Monday Morning Motivator

Argh! I’m sharing something today that has me all kinds of riled up! It’s a method of amateur selling  - taking shortcuts; choosing “efficiency” over “profit.” It goes back to a mantra my dad used to repeat to us five kids growing up: “ A shortcut isn’t always a shortcut.” Meaning, there are times for automation, and there are times when automation will bite you in the butt.  At the end of the day, all that matters is results, so if your results are average or less than average, it’s time to step it up.  Let me frame this with most average sales organizations are taking short cuts, so this method is not popular.  Most people will disagree with you. And most people are average.  But when you invest the time to do things right, you’ll reap more profits later. The five minutes you spend to prepare a cold call or cold email is going to slide you to the top of the other 100 messages they’ve received that day.  I’ve shared a few of my best tips in here so you can stop being an amateur and transition to a world-clas

People often ask how I think an art background helped me in sales.  Then I thought about all the artists, graphic designers, fashion designers, musicians and actors I’ve known that are highly successful salespeople.  So today we’re going to take a break from the process of selling, which is valuable in itself and move into the art of selling which is much more interesting, authentic, and will bring some joy back into selling this year.  Think about some of your favorite songs and movies. They all moved you or changed you in some way, even in a short period of time.  Selling is similar; when you get someone to take action, it’s because they’ve changed in some way, and you are the catalyst for it.  So, similar to a song or a story, there is a structure that will help you, which I’ll talk about today.  Finally, we’ll touch on the importance of silence in selling as well as sales. I challenged myself to 52 weeks of live Monday meetings, and we have just 4 left!  Going forward, I’ll be jumping in live at will and

There is an epidemic sweeping the nation.  Every entrepreneur or salesperson I coach who is having a challenge leveling up is because of one thing: dreaming too small.  They’re satisfied with the status quo. They’re satisfied with goals like, “Be debt-free.” “Buy a house.” “Save for retirement. Send my kids to college” Who cares?  Yes, those are minimum necessities.  A house. A car. Food. Education. But the only person who cares about them is you.  Your clients don’t care. Your friends don’t care. The universe doesn’t care. Guess what? I’m pretty sure you don’t care that much, either.  If you have to wait another year to pay off your debt or buy a house, who cares? How much is it really going to hurt anyway?  That’s exactly why you’re stuck in the same rut over and over again: your dreams are small so you’re playing small.  No one is going to play big to reach small goals. Makes sense, right? No one’s going to make one more phone call, start one more conversation, send one more email, for small goals.  Do you

I love this post I saw on Facebook about how Marilyn Monroe helped Ella Fitzgerald in her career. It’s an example of how successful people help others freely and that success is not an independent journey… This Thanksgiving and Holiday season is a balance of giving and receiving.  If either is out of balance, you will feel depleted, sick, depressed and anxious. My yoga teacher used to call it “emotional constipation or depletion.” We’re either giving too much and feeling depleted because we’re not open to receive, or we’re taking more than we’re giving, which leads to emotional constipation of sorts.  It’s a great balance to be aware of this season to stay healthy physically and emotionally but also applies to sales. If commissions and sales are the gift, the part we receive, then the sales consult and sales process has to be in the spirit of giving. If you think of prospecting, following up, and selling as giving, rather than asking for something, you’ll feel less anxious and more available to listen and adv

A CEO Mindset isn't just for CEO's: you can be an employee and operate at a world-class level with a CEO mindset, or you can be struggling CEO because you're still operating with a status quo mentality. This exercise will develop your own world-class standards of performance:   Below are mindsets typical of the status quo, and thus generally accepted as true in our society.  Next to each, write how you think the “world-class” thinks or behaves differently. The answer is not always the “opposite;” you need to think outside the box. There is no correct answer.  These are the standards you are creating.   Share these Standards of Performance with your team so you can work toward the same vision by creating a visual representation at wordclouds.com Salary = Security Work for $$ Work happens M-F 9-5 Save for the future Own a home Be a millionaire Little Risk = Little Gain Failure = Defeat Task-Oriented Follows Systems Limited by Time, $$ Follows Rules Works Hard Boss determines income Institutional Education Plans

How good are you at listening? I’m going to give you a little test to find out. Grab a paper and pencil and join me now!  Instructions:  Draw a horizontal line from left to right.  Draw another horizontal line from right to left either above or below the first line. Draw a vertical line from top to bottom connecting the two horizontal lines. Draw another vertical line from bottom to top.  What did you come up with?  If your instinct was that you needed to ask more questions to get the right shape, then your instincts are correct.  But then why don’t salespeople follow them in sales meetings?  Often there are just one or two questions asked and then, boom! here comes a 30-minute demo.  When you ask the customer questions, lots of questions, you have all the information you need to sell them what they want to buy, so that you can actually keep your demo to just five minutes of totally relevant information.  (You’ll notice that customers never ask “How do I log in?” which is how most demos start… ) This also

What is a Signature Selling Style Guide?  It’s something I developed for my students to help bring more authenticity to their sales process.   It can be difficult to take all the bits and pieces you receive about how to sell, how to overcome objections and how to close and align them with you are you so that you can be a powerhouse sales closer without sacrificing your integrity. .   In this week’s video, I take you through how to Create your Signature Selling Style Guide in just under 10 minutes...  It’s something you’ll have for a lifetime that will guide you on how to sell in a way that aligns with you and your values… Everyone will have a different style guide, so it would be unfair to me to dictate what authentic selling is…  It’s just that AUTHENTIC …  Which means UNIQUE to you.  Jump into the video and then share your results in the comments to declare the kind of entrepreneur or salesperson you REALLY are! Resources mentioned: https://www.wordclouds.com/      © JPM Partners, LLC   

Melinda Elmborg of StartupAction.co is here for the last segment of our series!  Melinda is a former VC who was frustrated and tired of saying “no” to startups she knew she could help.  So she started a virtual accelerator, Startup Action, to help startups get the launch they need, even without outside funding.  Today she shares Mistake #3:  Broken Metrics and OKR’s You need to make sure that your users are doing what you want them to do. Most companies have massive amounts of data but don’t know what to do with it. Good metrics help you make good investment decisions.  Melinda explains how to automate your metrics with her favorite tools and filter and focus them across your entire team to have key results and objectives (OKR’s) RESOURCE: > Measure What Matters

Melinda Elmborg of StartupAction.co is back on the show today!  Melinda is a former VC who was frustrated and tired of saying “no” to startups she knew she could help.  So she started a virtual accelerator, Startup Action, to help startups get the launch they need, even without outside funding.  Today she shares Mistake #2:  Going to Market without Product - Market Fit Sometimes when startups have too much money, they will launch sales and marketing and, without product-market fit, will keep putting money in the wrong place.  Like a bucket with holes, you won’t be able to get conversions with more ads or more sales meetings.  Melinda explains how to make sure you have product-market fit and shares a great story about how a company learned this the hard way! You can grab some of Melinda’s free resources and find out more about her accelerator here:  Resources.startupaction.co Stay tuned for Mistake #3 next week!  And if you missed mistake #1, you can grab it here.     Have a great week!Jessica Magoch CEO, JPM

So delighted to have Melinda Elmborg of StartupAction.co joining us today!  Melinda is a former VC who was frustrated and tired of saying “no” to startups she knew she could help.  So she started a virtual accelerator, Startup Action, to help startups get the launch they need, even without outside funding.  Today she shares Mistake #1:  Innovator’s Bias Innovator’s Bias is creating a product with blinders on and not consulting with customers. When you refuse to listen to the market or try to hide your product until its ready to launch, you run the risk of building something innovative that no one needs.  Melinda explains how to speak to customers in a way that will get you the information you want and share a neat story about Zapier’s model to address this.  Though this step may sound obvious, it’s the #1 often missed when she interviews startups for funding. If done properly, it will also tell you exactly what your market needs to hear in order to buy.  You can grab some of Melinda’s free resources and find

Hiring a new rep can be very expensive...up to $30k when you consider recruiting, training and onboarding costs…  But sometimes it’s not the salesperson that’s the problem…  So before you fire or hire your next salesperson… watch this and ask yourself these questions: Accountability and Activity Standards:  Are there clear activity standards? Is there accountability to those standards? Do my reps know exactly how much activity they need to do on a daily basis to get results? Are we following up at least 12 times with each prospect? If nothing else changes, more activity yields more results. Sales Process: How do my closing rates compare to industry standards? Is my team averaging 50%? Are my top performers at 80%? If not, then there’s room for improvement in my sales process.  Coaching: What kind of coaching are my reps receiving? Are they being challenged on mindset hurdles? Are we providing training AND coaching?  Compensation plan: Does my comp plan reflect our goals? Does it give top performers a reas

Most software demos are long and boring. After studying hundreds of demos, I’ve found you only have 5 minutes to prove you can solve their problem. Here are 5 tips to help you do that: The demo is not a tutorial: Save that for on boarding.  This is not the information they need in order to buy, and you’re missing the parts that matter to them.   The Demo is part of a larger presentation: Your presentation should be a story that brings the buyer on a journey from their problem to your solution and the demo is simply the culmination of that. Keep it simple: Even if it’s a complex product. Highlight their 3 biggest pain points and how your software solves them. Only sell your customers what they are buying right now.  Use Screenshots instead of a live demo. Don’t be afraid to use screenshots. They serve the same purpose and perform faster.  You can always pull up a live demo during the Q&A if they ask to see something outside of your planned presentation.  Leave plenty of time for Q&A: A 5-minute ca

Goal setting is a farse. It sounds logical, but success is illogical.  The reason why income goals don't work is because they’re all about the money the person is making and not about the problem they're solving or the people they're helping. Success requires many people working toward your vision and if your vision is just your personal income goal no one else is excited about that except you.  Goals inherently make us focus on what we DON'T have which attracts more of that (lack). When someone obsesses on an income goal they're constantly reinforcing that they don't have it.  And if you don't believe you are already capable of achieving that goal, it doesn't matter what effort you make, your outside world will always be a reflection of your inner world. We create our own reality based on what we believe. Even if you gain money it will escape you because you don't think you're worthy of it. However, if you set an objective that goes beyond your own desires and needs, other people will rise up to help you ach

I was Dean at the #MogulX Conference, the largest conference for millennial women and here’s what I learned: COMMUNITY: Craving independence and the transition from university life can be lonely, leading to depression and anxiety, so women are craving connection and community. They find that mostly on social media which can have its own challenges like…    AUTHENTICITY: On social everyone’s putting their best foot forward, which isn’t inherently bad, but can make the world feel even more lonely as people are hesitant to talk about their real problems publicly.  They crave authenticity from influencers but at the same time are tempted by the newest beauty tutorial because balancing authenticity with outward expectations is challenging.    PURPOSE: Millennial women are multi-passionate which can lead to confusion as to what they were “meant” to do. Phrases like, “Side-hustle,”and, “Passion-Project” imply purpose is something you do outside of the regular workday, which is why work is stressful and anxiety pr

Robert Kellner joins me again to talk about his groundbreaking new method for generating leads, Karma Calls. You can learn more about Rob’s story and what Karma Calls are all about in Meeting 33: jess.tips/33 In Part 2, Rob reveals his 4 step method for Karma Calling.  He’ll explain how you can break down barriers and connect with people immediately with these four steps:  Gratitude  Curiosity Empathy Energy We have two more lessons where we dive deep into these concepts and help you script our your Karma Calls for the members of our Sales Launch Code community. You can find out more here: www.saleslaunchcode.com Let me know what you think and if you want to hear more from Rob! You can connect with him directly at roberkellner@live.com or https://www.linkedin.com/in/robert-kellner-a5310a/ to work with him one-on-one. Have a great week!Jessica Magoch   © JPM Partners, LLC 

I’m so fired up to have Robert Kellner on my show to talk about his groundbreaking new method for generating leads, Karma Calls.  Rob and I connected on LinkedIn and I immediately knew he was different.  Turns out Karma Calling and The Spirituality of Sales are all you need to bring in the right clients in an authentic, predictable way, so we make a great team! Do not miss this one!  In Part 1, Rob answers “What is Karma Calling” and how he came to develop the method as an Uber driver.  It’s based on some of the Laws of the Universe that are already working for you, even in sales, if you have the right intention.  Let me know what you think and if you want to hear more from Rob! You can connect with him directly at roberkellner@live.com or https://www.linkedin.com/in/robert-kellner-a5310a/ to work with him one-on-one. In the next meeting, we’ll dive into exactly what the four-step method is. Stay tuned! Have a great week!Jessica Magoch   © JPM Partners, LLC

Two weeks ago I talked about the 6 Pillars of Sales Management and promised I would show you how to automate 5 of the pillars so you can spend more time coaching or more time with customers, which only you can do. These hacks are guaranteed to put more time on your calendar. Check email 2x per day - I first learned this from The 4 Hour Work Week  . I recommend Noon & 4pm; Avoid using your email as a task list. Unroll.me - Rolls up subscriptions and unsubscribes easily Youcanbookme.com - + Doodle  - For calendar-booking to avoid the back and forth of scheduling.  Boomerang - Sends back and email for follow up after a given time so prospects don’t fall through the cracks. Google Tasks  - Get your life in order and add tasks on the go. Create tasks from emails. Prioritize. I like to add the time it takes to complete so I can easily fill gaps in my calendar & use my timer to stay on task. Zapier - Create zaps to automate what you do manually, like sales reports.  I have mine on a google form that automati

In The Science Behind Why People REALLY Buy, I reveal the BEST sales advice I ever received that launched our sales to over $100M in three years.  And, once you understand the philosophy behind my work, I'm extending an invitation for a limited time to join me in a custom closing blueprint reveal session where I'll draw a custom Closing Blueprint, specific to your business for just $1.  You can get all the details here: closingblueprint.jpmpartners.com

Last week I talked about the 6 Pillars of Sales Management: Recruiting, Training, Motivation, Accountability, Coaching, and Management.  I promised I would let you know how to automate 5 of the pillars so you can focus 80% of your time on coaching. Once we make time on your calendar for coaching, we’ll talk about how to coach, which is different from how to train. Ok?  SALES RECRUITING ON AUTOPILOT: You have some options when it comes to automating recruiting, including outsourcing it. If you have the funds to pay $10-15k per hire for outsourcing, go for it! But if you’re hiring 5  new people a week consistently, that cost can get prohibitive. Salespeople pay for themselves, so if you know how to train and coach them, there should be nothing holding you back from hiring more.  Define your Ideal Recruiting Avatar Develop a Compelling Recruiting Message Be everywhere.  Do fairs, ads, boards, etc.  Test the paid ones, but don’t ignore the free ones. Use IG and FB ads. Application Remove yourself Phone Scre

As a sales manager, you have many roles, so I wanted to break them down for you in this Monday Meeting.  Which one of these are you working on right now to master? ONE: RECRUIT. Attract and assess the right people for your team. Without a great team in place, you’re climbing an uphill battle.  TWO: TRAIN Everyone gets trained regardless of experience. You have serious market advantage if you can train green salespeople effectively.  Sales training is not product training.  THREE: MOTIVATE Pump your team with positive energy on a daily basis to create a positive selling environment FOUR: ACCOUNTABILITY Clear standards of daily, weekly, and monthly performance expectations. Weekly reporting to you and peers.  FIVE: COACH Work one-on-one with reps to uncover their personal goals and desires and the limiting beliefs that have kept them from achieving them thus far, which directly correlate to their success in sales.  Spend 80% of your time here. SIX: MANAGE Manage all of the above systems.  Create systems to auto