Podcast
Insights and interviews about sales... and more.
Intervista| What can Sales Leaders do to reinforce the sense of belonging of Individual Contributors?
Ne ho parlato co Brad Deutser, President & CEO della Consulting Firm Deutser, del Clarity Institute e del Belonging Rules Institute ed autore di "Leading Clarity: The Breakthrough Strategy to Unleash People, Profit, and Performance" e di "Belonging Rules: Five Crucial Actions That Build Unity and Foster Performance".
Intervista | We should rethink the SDR/BDR model (Vol.2)
The title of the article is "Why I Believe We Should Blow up the Business Development Rep (BDR) Role in Sales" and is quite emblematic.
In the article Dave focused on why leaving pipeline generation to the BDRs/SDRs is a mistake and what alternative methods exist to generate new business opportunities.
I wanted to explore this topic with Dave, trying to get his view regarding this hot topic.
One of the reasons why you don’t overcome the Status Quo
Interview | Full Sales cycle AE vs SDR + AE Sales cycle
In the early 2000s a major revolution happened in sales: most companies switched from a full sales model led by the A.E. to a split model, in which more junior workers (SDR/BDR) were in charge of prospecting and the salesperson was in charge of closing the sale.
Although this model is considered scalable by most companies there are conflicting opinions about it, especially from the perspective of customer-centricity and profitability.
I had the opportunity to discuss this topic with Darius Lahoutifard, creator of the M.E.D.D.IC. methodology, Founder of the Meddic Academy and author of the book 'Always Be Qualifying: M.E.D.D.I.C.'.
Why so much pipeline?
One of the activities I love to to do better understand what’s going on in the sales world is reading job ads for salespeople and some of the things that most fascinate me are the KPIs.
Among these, the pipeline generated is my favourite one and in the last 3 years I have seen several companies include the volume of pipeline generated in the job requirements.
More specifically, I am referring to those companies that require their salespeople to be able to generate at least 3X – 4X pipeline of the assigned quota.
But why so much quota?
What is the effect of this KPI on the sales force activities?
Interview | 'The Jolt Effect': a book about customer fear and indecision
Nowadays how much does fear of change weigh on a buying decision?
And how do the best salespeople (the so-called 'High Performers') overcome the prospect or customer indecision?
How do they manage this fear so that the customer or prospect can to overcome the indecision experienced?
I talked about this with Matt Dixon, Founding Partner in DCM Insights and author of 'The Jolt Effect', 'The Challenger Sale', 'The Challenger Customer' and 'The Effortless Experience'.
Interview | The CEO is the catalyst of a Revenue Operations program
In the last months we have seen an increase in the use of the words 'Revenue Operations'.
In fact there are many companies which have transformed or are transforming their processes to start a Revenue Operations program.
However there are lot of other companies that decided not to take this path, postponing the change until there is a need, when the conditions will better, when the 'right moment' will come.
Many of these justifications hide a harsh truth: those who don't change are afraid of change and overlook the risks of this non-decision.
But who needs to shed light on the risks involved in not changing?
Who is responsible for maximizing profits and making the company's structure more and better performing?
Who has to start a Revenue Operations program, giving the company clear goals in the medium and long term?
As you can imagine all of this belongs to the CEO of the company.
So what happens when a CEO takes the ownership of this transformation program?
And in the absence of a change-oriented CEO, who can replace him/her?
I talked about this with Stephen Diorio, Director of the 'Revenue Enablement Institute,' member of the 'Forbes CMO practice' and author of the first book on Revenue Operations, "Revenue Operations - A new way to align Sales & Marketing, monetize data and ignite growth."
In a company, power is always shifting
In every company power - especially decision-making power - is not stable, and if you work in sales you already know this.
To understand how power varies and if power is changing / has already changed we need to refer to the theory of power nodes.
Following power nodes helps you understand where the decision-making power lies and what action you should make to move the sales cycle.
But what are power nodes and how to recognize them?
How to calm down during a negotiation
During a negotiation emotions are the main characters, in a positive or negative way.
The ability to understand the other person and the control over one’s own emotions plays a crucial role: any mistake can jeopardize the sale and the relationship built up to that moment.
But how to calm down when there's a high risk of emotional escalation?
Interview | Driving growth with existing customers
In an economic downturn we naturally tend to focus more on existing customers.
This reasoning behind the action is quite logical: companies will buy less and it will be more difficult to establish relationships with new customers, so it's more effective to turn to the existing ones so we achieve our goals.
After all, a relationship already exists and the sale will be safer and less difficult.
Fortunately or not, this doesn't work in real life.
Selling to existing customers requires the same effort, commitment and respect as selling to new customers.
I had the opportunity to discuss the topic with Brent Adamson, researcher, speaker and author of 2 best-selling books that changed the world of sales: 'The Challenger Sale' and 'The Challenger Customer'.
How to avoid scripted behaviours
Despite their dynamic nature, selling is a profession with a high concentration of scripted behaviours: in other words, when selling it's very easy to adopt similar and repetitive behaviours in totally different situations.
Fortunately, there is a way to notice when you are using scripted behaviours that are not functional to your objective.
It just takes training and discipline...
How to avoid the 'Expertise Problem'
A few weeks ago I wrote about the problem that many salespeople are facing because nowadays we're exposed to way more knowledge.
When used well, more knowledge generates more expertise but this expertise has a downside too.
In fact, it can lead us to block novelty and change.
So what can we do to protect from this issue?
The issue all the sales experts run into
In the last decade the amount of resources available has literally changed our job, making it a profession like all the others.
Becoming a professional means becoming an expert, but expertise exposes us to a risk.
And this risk should be mitigated with proper actions, for the sake of our careers.
Why you need time between a Discovery and a Demo
A few weeks ago I talked about 'Demo Pressure' and how to do avoid it.
The most effective antidote is to organize a 2-steps Demo (with the first one being a Discovery) and schedule the 2 steps at a certain distance so to increase your effectiveness.
But, why is it so important to take days between the 2 steps?
Well, the reason lies in our brain and in the way we work.
To avoid the 'Demo Pressure', organize a 2-steps Demo
If you sell software for a living, you receive lot of demo requests.
I'm sure that you often talk to people who want to skip the discovery and go straight to the demo.
When this happens, the sale becomes more difficult and is severely compromised.
But, how do you avoid this pressure?
How should you act so you don't upset the prospect and get discovery anyway?
Interview | What happens when you discount?
A few months ago I wrote an article and recorded a podcast about discounting.
I focused on what happens when you discount, describing its financial impact with a simple example.
Over the past few weeks however, I realized that the knowledge we salespeople have about the effects of discounting on corporate profits (and other) is extremely poor.
This is precisely why I decided to talk to a specialist.
I had the pleasure of interviewing Alessandro Monti, Dean of Marketing, Sales & Retail Faculty at CBS International Business School in Cologne to discuss about the topic.
When hiring a new rep, be sure to avoid this bias
They need to be careful of all details, especially a bias which can undermine their performance...
We should have training which help us think
Rather, we should have training that help us think about our job, so as to take us to the next level.
We should integrate these questions in the product training
Anyway, there's something else to be done to make it truly comprehensive so salespeople can raise the level of the conversations, taking them to a more strategic dimension.
The biggest mistake in Sales Forecasting
Interview | Closing in an uncertain time
In the last two years we went through several changes, especially in sales.
It seems we're living a situation of constant uncertainty, which makes it increasingly difficult to close sales and get accurate commitments from customers.
But how to close a sale in such an uncertain time?
What can be helpful?
I talked about this with James Muir, sales trainer, speaker and author of the best book on sales closing ever - 'The Perfect Close'.
For sales quotas, always get the salespeople’s buy-in
Why?
Because it's the only way to get an emotional attachment to it and an increase of motivation.
You can weaken an objection by contextualising it
Why you should always contextualise an objection?
Because it's one of the few ways you have to weaken it.
Interview | We should rethink the SDR/BDR model
In 2016 David Brock (CEO of Partners in Excellence and author of 'Sales Manager Survival Guide') wrote an interesting and counterintuitive article.
According to David, the SDR/BDR model was not a fit for complex sales and it needed to be revised.
Three years later, that article is still more relevant than the day it was written: this is why I decided to explore the topic with David trying to understand why he came up with a different, out-of-chorus point of view.
We should rethink the SDR/BDR commission plan
We should rethink the SDR/BDR commission plan for complex prospecting... why?
Because there's a huge gap between what we ask SDRs/BDRs to do and how we pay them.
The main consequence of an unclear question
What's the main consequence of an unclear question?
Furthermore, how does an ambiguous question influence your commercial relationship?
The three Golden Rules of Networking events
What are the 3 Golden Rules of Networking events?
And why should you follow them?
The most dangerous Prospecting mistake
What is the most dangerous mistake you can make in prospecting?
It may surprise you, but it originates well before you start your activities....
Two simple questions to understand your prospects’/clients’ expectations
Knowing the future expectations of your prospect or customer is necessary to sell.
How to accomplish this? It's simple, you have to ask.
Among questions you can ask, there are 2 which are extremely effective...
Ask for permission before asking a question - why it works
Asking for permission before you ask a question is not only a sign of good manners but has a strong meaning too, as well as being extremely effective...
Interview | Sales Negotiation deserves more space in the training industry
Sales Negotiation deserves more space in the training industry.
There are many books and resources on Negotiation, each with a different focus: Legal Negotiation, Hostage Negotiation, Purchase Negotiation... but there are only 3 on Sales Negotiation.
Patrick Tinney is one of the few authors who delved into it in his book 'Unlocking Yes,' one of my favourite texts.
Furthermore, he's one of the few who believes companies and people should invest more in the development of Sales Negotiation - because it is totally different from all others.
I had a chance to interview him, talk about his books and explore this and other concepts in this podcast - enjoy!
The power of visualization and why you should activate it
What's the power of visualization?
Furthermore, why should you activate it?
It may sound strange, but the answer is not straightforward....
What you should ask yourself before introducing a new Sales Methodology
What should you ask yourself before introducing a new Sales Methodology?
Are there a set of questions that can help you to approach this change?
Who should you rely on to succeed in this type of project?
Why does Commercial Experience matter? An easy formula about this
How important is the commercial experience in a sale?
How much does it influence it?
It's not hard to believe, but there's a specific formula to measure its importance...
From persuasion to influence: a consequence of the new way of selling
As I said a few weeks ago, one of the most important consequences we're living is the shift from selling to evangelizing.
This shift generates another one, namely the shift from persuasion to influence.
What does it mean for us of and how does it influence the sales training industry?
Why you should never exaggerate with the Risk of Inaction
The Risk of Inaction is one of the strongest sales levers: it can help you solve your customer's problems more effectively and to speed up your sales cycle.
Nevertheless you should manage it carefully, otherwise you run the risk of jeopardising your performance...
The main reason why you need a Sales Methodology
Why should both companies and sales professionals invest in one or more Sales Methodologies?
Are we really sure that we can measure their effects only by the performances achieved?
The 5 most common mistakes in a commission plan
What are the 5 most common mistakes in a commission plan?
How to avoid them so you can build a plan that is attractive for new salespeople and encourages those employed to stay?
What happens when you discount? A practical example
Should you offer a discount or not? And if yes, when?
What kind of events trigger a discount?
These are all fair questions, but have you ever wondered what happens to your company's margins when you offer a discount?
Even 10% discount can make a difference....
Why we always should consider gut feelings in sales
In the last years, gut feeling has often been demonized and considered inaccurate, a sort of obstacle for the salesperson.
But... are we sure this is correct?
The main problem with introducing a new Sales Methodology
We talk a lot about Sales Methodologies and we often blame them if the results are not as expected.
But there's one problem we should never underestimate when introducing a new Sales Methodology...
The first thing you should do when you handle an objection: a practical example
Objections handling is a mix of skills: listening, questioning and negotiating (for example).
However, there's one skill in particular you should possess: that of isolate and manage it as a separate entity.
How to do this in the most practical and natural way?
How to find the right insight for your prospecting
We talk a lot about Prospecting - maybe too much: we often lose the focus and we end up with no practical advises.
Talking about things to do, where and how can you find the right insight for your Prospecting activities?
How to get commitments from your prospect
Closing happens when you gradually obtain commitments from the customer, - these commitments which bring you to the final signature.
But... how do you test them throughout the commercial cycle?
Why you should add your buyers' risks in your sales strategy
Are you aware of the risks your prospect perceives in adopting your solution?
If not, you need to do better: you should learn how to add them into your sales strategy.
How to involve your salespeople? Start with ‘Why’
Do you want increase the engagement of your team?
Start with why and use this framework.
How to beat the ‘Status Quo’ with the ‘Closing the Gap’ strategy
The 'Status Quo' is a hidden competitor, one of the most difficult to win over.
But how can you help your prospect to defeat it?
When does empathy become a problem?
Empathy is crucial in sales but it can become a problem too.
How can it jeopardise your sales success?
And what can you do to avoid this?
How to manage a Top Performer
What should you do to manage and retain a Top Performer?
Here a practical and easy-to-follow advice.
How to work with a ‘technical person’ during a sale
How to collaborate at best with a technical colleague?
Here you are 3 suggestions about it.
When is a new salesperson ready to sell?
Let's talk about onboarding, the process by which salespeople get the knowledge and competencies to work at their best.
To be more specific, when is a new salesperson ready to go on the field?
How to label your feelings before a sale
How can you avoid to fall victim of strong emotions?
What can you do to control them?
Why we fail at listening
What's the main reason why we fail at listening?
And if I told you that it's not just a matter of training but of mental capabilities too?
How can you recognise your prospect ‘Status Quo’?
The 'Status Quo' can be considered a silent competitor, an enemy you face when your prospect is in the decision making phase.
So, how to recognise and mitigate it?
What's the 'Vendor Noise' and how to avoid it
What's the 'Vendor Noise' and why does it harm your conversations?
But above all, when does it happen and how you should avoid it?
How to stop wasting 'Selling Time': a practical example
How to stay more focused to protect your 'Selling Time' and get the best out of it?
The 7 key elements for a successful 'Success Story'
How to structure a 'Success Story'?
What key element should you add to make it memorable and effective?
How to improve your prospecting with the 'Hotspot Theory'
What's the 'Hotspot Theory' and how does it help your prospecting?
The confirmation bias: how does it jeopardize your sales?
What's the confirmation bias and how does it influence your sales?
And what can you do to avoid it?
The first 3 attributes every buyer evaluates
What are the 3 attributes a buyer evaluates in the first interactions with you?
How to create value with the ‘Golden Circle Pitch’: a practical example
What's the 'Golden Circle Pitch' and how it can help you with sales messaging?
Above all, how can you create one?
The Cognitive Dissonance: a psychological limit to your sales effectiveness
What's Cognitive Dissonance and how does it influence your sales?
Above all, how can you avoid it?
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