SALES Network1

Can you coach passion out of someone? Absolutely, what you can’t do is coach passion for sales, this is something that needs to be found individually by people. But what you can do as a manager that has a coaching culture is use the energy of that inner passion in life that someone has and channel it into sales. Also, you gotta learn the communication styles of each individual team member and speak their language. I´m coming to the end of my podcast Sales Network1, and in this last episode of the show, Matthew Toth joined me to discuss what it is to be a manager with a coaching culture. Here are Matt´s top tips for every new manager out there checking this post out: - Have patience with yourself - Have patience and trust the process - Have patience with your teammates, learn about them and about their communication styles - Be ready to have difficult conversations early on - Taking ownership and having accountability for others mistakes - It is okay to not know everything, don´t be afraid to say I don´t know

On this 31st episode, Raf Baron a Feedback Coach Owner of H2H, joined me to discuss his passion. We discussed all the below: How can you create a frequent and real-time feedback culture with your team? How do you coach others to deal with defensive reactions towards feedback? How can you coach feedback that feels contradicting? Overall, we grow through feedback, and therefore it´s a super important and evergreen topic. What are your thoughts on feedback coaching? You can find Raf on below links: https://www.linkedin.com/in/raf-baron/ https://feedbackcoach.co.uk/ https://www.facebook.com/Raf-Baron-607352422976842/

What's your secret weapon in sales and marketing? Is there any form of outreach that can get you a 100% response rate? Is there such a place where magical marketing happens, I mean why not? I consider a great deal of people to be wizards of marketing. Many great sales leaders that I know have taught me the Power in Smarketing. But imagine that feeling when you are designing masterpieces...The effort to create them requires innovation. The #truth is that when you push through boundaries...To innovate, you can start thinking at micro levels... ...And with that sight build micro-focus marketing campaigns. This place you are reaching my friend is called Contact Marketing, and Stu Heinecke is the brilliant mastermind behind it... If you haven't met Stu, take a dive in this AMAZING episode, where we had a lot of fun conversing about a category that has truly made the difference in the lives of many salespeople and marketers. Full episode in the links #contactmarketing #howtogetameetingwithanyone #getthemeeting Yo

What was the first piece of advice you received at the start of your sales career? I remember a decade ago I would be doing sales training before knocking on doors, every morning for two solid hrs, and the first thing I got taught was the Law Of Averages. The more NO’s you go through the closer you get to a YES, a classical line of the past, which without the right training and intentionality could mean burning a lot of bridges. If you are the start of your career in sales, have you taken the time to ask yourself, what your perspective over sales is? And why are you doing sales? Are you taking the time to get out of yourself as well to learn from other departments in your organization? You have to get great at selling internally Do you know what are the right competencies to develop at the start of your sales career? David Weiss, spitfire and shared Weiss advice, here are two solid tips which I couldn’t agree more with him: 1. Choose an organization to work for with great sales training 2. Become a student of

What do you do when you found yourself with a lot of great ideas and challenges? Design thinking is sometimes what we all need, and for that, we need brainstorming... Would you say that the way you frame your conversation plays a big part in any brainstorming session? And, is there such a thing as a bad idea when you are doing these sessions? I think in general, the main challenge sometimes can be a very positive one from one side, but it can turn into a negative outcome if you are not able to prioritize correctly... What would you say is your favorite exercise to prioritize your ideas and challenges? With Charlelie Jourdan, we conversed together over great exercises that he has done with Startups in a workshop style... One is doing a "break a wall vs. scale an opportunity" session, followed by creating an "impact vs. cost matrix," Whether as a company or individual, if you haven't done either of these exercises, you should, it can be a breath of fresh air, gathering all your thoughts and having a clear prio

Are Learning Management Systems important for Sales Organizations or a waste of time? For a lot of companies, the struggle is real to build, develop and maintain LMS that are meaningful across the entire organization...yet aren’t they an excellent enablement tool? What would you say it was or is harder for you, the challenge of getting started? … Or maybe the challenge to keep an LMS green and updated? We went in depths of talking about this topic with Chris Naegele... Below you can find Chris if you want to get in touch with him: https://www.linkedin.com/in/christophernaegele/

Here is a question for everyone, how do you define your craft? All right, maybe we should start by asking what the difference is between doing your job and working in your craft? The clear difference is that the pursuit of your craft is something that not everyone pauses to find and define... It is hard to do this, it should not be an easy exercise, even further, not everyone in this world gets the chance to find it... Did I maybe go too far by phrasing it this way? Just because you are great at what you do, and you have all the money in the world, does this mean that you have found your craft? It could be that you have found a great and stable source of income... In this passionate episode, I got together with Rodrigo Passarelli, to converse on this deep topic... Here are Rodrigo details if you would like to get in contact with him: https://www.linkedin.com/in/rodrigo-passarelli/ https://rpassarelli.pt/

The word “communication” is often overused, yet undervalued and taken for granted... I got together with Joe Hendley who is a Sales Coach and Consultant for his own firm Prometheus, and he passionately drives the topic of communication, the psychology behind it, and the tools around it amongst other things. One of the things we were discussing was about I-It, I-You, and I-Thou. which by the way there is a great book that talks about it, “Interpersonal Communications by Julia T Wood” In I-It we treat others impersonally, almost as objects. A lot of the times salespeople get treated like an It or waiters or people living in the streets In I-You which accounts for most of our interactions we acknowledge one another yet we don’t fully engage each other as individuals And I-Thou is the rarest kind of relationship and the highest form of human dialogue because each person affirms the other as cherished and unique We can only have so many I-Thou around us because of the level of effort, time and deeper connection on

There is a lot of noise out there in the fashion world, so the question will always come back to, how can you differentiate your brand from the rest? This was one of the main topics that I got to converse with Erik de Groot Co-Founder of Iron Roots. He is a rising star that is passionate about approaching fashion with consciousness and sustainability. I check out The True Cost documentary last year from Erik’s recommendation, and it was certainly an eye-opener to the fact that there is plenty of room for evolution in the industry...what was your take over the documentary? The sales cycles in this industry are based on seasonality as we probably all know, though fast fashion can have up to 40 cycles across the year, so how does overproduction affect sales? And how does it affect the environment? Here are some practical tips that are working for Iron Roots: Find that one message that resonates with customers, if you get asked what does your fashion brand do? Are you able to answer that question in a short sente

How do you drive sustainable sales growth as a company, leader or individually as a rep?   So much to unpack on that question alone...   This is what Randy Riemersma President and Co-Founder of Span the Chasm drives with pure passion. He is a gladiator that has been in the arenas for over three decades in sales, with a lot of scar tissue, and as a consultant, coach and mentor has brought a lot of success to so many individuals, leaders, and companies.   We discussed the concept of having scar tissue   When you think of S A L E S, Randy gives his spin to these initials   What is the most important formula in sales? He made a promise and shared a story in the episode that just speaks for itself on the level of confidence and proven record   The old school vs new school challenge for managing your pipeline   And the three pillars in sales to increase the velocity in deals and decrease sales cycles What do you think overall about the question of how do you drive

What we say accounts for 7% of the communication in our message How we actually say it is 5x more powerful than that, so what does this mean? We had an entertaining conversation with Darcy J Smyth creator of The Sales Game, talking about The Tonal Persuasion Method that Darcy drives as one of the main topics in the episode. He is incredibly in love with human psychology and powered by a great mission as a sales trainer. We talked about the fact that your solution when you are out there selling is only one small part in sales The truth is that a lot of people in this modern business world are good at talking about themselves and their solution, rather than focusing on the buyer and how to tailor the solution to the problem you can solve for them Here are some questions for you; how are problems caused in the mind? And how are they ultimately solved with your solutions? One healthy balance you have to find is in genuinely understanding yourself when you are out there with buyers, though without focusing on you

How often do you sit down to rethink the way you sell? This is the motto of Jeff Bajorek, consultant, author at Parabola Consulting LLC and Podcast Host of The Why And The Buy. I told Jeff that I could not emphasize enough how much I enjoyed our conversation. Here is part of what we discussed, and if you are in Sales I’d love you hear your thoughts on it... Ultimately, you don’t need to make your prospects aware of the solution, so much as you need to make them aware that a better state exists. Ask the right curious questions that truly paint the picture in your prospects' minds. What are your differentiators? Why are you different? When you dive deep into these questions you might realize that you got no competition Now, this is the thing when you control the narrative about the most advantageous way you solve that problem, your competitor has to sell to your prospects on a completely different philosophy. And, when you control that philosophy, you are in control of the sales process Create tension with your

“Without a community, you are simply a commodity.” Strongly said by Sangram Vajre, Chief Evangelist, and Co-Founder at Terminus: Account-Based Marketing, and in those words is the reminder to everyone that it all starts with your community. FlipMyFunnel has grown not just as a podcast listened by 100k+ people, but as a community with over 10k+ people sharing their interest and passion for this category It later evolved from a #FlipMyFunnel roadshow of events into partnering up this year with the lights of #RevTalks and #DemandGen, which brought together the super successful #B2BMX Summit last August, with 1k+ people attending it This is how you drive a movement. Now, how do you get started? how do you build a community? ✏️ Think about problem market-fit or product market-fit. Focus on the problem, but your community is the way to discover that the problem is big enough ✏️There is no category of one that was created and has a successful movement, that is why having competitors is great. It’s a different ball g

What does it take for an organization to have a #OneTeam mindset between #sales & #marketing? And, what are the underlying symptoms that separate them? I had the honor to talk about this with Sangram Vajre, who is the Co-Founder & Chief Evangelist at Terminus. He has built not just a community with FlipMyFunnel but an ABM movement that tons of people look up to and admire He took a deep dive into answering my curious questions with examples and actionable advice to a situation that a lot of organizations face What are your thoughts on the following? ✏️Leadership is not what you say; leadership is what you do ✏️ You won’t align both teams overnight, relationships are built over time, and trust is built over time. You need intentionality in the process of bringing them together ✏️It all starts at the top, align your metrics to ONE thing, whichever that is. And, ask yourselves in your intentional combined meeting, do you trust each other to align the metrics together? ✏️Speak the same language. Figure ou

Here are some foundational questions: what is a sales process?

It’s estimated an adult makes 35k remotely conscious decisions per day

How do you know when you’ve built TRUST with your customers? I got together in person with Rene Linders from Muehlan Group to talk about the single most vital sales tool on the planet. Rene has led his career in sales through TRUST-based-relationship selling. We discussed with practical examples how you demonstrate trust and integrity; how trust has been tested in the specific examples discussed; how to build transparency and more Here are some takeaways from it: ✏️ TRUST starts with yourself, and If you don’t trust the person on the other side of the table then don’t do business, it’s no use ✏️Without TRUST you will struggle to find the real drivers for your customer, and remember the importance of finding the internal triggers of your customer ✏️Contracts can never eliminate a lack of trust, so you have to be brave and not afraid to test the levels of TRUST you and your customer have Isn’t TRUST also one of the most important values in life and business? You can find Rene at: Www.muehlhan.com Linders@muehlh

How do you coach your sales teams? Andy Paul who is the founder of The Sales House joined me on this 15th episode of the show, he is one of the world's top sales coaches and someone that has turned into a mentor towards my endeavors. I look up to Andy and highly respect him for the amount of wisdom he carries. We barely scratch the surface on the number of topics in sales I could discuss with him. Below are some of the takeaways from the episode: ✏️ If you want to coach other people, first of all, you have to understand that you need to model the behavior yourself, and you have to exhibit those same traits that you are trying to coach others ✏️ Serving has to be at the forefront of your traits as a coach, and the most important question is, how can I help you become the best version of YOU? ✏️ Are you truly helping your team become successful in their lives? If your focus as a manager is simply finding out on how you can your team close one particular deal, then you got it wrong, it’s about life in general, h

Do you get every person that enters your company to work in sales? I had an awesome conversation with Lova Kremer, COO of Startupfunding & Lighting Video Editors. He truly puts emphasis and passion in treating his team as his family and building a winning working culture that has accelerated the growth of his companies. We got into discussing the why everyone that enters his company starts by working in sales; his methodology for training his sales team; his hiring strategies including his failures throughout the process and the system he has built; the working culture he promotes; and much more. Below are some takeaways: ✏️ It’s about encouraging a sales orientated culture, where sales is oxygen, and this is why everyone in the company starts in sales ✏️ Nurture a leader servant work culture, where leaders serve their teams and not the other way around. Your team is your FAMILIA ✏️ He empowers his team to start their own side business by even helping them get started maybe also funding them because their

What do you think are the main challenges for sales in healthcare VR? Where is the future experience heading?  I had an enjoyable conversation with Freek Teunen and Jason van Eunen, they are rising talent with their startups PlaygroundVR and MedkitVR, super passionate for the VR experience and the benefits and impact that it can bring to people.  VR has really taken off this last decade, and It was great to hear how these fellas are developing their startups from the ground up, how they sell the VR experience; the sales cycle; their smart strategies; also, their challenges, and the future.  Here are some solid takeaways to VR startups:  ✏️Many companies are financially running dry, so for anyone starting to develop apps in VR, you need to search for ways to decrease the cost for development  ✏️Use multiple revenue streams, and find ways on how you can get more value from that single app  ✏️If you are a VR startup take advantage of standard assets, 360 videos and webVR to get your