Salesology® - Conversations with Sales Leaders

Guest: Sultan Semlali   Guest Bio: Sultan Semlali is a value consultant specializing in sales strategy and value-based selling. He is the founder of Value-Coach.com, an organization dedicated to optimizing sales processes and enhancing revenue through strategic training and consulting. Sultan’s expertise and innovative approach have made him a sought-after speaker and consultant, transforming businesses across various industries. He currently leads the Global Value Consulting team at Sitecore (a Digital Experience Platform) and have 20+ years of experience in sales, consulting, and marketing. He is working for companies like Salesforce, Adobe, EMC, and Oracle to name a few.   Guest Links: Resources for Listeners   Key Points: Journey to Value Coach: ·      Transitioned into value coaching after recognizing challenges in demonstrating value during sales. Inspired by personal experiences and successes at tech companies, aiming to help others convey value effectively.   Definition of Value Selling: ·      Value selling involves translating product benefits into clear, impactful outcomes for clients. Bain & Company Study: Identified 40 different levels of value, arranged in a hierarchy similar to Maslow's Pyramid, from basic needs (e.g., ROI) to higher-level needs (e.g., personal growth).   Understanding Client Value: ·      Leaders should prepare by understanding how their products impact cost, revenue, productivity, and risk. For effective selling, teams should identify specific value drivers tailored to the client’s industry and needs.   Process for Mapping Value: Preparation: Understand the client's industry and specific challenges. Value Mapping: Use tools like a value map to discuss areas such as cost savings and productivity gains. Collaborative Assessment: Engage clients in the assessment process to enhance buy-in and identify further opportunities for value.   Do's and Don'ts of Value-Based Selling: - Do: Develop a clear value proposition focused on client benefits. Document customer success stories to leverage in future sales. Foster collaboration with clients; they are experts in their businesses.   - Don't: Avoid bombarding clients with high, unsubstantiated numbers; instead, build value collaboratively. Don’t neglect to ask managers for clarity on what they mean by "value."   Challenges in Selling Value: ·      Status quo is a major barrier; clients may hesitate to change without clear, compelling value propositions. Sales professionals must help clients feel confident in their purchasing decisions.   Success Story: ·      A sales rep at a sports brand increased confidence by quantifying potential conversion rate increases from an A/B testing tool, leading to a quick deal closure despite initial concerns about price.     About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts.  Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let’s talk. Click here to schedule a time. Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and check out our website at  http://www.gosalesology.

28 Okt 202430min

Guest: Yaniv Zaid   Guest Bio: Known to the world as "Doctor Persuasion", economist and attorney Dr. Yaniv Zaid acts as a business consultant to government departments, private firms, and public organizations. He holds a PhD in law and utilizes his rich knowledge and experience to help others achieve success. Dr. Zaid is recognized worldwide as an expert in the fields of public speaking, marketing, sales, negotiation, and persuasion, and placed 3rd in the 2003 world ranking of public speakers. Following 20 years of international success, Dr. Zaid is the author of 11 best seller books - including "Public Speaking", "Creative Marketing" and "Sales Bible" - and is often invited to lecture and consult around the world.   Guest Links: The 21st Century Sales Bible: Mastering the 10 Commandments of Marketing, Negotiation & Persuasion yaniv@yanivzaid.com   Key Points: The Gap in Education ·        Many individuals lack training in public speaking, marketing, and sales despite these skills being essential in professional settings. ·        Law Schools often do not teach practical skills like marketing oneself, courtroom speaking, or legal writing. Similarly, economics programs often overlook sales and marketing. ·        Bridging the Gap: The speaker's mission is to educate others on essential skills such as marketing, sales, public speaking, and negotiation to fill the educational void.   The Nature of Persuasion ·        Positive Influence: Persuasion is about positively changing people's minds and encouraging them to choose your offering over others. ·        Authenticity in Sales: Salespeople must genuinely believe in their products and show authenticity to build trust with clients.   Target Audience ·        Focus on understanding and targeting the audience that genuinely needs your product to maximize effectiveness in persuasion.   Sales Team Management ·        Hiring individuals who love sales and understand the product is crucial for an effective sales team. Salespeople should believe in the product they are selling for authenticity and effectiveness. ·        Encourage your sales team to improve their skills and knowledge. This can lead to better engagement with potential clients.   Do's and Don'ts of Persuasion ·        Do Sell the Problem: Highlight the problem first; the bigger the problem, the more value clients place on the solution. ·        Don't Focus on Subjectivity: Avoid claiming that your product is great without evidence; instead, use social proof and objective evidence to support your claims. ·        Authenticity Over Perfection: Avoid branding yourself as a flawless expert. Instead, relate to your audience by sharing both successes and failures. This builds trust and makes you more relatable.   Long-term Relationships ·        Sales should be based on mutual benefit and understanding, aiming for long-term client relationships rather than short-term gains.   Storytelling as a Tool ·        Use stories to convey your message and include social proof within them. Stories engage the audience's emotions and can be more persuasive than just stating facts.       About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts.  Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let’s talk. Click here to schedule a time. Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and check out our website at  http://www.gosalesology.

21 Okt 202432min

Guest: Nick Caruso   Guest Bio: Nick Caruso’s career, spanning over twenty years in the tech startup sector, is distinguished by his innovative use of AI across national security, financial services, and Fortune 1000 companies. His early endeavors in the 2000s, through strategic collaborations with the U.S. Intelligence community via IQT, demonstrated his commitment to employing state-of-the-art technology for critical national security initiatives. This early work laid the groundwork for his later projects, notably his transformative impact on the mortgage industry through automation, significantly boosting both efficiency and precision. By 2008, Nick pivoted back to public service, applying his AI expertise at the U.S. Patent Office (USPTO) to refine the patent application process. His efforts in addressing the system’s bottlenecks not only sped up reviews but also showcased the transformative capabilities of AI in making traditional operations more streamlined and effective. Launching KnowledgeNet.ai in 2019, Nick capitalized on his extensive experience to delve into organizational data analysis. His vision with this venture is to enable companies to unearth and exploit intellectual capital via internal and external networks, propelling business development. This latest initiative highlights his unwavering dedication to leveraging technological advancements, particularly AI, to enhance operational processes, bolster decision-making, and stimulate innovation across diverse sectors.   Guest Link: https://knowledgenet.ai/extended-trial/   Key Points: Data Management: ·        Companies have vast amounts of structured and unstructured data. ·        Structured data: Typically found in spreadsheets and CRMs. ·        Unstructured data: Exists in emails and recorded meetings (e.g., insights from tools like Firefly).   Knowledgenet.ai Purpose: ·        Aims to help businesses harness their data to find new customers and opportunities. ·        Integrates with emails and meetings to surface knowledge for sales prospecting.   Top-of-Funnel Solutions: ·        Can identify companies visiting a website and check if there are existing connections within the organization. ·        Provides information on potential buyer personas, enabling sales teams to make targeted outreach.   Challenges in Sales: ·        Salespeople often avoid cold calls due to fear or lack of preparation. ·        Knowledgenet.ai provides sales reps with context and warm leads to improve confidence in outreach.   AI Integration: ·        Uses AI to automate and enhance the sales process. ·        Suggests personalized outreach messages based on company knowledge and potential buyer personas. ·        Aims to provide a virtual assistant-like experience to help reps prepare and engage effectively.   Training and Feedback: ·        AI learns from feedback, improving over time to provide better recommendations. ·        Reinforces the importance of sales training and preparation.       About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts.  Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let’s talk. Click here to schedule a time. Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and check out our website at  http://www.gosalesology.

7 Okt 202430min

So often when businesses fail to meet their revenue targets, the CEO asks leadership what happened. The finger pointing starts. “Marketing isn’t giving us enough leads!” “Sales isn’t closing the leads we give them!” It doesn’t have to be this way. As a B2B sales and marketing leader, I have built aligned GTM teams that focus on outcome-driven goals - opportunities and pipeline - and I structure organizations and workflows to remove the silos and encourage collaboration and cooperation throughout the lead to pipeline to closed-won business. I’ve seen the dysfunction from both the marketing and sales sides. I’ve seen the silos. I founded What Great Looks Like to bring greatness to your business. Call me when you want a thorough assessment of your GTM function, covering product marketing, demand generation, brand, customer marketing, marketing operations, and organizational structure. When you want to scale your business and align your teams to win!   Gary’s Glossary of Acronyms: •    OKR - Objectives and Key Results (impactful, outcome-driven metrics that deliver business results) •    KPI - Key Performance Indicators (often thought of as key leading indicators as to whether OKRs will be met) •    SDR - sales development representative •    BDR - business development representative (however they're named, people in these roles are responsible for creating qualified opportunities that result in a pipeline for the business.) •    AE - account executive (the salesperson responsible for running with and closing opportunities) •    MQL - Marketing qualified lead (this is a KPI that indicates a person's engagement with marketing content or activities. Often confused with a person who's ready to buy.) •    SQL - Sales qualified lead (this is a person who has been qualified by a BDR to be in market and potentially ready to buy, pending further qualification in an IQM). •    IQM - initial qualifying meeting (a meeting set by a BDR, including the AE and the prospective customer. This is where the AE decides that there's a qualified opportunity to enter into the CRM system) •    CRM - customer relationship management (this is software that allows companies to track prospective and existing customers and all of the interactions with those companies and people at those companies)      About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts.  Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let’s talk. Click here to schedule a time. Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and check out our website at  http://www.gosalesology.

30 Sep 202432min

Guest: Lisa Dennis        Guest Bio:  Lisa Dennis is a global marketing and sales strategist and consultant. She brings over thirty years of marketing and sales experience to her work with business-to-business clients. She founded the consulting firm, Knowledgence Associates, in 1997 with a core focus of helping sales and marketing teams “see the world through their customers’ eyes™." In 2021, Lisa launched a monthly online show, The Messaging Workshop LIVE on The Sales Expert Channel hosted by BrightTALK.   She has worked with companies across a broad range of industries (specialty in high technology, healthcare, insurance, manufacturing, and professional services) including Akamai, Citrix, CSC (now DXC Technology), Dell, FedEx, HP, Hitachi, IBM, Microsoft, Mutual of Omaha, Tufts Health Plan, Verizon, Wipro, and many others.     Guest Links: Value Propositions That Sell   Key Points: Lisa’s Books "Value Propositions That Sell: Turning Your Message Into A Magnet That Attracts Buyers" Upcoming: "Do You Speak Buyer? An Integrated Messaging Playbook for Marketing and Sales" (2025)   Career Journey Initial interest in value propositions stemmed from her experience as a product manager for an unpopular product. Influenced by Jill Conrath, who encouraged her to focus on value propositions.   Understanding Value Propositions Common Definition: A statement about what a product/service offers and how it differs from competitors. Lisa's Definition: A buyer-focused statement that demonstrates understanding of the buyer's goals, challenges, and how the solution meets those needs.   Process for Creating Value Propositions 1.     Research and Segmentation: Understand different target audiences; avoid a one-size-fits-all approach. 2.     Two-Page Template: ·       First Page: Value proposition statement outlining customer pains, target audience, and offer. ·       Second Page: Detailed value drivers and proof points to support the messaging.   Emphasizing Buyer-Centric Messaging Use buyer language rather than jargon Focus on emotional context: what challenges buyers face and their aspirations. Conduct interviews with customers to capture their language and sentiments.   Common Mistakes Inwardly-focused value propositions that prioritize company over buyer needs. Using technical jargon that may alienate prospects. Failing to differentiate messages for varied target audiences.   Effective Messaging Techniques Start with the buyer's perspective, using language and issues they relate to. Develop messaging frameworks that allow for customization without starting from scratch.       About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts.  Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let’s talk. Click here to schedule a time. Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and check out our website at  http://www.gosalesology.

23 Sep 202429min

Guest: Thomas Kaiser   Guest Bio: Tom Kaiser, Managing Partner at Masterful Coaching, LLC. He has been the President of Global 1000 companies like AIG, Zurich, and Arkwright and an entrepreneur who helped turn Arch Insurance into a $billion company from scratch. Tom is also a co-author of The Revenue Engine—How to Double Your Revenue and Transform Your Bottom Line. The red thread that runs through Tom’s career is he dramatically increased the revenue of every company he worked with.   Key Points: 1.     Building Effective Teams: o   Successful leaders must align their team behind a common vision and ensure they have the right people. Importance of quickly identifying and replacing unaligned or ineffective team members. Everyone in the organization should be involved in sales, not just the sales department. 2.     Coaching vs. Managing: o   Managers often check boxes, but coaches engage with their teams to help them succeed. Coaching is essential for identifying whether a salesperson is committed and effective. 3.     Increasing Revenue: o   Empowering every department to contribute to sales can increase revenue without adding headcount. All roles, including non-sales positions like accounting or IT, should be engaged in building customer relationships. 4.     Guiding Principles for Leadership: o   Find Your Hero: Leaders should identify and be inspired by role models who exemplify the ideals they aspire to. o   Take a Stand for Something Larger: Leaders should pursue bold, almost impossible goals to drive greater achievements. o   Leaders should strive to be trusted and genuinely care about their team, similar to a coach who wants their team to win.   Guest Links:  The Revenue Engine, masterfulcoaching.com Tom Kaiser | LinkedIn     About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts.  Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let’s talk. Click here to schedule a time. Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and check out our website at  http://www.gosalesology.

16 Sep 202425min

Guest: Simon Severino   Guest Bio:  Simon Severino is a LinkedIn Top Voice on sales leadership and sales prospecting. As a shrink-turned-CEO, he had to learn the importance of working ON the business more than IN it. Now, he helps business owners supercharge sales and reclaim 14 hours per week through his Strategy Sprints™ Method. Author of "Strategy Sprints", inventor of the Strategy Sprints™ method. YouTuber, TEDx speaker, Forbes contributor, triathlete, has appeared on over 1300 podcasts. When he is not supercharging sales, you'll find him swimming, biking, running, and tricking his 3 kids into outdoor activities so they can't escape his annoying shrinky questions.   Guest Links: Simon’s Tools: strategysprints.com/tools   Key Points: 1.     Working on vs. Working in the Business: o   "In the business" refers to handling immediate operational tasks (client requests, fixing issues). "On the business" involves strategic work, such as growing the business, developing processes, and planning future steps. o   Simon emphasizes the importance of carving out time for strategic work, starting with time blocking and documenting processes. 2.     Transitioning from Operator to CEO: o   Simon shares his journey of moving from daily operations to focusing on business growth. Utilized time blocking, delegation to freelancers, and creating standard operating procedures (SOPs) to manage tasks effectively. 3.     The Strategy Sprints Method: o   Simon’s Strategy Sprints method involves creating a resilient business model by building systems and delegating tasks. Introduces a certification model for scaling his business and generating additional revenue. 4.     Delegation and Avoiding Micromanagement: o   Simon encourages business owners to focus on activities they enjoy outside of work, which helps in trusting the team, avoiding micromanagement, and makes delegating easier. 5.     Daily Flow Tool: o   Simon uses a tool called the "Daily Flow" to track time allocation and identify tasks for delegation. The tool asks two key questions: What task will you delegate tomorrow, and what would you do if you lived more freely? o   Regularly practicing this helps business owners gradually delegate more tasks and focus on higher-value activities.       About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts.  Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let’s talk. Click here to schedule a time. Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and check out our website at  http://www.gosalesology.

9 Sep 202429min

Guest: Dan Portik   Guest Bio: Dan Portik is the owner of BVS Film Productions and a seasoned sales and marketing professional from greater Cleveland, Ohio, with over three decades of experience. He and his team have worked with some of the world’s largest companies to develop video programs that deliver measurable results. As an accomplished author, Dan co-wrote the bestseller “Fill Your Funnel” with renowned sales legend Tom Hopkins, focusing on the power of social media in prospecting and sales. His latest book, “The Secret Online Door,” offers a comprehensive guide to successful online negotiation techniques. Dan also produced “Master Of Sales,” a documentary about Tom Hopkins’ life. Through his work, Dan continues to provide valuable insights into modern business practices.   Key Points: 1. Sales Techniques and Evolution ·       Dan emphasizes the shift from traditional sales methods (like cold calling) to using social media, particularly LinkedIn, for prospecting and closing deals. 2. Role of Video in Sales ·       Dan explains the advantages of using video for prospecting, highlighting its ability to convey messages effectively, be shared easily, and present a polished image. 3. Lessons from Music and Sales ·       Drawing from his background as a musician, Dan discusses how performing helped him overcome fear and become comfortable in sales presentations. He parallels the discipline of practicing music with mastering sales techniques, emphasizing the importance of continuous improvement and learning. 4. Collaboration with Tom Hopkins ·       Dan recounts how he connected with Tom Hopkins through LinkedIn, used his techniques to successfully pitch a book idea, and eventually co-authored "Fill Your Funnel" with him. They also collaborated on a documentary about Tom Hopkins' life and sales methods, which further enhanced Dan's reputation in the industry. 5. The Secret Online Door ·       Dan introduces his book "The Secret Online Door," focusing on online negotiation techniques and leveraging LinkedIn for effective outreach. He emphasizes the importance of a strong online presence and providing value in initial communications to open doors for negotiations. 6. Messaging and Profile Optimization ·       Dan advises on optimizing LinkedIn profiles and crafting messages that resonate with recipients, ensuring they see value in the interaction. He stresses the need for professionalism online, as potential clients often research individuals before engaging with them.     About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts.  Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let’s talk. Click here to schedule a time. Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and check out our website at  http://www.gosalesology.

29 Jul 202432min