marketing management company, and the author of Roadmap to Revenue: How to Sell the Way Your Customers Want to Buy. Zhivago was one of the first to identify that it wasn’t how we sell that matters; it is how well we support the customer’s buying journey. She has been writing and speaking about marketing for years, training marketers worldwide. Prior to founding Zhivago Partners, Zhivago was a revenue coach to CEOs and entrepreneurs, mostly in the tech industry, specializing in marketing and sales department turnarounds.

All Of Your Sales Questions Answered

Many businesses neglect to mine the vast amount of knowledge that sits, waiting for them in their current client list. If we as business owners and sales people were to ask our clients the right questions, at the right times - we could find out everything that we ever wanted to know about our clients and how they prefer to interact and buy from us.

What platforms are they looking for us on? what questions do they have for us? What do they value about doing business with us?

The answers are all right here. Our clients are more than willing to unlock all of the sales and marketing secrets that we have been looking for - if we only ask.

We dive into all of the details on how to get this done in today’s episode.

Episode Brought To You By  

My own revenue generation strategy sessions. 

What sales or revenue generation challenges are you facing right now? Do you have questions around the best way to grow your business  – like, should you introduce a new distribution model or hire a salesperson? Or maybe youre looking for some guidance on how to close that big dream account or make your sales quota for the year? 

 A strategy session may be just the thing that can help you move forward quickly. It’s a video conference where you and I get together one on one to talk about your specific situation and we detail the actions that you can take to get you to where you want to be. It’s a mini-mentoring session designed to help you get some clarity quickly.

Reserve your session here.

If you haven’t done so already, I would also like to invite you to subscribe to the podcast to automatically get all of the revenue generation strategies and skills that you need to build your business delivered right to you weekly. Plus, you’ll be sure to get the special bonus episodes that I am planning for you.

Leave us a review on wherever you consume content - Apple Podcast, Stitcher or Google Play and consider sharing if with someone else that might benefit from the content. This helps others find the podcast, grow our message and improve our content.

Lastly – is there a particular topic, challenge or expert view that you would like to see featured here on the Selling With Soul podcast? Please feel free to reach out to me directly at Meredith@MeredithMessenger.com to tell me about it.

“How To Sell The Way That Your Customers Want To Buy” Episode Resources

Contact Kristin:

10. Start Using Social Proof To Skyrocket Sales

Hey there! This is the fourth and final episode in our first social selling series. This series has been one of my most popular set of episodes to date – the feedback has really been tremendous. We kicked this series off with a masterclass on the basics of social selling with sales author and expert Barb Giamanco on episode 7. That episode is an excellent primer on how you should approach social selling in order to recognize maximum sales results. Then in episode 8 we went deep in a super actionable and really informative masterclass on how to leverage LinkedIn with social selling expert Brynne Tillman. And in the 3rd episode of this series – episode 9 we discussed how to start using video in our social selling efforts with Cheryl Tan.

If you haven’t had a chance to listen to those episodes yet and you’re interested in learning how to expertly generate more sales using social selling I really encourage you to go back and listen to those value packed episodes.

I am going to talk about the power of social proof in top of the funnel activities and in the late stages of the sales cycle. I am going to share with you:

The basics of what social proof is and the forms it can take

The 2 types of social proof and how they can drive sales

How to develop a process for gathering and using social proof effectively

 Episode Brought To You By

My own strategy sessions.

Do you have some sales challenges that you are looking to overcome. Or maybe you have some questions on how best to grow your revenue – should you introduce a new distribution model or hire a salesperson. Maybe you’re looking for some guidance on how to close that big dream account before the end of the year ….

A strategy session may be just the thing that can help you move forward quickly. It’s a video conference where you and I get together one on one to talk about your specific situation and we detail the actions that you can take to get you to where you want to be. It’s a mini mentoring session designed to help you get some clarity quickly. You can find out more and book a session right from my site.

Just click here to request your session. 

I would also like to invite you to subscribe to the podcast. All you have to do, is hit the subscribe button right next to the podcast episode that you’re listening to and you’ll get all of the revenue generations strategies and skills that you need to build your business. Plus, you’ll be sure to get the special bonus episodes that I am planning for you. Click here to subscribe in iTunes!

And if you’ve found the podcast helpful to your business or your personal development I would so appreciate you taking a minute to give it a 5-star rating. And if you feel that I’ve earned it, I would be so honored if you left a review to help the podcast grow and find others who may benefit from the information as well. Just click here to review, select “Ratings and Reviews” and “Write a Review” and let me know what you enjoy about the podcast. Thank you!

Links To Resources Mentioned:

9. Getting Started With Video To Grow Your Sales [Social Selling Series]

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Hi there friend! Thank you for joining me for the 3rd episode in our social selling series. In episode 8, the one right before this one, we talked with social selling and LinkedIn expert Brynne Tillman about how to strategically use LinkedIn to grow your sales and your authority. That episode has been very well received and I have gotten a ton of positive feedback from listeners through linked in and email so that’s been great. 

In fact, it is the most downloaded podcast that I’ve had to date. So if you haven’t already, I would really encourage you to take a listen to that episode – again it’s the episode right before this one – number 8. In the first episode of the series, episode 7, “Social Selling Is all About Value”, with sales expert Barb Giamanco we break down how to deliver value in our social selling efforts that will open more doors and build better relationships with our targeted prospects. Its another insightful episode that lays out the foundation of social selling with great examples. 

Today we are focused on one of the hottest topics in sales and marketing right now and that is how to leverage video in social selling to build relationships and authority and draw leads into your sales funnel. It will come as no surprise to many of you, that video - much like audio, has a profound ability to create connections with your potential buyers. And our expert guest today is just the person to break down the basics of getting started with video. 

Cheryl Tan has a fantastic background in broadcast journalism, where over 20 years in TV news she perfected her interviewing and storytelling skills. Over the years she has put thousands of people on camera so she knows her stuff. Now she shares those skills with fellow businessowners who want to tell the stories of their companies through video or through the media. Through consulting and done-for-you video services, she helps entrepreneurs be seen as experts in their field - she is on a mission to help people find their voice and bring their stories to life on video.

Cheryl is the host of the "STANDOUT with Cheryl Tan"podcast, where she shares strategies you can use right now to get noticed and be seen as a thought leader in your industry. It’s a great podcast packed with valuable tips and best practices. You can catch up on past shows at CherylTanMedia.com.

Now I’m going to get honest here with you for a moment. This is an important masterclass episode for me personally as I haven’t really embraced the use of video yet or at all really. If I’m being honest, I’ve been a little intimated by it. The reasons why have varied –  I’m always tyring to figure out the rules of engagement, “should it be casual and spur of the moment or structured and training like?”, “What should I wear? Is it ok to shoot in my house? What kind of camera and background should I have?”… 

All of that being said, I recognize how important video is for my business and I am dedicated to overcoming the mental roadblocks I have around using video. And I’ve made it a huge part of my marketing plan for the next few months. 

So if you’re like me, you recognize that you need to embrace video and leverage it in your business and sales routine and are looking for the basics on how to get started this masterclass is for you. Now if you’re one of those people who are comfortable and rocking your videos (you’re amazing!), stay tuned anyway because I think you’ll find some great nuggets in here to help you refine and improve your efforts as well. 

In this interview we are going to touch on some great, actionable tips for getting started with video, including: 

  • How to build authority in your niche through video

  • Leveraging video to level the playing field between you and larger or more well established competitors 

  • How to enhance your lead generation and sales conversations using video 

This will be a great primer on video. I have my pen and paper out and I’m ready to take notes!

 This episode is brought to you by  

 My own strategy sessions. 

Are you focused on growing your sales, business and impact and looking for some quick, actionable advice on how best to move forward?

Are you focused on obtaining a big dream client and need some actionable advice on how to get their attention and land the deal?

Or maybe you want to drive more leads into your business but need some guidance on where to invest?

A strategy session may be just the thing that can help you move forward quickly. It’s a video conference where you and I get together one on one to talk about your specific situation and we detail the actions that you can take to get you to where you want to be. It’s a mini coaching session designed to help you get some clarity quickly. You can find out more and book a session right from my site. 

Just click here to request your session. 

I would also like to invite you to subscribe to the podcast. All you have to do, is hit the subscribe button right next to the podcast episode that you’re listening to and you’ll get all of the revenue generations strategies and skills that you need to build your business. Plus, you’ll be sure to get the special bonus episodes that I am planning for you. Click here to subscribe in iTunes!

And if you’ve found the podcast helpful to your business or your personal development I would so appreciate you taking a minute to give it a 5-star rating. And if you feel that I’ve earned it, I would be so honored if you left a review to help the podcast grow and find others who may benefit from the information as well. Just click here to review, select “Ratings and Reviews” and “Write a Review” and let me know what you enjoy about the podcast. Thank you!

Shout Out Of The Week

Speaking of 5 star reviews – we have yet another one this week! Id like to give a shout out and a big old virtual hug to horsegirldsi who left a great review this week – she titled her review: 

I am honored that you have listened horsegirldsi and I am so very grateful for the review and your kind words.

We now have listeners from 22 countries and counting which really blows my mind. Thank you to all of you who are tuning in, seeing those numbers every week is so very encouraging to me as I know how valuable your space and time is, I feel so blessed to have you spending some of it here with me. 

Resources Mentioned In This Episode

Contact Cheryl Tann:

8. How To Strategically Use LinkedIn To Grow Your Sales [Social Selling Series]

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Hey there friend - welcome to the second episode in our social selling series. Last week in episode 7, we reviewed the basics of social selling – what it is, what it isn’t and how it all comes back to relationship building. If you’re interested in really understanding how to use digital platforms to grow your revenue, I highly suggest reviewing the episode right before this one with sales expert Barb Giamanco

This week’s episode continues the social selling conversation focusing on what I consider to be an indispensable, yet underutilized tool for anyone in operating in the business to business space. And if you’re not in the business to business space, you’ll still get a ton of value from this episode as well because there are a ton of best practices sprinkled throughout this interview that you will be able to apply to social selling efforts in your consumer business as well.

In this episode, we are going to dive in on how to use LinkedIn to grow your business. LinkedIn has grown into a premier digital platform for business development and it has the ability to transform your sales process - yet very few of us are fully using the power of the platform to grow our business.

I am so excited to welcome top LinkedIn expert Brynne Tillman to the show today.

She is an accomplished entrepreneur, the CEO of Social Sales Link, a successful sales professional, sales trainer and coach spanning 3 decades who has unlocked the power of LinkedIn for business development. She has also authored a comprehensive workbook and guide - LinkedIn For Business Development.

 In this interview, we are going to hit on all kinds of gems including: 

  •  How to start conversations on LinkedIn that result in more sales conversations

  • The 4 areas to focus on when using LinkedIn for business development

  • How to develop a strategic LinkedIn social selling plan based on your business goals

  • An 8-step program to maximize your LinkedIn efforts and drive new leads into your business 

I know this is going to be super inciteful and packed with actionable strategies that you can apply to grow your own business!

SHOUT OUT OF THE WEEK!

This week I had the amazing honor of joining Victoria Dew, from Dewpoint Communications and her Thriving Soloprenuer Group in Boston for an interactive session focused on how solopreneurs can effectively sell.

It is a great group and I had a fantastic time learning about each of their businesses and the revenue goals that they have. 

Thank you Victoria for having me! If any of you listening are in the Boston or LA areas and are looking for in-person connection, definitely check out Victoria’s groups and events – it’s so important to have a supportive and like-minded community behind you as an entrepreneur. And her communities are all of that. No matter where you live you can also join Victoria’s online Solopreneur Virtual Café community. You can find her group on Facebook.

So shout out to the Boston Solopreneur group – thank you for attending. And I am super excited to get to know a few of you even better in our upcoming strategy sessions. Gina from Grow Voice and Ned from Last Mile Insight, I am really looking forward to our conversations!

THIS EPISODE IS BROUGHT TO YOU BY

Are you focused on growing your sales, business and impact? 

A strategy session may be the thing that can help you move forward quickly. It’s a video conference where you and I get together one on one to talk about your revenue goals and challenges and we discuss some actions that you can take to get you to where you want to be. It’s a little coaching session designed to help you get some clarity quickly. You can find out more and book a session right from my site. 

I would also like to invite you to subscribe to the podcast. All you have to do, is hit the subscribe button right next to the podcast episode in iTunes ad other platforms and you’ll get all of the revenue generations strategies and skills that you need to build your business. Plus, you’ll be sure to get the special bonus episodes that I am planning for you.

And if you’ve found the podcast helpful to your business or your personal development I would so appreciate you taking a minute to give it a 5-star rating. And if you feel that I’ve earned it, I would be so honored if you left a review to help the podcast grow and find others who may benefit from the information as well.

Links Mentioned In This Episode

7. Social Selling Is All About Value With Sales Expert Barb Giamanco

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Welcome to the first episode in my new series on social selling. Social selling is such a hot topic these days, from the tools to the methods – it seems like everyone is focused on leveraging social media for revenue generation.

Social selling is a powerful tool that can help us cut back on those awkward and pushy sales conversations  - it can decrease stress and allow us to elevate ourselves above the noise that our buyers are constantly surrounded by.

In this series we are going to examine the basics of social selling, we are going to talk about how LinkedIn is a powerful tool for those of us with a business offering products and services to other businesses, the power of video in social selling and a whole lot more.

It is an honor to have, sales expert Barb Giamanco on the show today. Aside from being a successful female entrepreneur and accomplished sale expert helping more women find success in sales - she knows all about Social Selling – because well she wrote the book on it - literally! 

 We cover a lot of ground in this value packed episode including: 

  • What social selling really is and more importantly what its NOT

  • Why sales always comes back to building relationships 

  • Why the customer experience matters tremendously and how that starts with your first interaction with them even on social media

We even have a beautiful conversation around value – providing it, recognizing our own and having the confidence to negotiate for what we are worth. 

Listener shout out of the week!

J V Crum 

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Thank you JV Crum – I love and appreciate all reviews but I especially enjoy the ones that come from my brave males listeners and I applaud the support they show for female business owners. 

As of the recording of this episode in early September 2018 we are up to 35 5-star reviews in iTunes and have gotten downloads from 16 contries. The response has been amazing and I couldn’t be more grateful for the positive words, the encouragement and the time that each of you has spent here with me. I know how valuable your time is and I make it my mission to provide you with value and expertise to help you grow your business. 

This Episode Is Brought To You By

This episode is sponsored by my upcoming FREE webinar workshop, ”How To Sell As An Entrepreneur: A Quick-Start Guide To Increasing You Revenue”. It’s a live interactive session that will provide you with some simple strategies to increase your revenue and impact. It will be taking place the first week in October and has limited seating

Links Mentioned In This Episode

 

6. How To Start A Movement With Dr. Michelle Mazur

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My guest today, Michelle Mazur, tells us that we all have a movement living inside of us and discovering it is the key to building our business and our sales. Do I have your attention?

Michelle is the founder of Communication Rebel where she helps business owners and speakers rebel against the status quo to make a difference. She helps them craft their 3 Word Rebellion, rebellious talking points, and a speech that incites action and generates revenue.

The speakers Michelle works with have gone on to book $10,000 speaking gigs, become international speakers (they even speak in front of world leaders!), and raise 3x the amount of money expected for the launch of a charity.

Her rebel yell has appeared in Fast Company, Inc., Entrepreneur, PR Daily, and Business2Community.

 In this episode, Michelle breaks down exactly:

  • What the “3 Word Rebellion” is and the importance of really dialing in our unique messaging 

  • How we ALL have a passionate movement living inside of us

  • The framework for developing our own 3 Word Rebellion

  • How to develop messaging to create the opportunity to have conversations with your potential buyers 

  • The power of stories in our business and sales 

  • Embracing our leadership role as business owners

 Michelle delivers tremendous value in this episode…she breaks down how to use your unique voice to become a change agent, create movements and sell more in a respectful and joyful way. 

We also take a few minutes to keep it real and dive into the importance of letting our emotions and stories show, our own mindset challenges and how we work on overcoming these challenges every day. 

Episode Brought To You By

This episode is sponsored by my fall workshop, “2019 Revenue Roadmap”, which is currently enrolling. It’s a full day virtual workshop dedicated to helping you pull together your 2019 revenue goals craft a sales and marketing roadmap to get you there. Click here to sign up.

Subscribe & Review in iTunes

Are you subscribed to my podcast? If you’re not and you find this valuable, I want to invite you to do that today. I don’t want you to miss an episode. Click here to subscribe in iTunes!

 

Now if you’re really feeling the show, I would be so super grateful if you left me a review over on iTunes, too. Those reviews help other people find my podcast and selfishly, I would really appreciate the feedback on the show and the motivation I get from knowing I am making a difference for you. Just click here to review, select “Ratings and Reviews” and “Write a Review” and let me know what you enjoy about the podcast. Thank you!

 

Listener shout out of the week!

Is Joeb29

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Thank you JoeB29! You’re kind words mean more to me than you’ll ever know!

Connect with Michelle Mazur:

·       Communication Rebel

·       Facebook

·       Twitter

·       Linkedin

·       Instagram

 

Other resources mentioned in this episode:

Book:Big Magic

5. The Amazing Science Behind Buying And Selling With Melina Palmer

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Show Notes:

Ever wish that you could understand what was going on in the brain of your potential buyer so you can lead, influence and sell more effectively?

In this value packed episode, marketing and behavioral economics expert Melina Palmer breaks down how our brains work while making purchasing decisions and how we can make shifts in our sales and marketing efforts based on the science in order to increase our revenue. 

Melina and I dive into the top 3 behavioral economics principals that we all need to incorporate into our businesses for increased sales. Melina breaks down the concepts of anchoring, adjustment, and relativity and how to strategically price and position your offerings to increase your sales. Melina shares success stories and lessons learned from several women who have implemented this principals successfully. 

Connect with Melina Palmer:

Other resources mentioned:

Talk to Meredith:

If you enjoyed this podcast, please consider rating the podcast with 5 stars and leaving a one- or two-sentence review in iTunes. This not only helps in bringing the podcast to the attention of others but it helps me know that I am producing content that you value. It fuels me to keep going. I am also mentioning the names of all who rate the podcast with 5 stars in future episodes.

I would love to talk to you in the Selling With Soul Tribe on Facebook.  It’s a a sweet little community of ambitious women in business who are laser focused on growing. We laugh, we cry, we talk all things revenue. You'll fit right in!

You can tell your friends on Twitter about your dedication to joining the million dollars in revenue club and our new podcast by simply clicking this link and sharing the tweet you’ll find at the other end.

And like we said in kindergarten - sharing is caring kid. So if you know of someone as awesome as you who is focused on growing into their full potential. Please invite them here - we will take good care of them!

Finally, thanks for listening and remember, “The world needs what you're selling”.

4. How To Prevent Buyer Pricing Concerns [Discovery Meetings That Deliver Series]

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show notes

Sometimes ongoing issues, need to be looked at in a different light in order to be solved; solving buyer's concerns is no exception.  In this podcast I flip the script on the traditional thinking around buyer interaction...old school sales people beware!

This is the fourth part in our series “Discovery Meetings That Deliver” a series dedicated to providing you with everything that you need to lead sales and discovery meetings that deliver results for you and value to your potential clients. 


One of the most anxiety filled conversations that my clients typically have are those about pricing.  The research even proves that a female will charge $0.80 vs. $1.00 that their male counterparts do.  They undervalue themselves and their product/service mostly because of fear.  How do you solve this? Address it before it grows into the elephant in the room.

You want your buyer to be engaged throughout the process.  You spend your time upfront demonstrating the value you can bring to them by detailing out your solution to their problem.  Everything is going well up until the point you bring up price.  You're eventually met with reactions of "It's not in my budget", or "I don't know how I can afford this", and even "I need to run this by my partner before moving forward".  Sound familiar?  At this point of the process, hearing these phrases can lead to a defensive scramble where you start to push all that you have on to them, or even worse, you create an atmosphere of contention leading to the buyer feeling 'handled' by you.

It's time to reevaluate the process if buyer  pricing hesitations are occurring more often than not.

Start by being proactive with the pricing discussion; use a pricing range as a anchor early on in the discussions.  This will help eliminate a buyers distraction.

Form a plan around common hesitations and address as they come up.

Create an Return on Investment (ROI) analysis for your buyer that will illustrate the gain(s) from their investment.  An ROI will help address some of the most common hesitations regarding affordability or budget restraints.

What I have done within my business and have found great success with is using what I call a "Pre-Sale Care Package".  I start off with sending a "love letter" that sets initial ground rules in order to help address any concerns before the buyer believes they are issues.  An example could be that the first meeting you hold be attended by all decision makers regarding the sale.  I also create a micro site that contains personal video to the  buyer, along with past client testimonials to demonstrate value achieved in the past.

We have a great free download for you help you take action on all of the info in the "Discovery Meetings That Deliver" series:



Mentions:

Talk to Meredith:

If you enjoyed this podcast, please consider rating the podcast with 5 stars and leaving a one- or two-sentence review in iTunes. This not only helps in bringing the podcast to the attention of others but it helps me know that I am producing content that you value. It fuels me to keep going. I am also mentioning the names of all who rate the podcast with 5 stars in future episodes.

I would love to talk to you in the Selling With Soul Tribe on Facebook.  It’s a a sweet little community of ambitious women in business who are laser focused on growing. We laugh, we cry, we talk all things revenue. You'll fit right in!

You can tell your friends on Twitter about your dedication to joining the million dollars in revenue club and our new podcast by simply clicking this link and sharing the tweet you’ll find at the other end.

And like we said in kindergarten - sharing is caring kid. So if you know of someone as awesome as you who is focused on growing into their full potential. Please invite them here - we will take good care of them!

Finally, thanks for listening and remember, “The world needs what you're selling”.

3: The Power Of Questions To Grow Relationships And Revenue With Deb Calvert

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Show Notes

Questions are the most powerful tool that you have in your sales tool box. But do you know what types of questions to ask, how to ask and when?

Thankfully, we have a special guest today to help us get smart on all tings questions! Deb Calvert, sales expert and author is a special guest today. Author of the book, "DISCOVER Questions Get You Connected" Deb literally wrote the book on how to use questions to generate revenue. 

Deb and I get really detailed on the science of questions. We breakdown why questions are so powerful. We cover the best types of questions to have in our toolbox and why there actually are "bad questions".

We also touch on how the right mindset is critical for business success. How to comfortably ask for the business and what to be on the look out for. 

I even get a little coaching on why one technique that I have used for years should be thrown out. Don't miss it!

This is the third part in our series “Discovery Meetings That Deliver” a whole series dedicated to giving you everything that you need to lead sales and discovery meetings that deliver value and respect to your potential buyer and dramatically increase the likelihood of you gaining a new client.

Books Discussed:

Connect With Deb:

We have a great free download for you help you take action on all of the info in the "Discovery Meetings That Deliver" series:

Get your free Discovery Meeting Workbook and Planner

Talk to Meredith:

If you enjoyed this podcast, please consider rating the podcast with 5 stars and leaving a one- or two-sentence review in iTunes. This not only helps in bringing the podcast to the attention of others but it helps me know that I am producing content that you value. It fuels me to keep going. I am also mentioning the names of all who rate the podcast with 5 stars in future episodes.

I would love to talk to you in the Selling With Soul Tribe on Facebook.  It’s a a sweet little community of ambitious women in business who are laser focused on growing. We laugh, we cry, we talk all things revenue. You'll fit right in!

You can tell your friends on Twitter about your dedication to joining the million dollars in revenue club and our new podcast by simply clicking this link and sharing the tweet you’ll find at the other end.

And like we said in kindergarten - sharing is caring kid. So if you know of someone as awesome as you who is focused on growing into their full potential. Please invite them here - we will take good care of them!

Finally, thanks for listening and remember, “The world needs what you're selling”.

2: The 4 Keys To Wildly Successful Discovery Meetings

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SHOW NOTES

Interested in having more effective and and comfortable sales conversations? Or maybe you aren't sure if you should start building discovery calls into your business generation process? 

This is a masterclass style episode - we will go DEEP into the framework for a great discovery call. I reveal my 4 keys to 10x-ing your discovery calls, we will uncover how structuring your meeting can lead you to actually have to sell less and we dive head first into questions.

This is the second part in our series “Discovery Meetings That Deliver” a whole series dedicated to giving you absolutely everything that you need to lead sales and discovery meetings that deliver value and respect to your potential buyer and dramatically increase your likelihood of you gaining a new client.

We have a great free download for you help you take action on all of the info in the "Discovery Meetings That Deliver" series:

Get your free Discovery Meeting Workbook and Planner

Talk to Meredith:

If you enjoyed this podcast, please consider rating the podcast with 5 stars and leaving a one- or two-sentence review in iTunes. This not only helps in bringing the podcast to the attention of others but it helps me know that I am producing content that you value. It fuels me to keep going. I am also mentioning the names of all who rate the podcast with 5 stars in future episodes.

I would love to talk to you in the Selling With Soul Tribe on Facebook.  It’s a a sweet little community of ambitious women in business who are laser focused on growing. We laugh, we cry, we talk all things revenue. You'll fit right in!

You can tell your friends on Twitter about your dedication to joining the million dollars in revenue club and our new podcast by simply clicking this link and sharing the tweet you’ll find at the other end.

And like we said in kindergarten - sharing is caring kid. So if you know of someone as awesome as you who is focused on growing into their full potential. Please invite them here - we will take good care of them!

Finally, thanks for listening and remember, “The world needs what you're selling”.

1: Mastering The Mindset For Discovery Meetings That Deliver

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SHOW NOTES

This is the first part in a new series “Discovery Meetings That Deliver” a whole training series dedicated to giving you absolutely everything that you need to confidently and authentically lead discovery meetings that generate real results – while staying true to your voice and values. 

That's what being in business is all about, right? Doing good and feeling good while doing it.

We are kicking this series off with a focus on the foundation for all of success – mindset.

 Here’s what you can expect to get from todays episode:

  • The 1 key shift that can completely skyrocket your likely hood of gaining clients from your discovery meetings

  • How you have more control than you think

  • 2 strategies for rocking your meetings and building joy into your sales activities

  • ...and 1 ridiculous story about me

We have a great free download for you help you take action on all of the info in the "Discovery Meetings That Deliver" series:

Get your free Discovery Meeting Workbook and Planner

Talk to Meredith:

If you enjoyed this podcast, please consider rating the podcast with 5 stars and leaving a one- or two-sentence review in iTunes. This not only helps in bringing the podcast to the attention of others but it helps me know that I am producing content that you value. It fuels me to keep going. I am also mentioning the names of all who rate the podcast with 5 stars in future episodes.

I would love to talk to you in the Selling With Soul Tribe on Facebook.  It’s a a sweet little community of ambitious women in business who are laser focused on growing. We laugh, we cry, we talk all things revenue. You'll fit right in!

You can tell your friends on Twitter about your dedication to joining the million dollars in revenue club and our new podcast by simply clicking this link and sharing the tweet you’ll find at the other end.

And like we said in kindergarten - sharing is caring kid. So if you know of someone as awesome as you who is focused on growing into their full potential. Please invite them here - we will take good care of them!

Finally, thanks for listening and remember, “The world needs what you're selling”.

Welcome To The Selling With Soul Podcast

Show Notes

This welcome episode is all about The Selling With Soul mission and an overview of what you can expect to get out of my exciting new podcast. Here's a hint - its all about growth. I also drop all of the deets on our little community - how to get in touch, where you can come hang out and get your questions answered as well as a sweet resource to help you immediately. 

Talk to Meredith: