"Take the mash and make whiskey."
Sales Tips you'll learn today on The Sales Podcast...
- Keep your training practical and applicable.
- "A curated selection of sales knowledge."
- Younger salespeople are still hungry for the wisdom and insight we can give as experienced professionals.
- Sales Vital Signs
- Look at your sales pipeline as a continuum
- You need more pressure at the top
- Most pipelines are skinny and ill-defined
- You must have a discussion with the market through marketing.
- You need an evangelist.
- He does weekly 1-on-1s with your salespeople.
- "What's new to funnel and what's new to pipeline, i.e., the interest vs. action?"
- You need to track activities and pipeline progress.
- Stamp out the optimism in the pipeline.
- Share the voice of the customer.
- "1,000 points of light" in marketing.
- Evangelize the success of your customers.
- Share a good message.
- What are your big three? Tie your success stories to the three big benefits of your offering.
Take the mash and make whiskey.”
- Pin your benefits to value.
- "Schoolhouse Rock" boiled it down to threes.
- People only remember 50% then 25% then only the headlines.
- You create credibility by asking insightful questions.
- Big fan of "S.P.I.N. Selling."
- You're not paying me for my hours, you're paying me for what I know.
- Pre-Med to writing.
- People still appreciate candor.
There's a lot of smoke in the woods."
- "My job is not to be the expert, it's to make you money."
GUEST INFO:
- Guest Site: https://www.deliveringvalue.com/
- Guest Bonus: https://deliveringvalue.com/entrepreneurs-secrets
- Guest LinkedIn: https://www.linkedin.com/in/don-lazzari/
- Guest Substack: https://substack.com/@donlazzari
- Order Don's Book: "Entrepreneurs' Sales Secrets Revealed"
Sales Growth Tools Mentioned In The Sales Podcast
- Hire The Best Speaker for your sales meeting or marketing conference
- Take The CRM Quiz: get a free consultation with me
- Get The “Whisper Starter Pack"
- Get this great CRM for free
