030: Paul Reilly: Selling Through Tough Times

Guest: Bill Canady     Guest Bio:  Bill Canady has over 30 years of experience as a global business executive in a variety of industries and markets focused on industrial and consumer products and services. As a leader, he concentrates on aligning with key stakeholders to set a clear and compelling vision that will rally an organization to drive growth, control cost, and increase profitability. One of the keys to his success is he develops strong leaders and management teams and establishes deep relationships. His experience encompasses global public, private, and sponsor owned companies.  Bill is the CEO of both OTC Industrial Technologies and Arrowhead Engineered Products (AEP). OTC is an industrial distribution company located in Columbus, OH, that has $1 billion in sales with 1,900+employees and over 60 sales/distribution offices in 40 states.  During his tenure, OTC has grown revenues by more than 43% and earnings over 78%. AEP is a leading supplier of non-discretionary, mission-critical, aftermarket replacement parts for a wide variety of motorized vehicles and equipment headquartered in Blaine, MN, and has $1.5 billion in sales with 3600+ employees and sell in over 50 countries. During his career, Bill has been responsible for leading several organizations through their most important challenges and opportunities, often in complicated regulatory, investor, and media environments. He discovered a passion and knack for the art and science of business. Taking the tools and techniques that he developed for growing multibillion dollar companies, he created the Profitable Growth Operating System (PGOS) and set out to help owners and operators around the world profitably grow their companies.  PGOS is a time-tested set of simple tools and process that fosters a common culture creating value for all stakeholders: customers, employees, suppliers, and shareholders. PGOS shows how to increase the productivity of assets, increase profits, and make better decisions at every level of a business.  Bill graduated summa cum laude from Elmhurst University with a Bachelor of Science in Business Administration and received his MBA from the University of Chicago, Booth School of Business. He is a veteran of the United States Navy.   Guest Links:  https://https//billcanady.com    Key Points:   Importance of Taking Risks:   Bill stresses the importance of stepping out of one’s comfort zone. He believes that growth requires taking calculated risks and putting yourself out there.    Developing Strong Leaders:  As a CEO, Bill believes that leaders should set clear goals and let their teams figure out how to achieve them. His approach focuses on empowering leaders to take ownership of their responsibilities, rather than micromanaging them. This builds confidence and leadership skills in team members.  A critical aspect of Bill’s leadership style is the balance between providing direction (goal-setting) and giving teams autonomy to develop strategies. He compares leadership to being a parent—guiding without doing the work for the team, allowing them to take charge and develop their skills.    Profitable Growth Operating System (PGOS):  Bill's PGOS focuses on 5 key areas to drive profitable growth: Strategy (how to grow), Segmentation (80/20 analysis to focus on the most profitable opportunities), Talent (recruiting, retaining, and developing the right people), M&A (acquisitions to accelerate growth), and Lean (efficiency). His system is about using the right tools at the right time to grow a business profitably.  A frequent mistake for business owners is failing to pivot when their company outgrows the early startup phase. Initially, they may take any job or customer, but as the business grows, they must focus on more strategic growth opportunities to ensure profitability. Recognizing when to transition and evolve the business model is crucial.    Continued Business Growth:  Business owners may take on more responsibilities that fall outside their expertise and eventually become overwhelmed.  Business owners must recognize that they can't do everything themselves. They need to let go of tasks they're not good at and focus on their core competencies. Say no to tasks that aren't profitable or aligned with their core strengths. This allows for a more focused and scalable business model.  As the business grows, it reaches a point where the owner must hire people, delegate control, and trust others with responsibilities. This is often a difficult transition, especially for entrepreneurs who are used to doing everything themselves.    Focus on Core Competencies:  Just as in business development, it’s important to focus on what the business does best. Trying to serve everyone or do everything can dilute efforts. Defining an "ideal prospect" is a crucial first step.    Case Study:   One business owner, John, focused on doing great work with a small team and maintained steady growth. The other owner, while successful, failed to replicate his success at a larger scale. The second owner didn’t focus on his core strengths or delegate effectively, which limited his ability to scale beyond his initial success.  The successful business owner grew his business by focusing on what he did best—closing deals in a niche market. He scaled by hiring people to handle the rest, allowing him to focus on what he was most skilled at.  One business grew substantially by replicating its success, while the other remained stagnant because the owner couldn’t figure out how to scale or replicate himself.  The key to scaling a business is taking calculated risks—trusting others, delegating, and focusing on what the business does best. Until an entrepreneur is willing to take that risk, they may remain stuck in a cycle of limited growth.        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 Dec 202433min

Guest: Dustin Rogers   Guest Bio: Dustin Rogers' life mission is to inspire others to have a positive impact on the world around them. He is a coach leader and Regional Sales Manager at Carolina CAT where he leads a team of 10 inside and outside sales representatives who manage over 2000 accounts from individual retail customers to large corporate accounts. Dustin and his wife Britni have four children. The couple is passionate about foster care, adoption, autism, supporting families who have experienced the loss of a child, and other family-focused endeavors. They own DB Rogers Inc. providing management, consulting and fundraising solutions to corporations, small businesses, and non-profits. He is also the host of Your Impact Story Podcast. Fun fact Dustin was the 2017 International Auctioneer Champion…and yes, he can talk fast.   Key Points:  Introduction to Auctioneering: Dustin talks about the importance of rhythm in auctioneering, mentioning how it's more about clarity than speed. Background in Sales: Dustin grew up around entrepreneurs, particularly in real estate and auctions. He started buying and selling equipment before formalizing his sales career. This experience led him to a global career as an auctioneer and eventually transitioned to sales at Carolina CAT. Career Progression: During COVID, Dustin shifted from global sales to remote sales and later got recruited by Carolina CAT after a phone call asking if he knew anyone who could fill a sales leadership role. He ended up applying and transitioning into a sales manager role. Sales Philosophy: Dustin emphasizes the importance of asking for what you want, as he learned when he took on a sales role at Carolina CAT. If you don't ask, the answer is always no. Team Structure: His team consists of both inside and outside salespeople, with a mix of seasoned veterans and newer sales reps. The inside sales team handles prospecting and building customer relationships, while the outside team focuses on managing existing accounts. Customer-Centered Sales Approach: Dustin stresses the importance of listening to customers and adapting based on their feedback. He used customer feedback to improve processes and address issues, leading to significant growth in business. Target Account Success: By listening to a key customer’s concerns and making strategic adjustments (including changing sales reps), Dustin and his team turned a $1.5M annual account into a $5M account for two consecutive years. Sales Team Dynamics: Dustin reflects on the challenges of managing a diverse sales team with different personalities. He adapts his approach to meet each team member's needs—whether it’s the "high-energy" rep or the "methodical" one—and avoids micromanagement. Managing Different Personalities: Understanding and adapting to different working styles is crucial. Dustin’s success comes from being flexible and offering tailored support for each rep, whether it's through motivation or focusing on specific skill sets. Learning Process: Dustin acknowledges that managing a team requires constant learning, both for the manager and the team, as each sales rep has unique strengths and weaknesses. Balancing these different personalities can be challenging but rewarding.       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 Dec 202433min

Guest: Curtis Mullin   Guest Bio:  I am an award-winning sales leader who fell into sales. My wife and I made the decision to leave the military with two small children and start our cross-country adventure. I went back to school at Montana State University where I put my management experience back to use. After working at two Fortune 500 companies and earning my MBA from Washington State University, I took the opportunity to continue my career development at a midsize company. After managing the sales channel of a smaller brand, was promoted to sales director where I generated 63% growth. I was then given the opportunity to lead a larger team where I increased revenue by an additional 22%. I spent 3 ½ years at that organization until making the decision to go out on my own. I have become extremely effective at managing business turnarounds and developing high-performing teams. www.cm-bd.com Guest Links:  FREE 30-minute consultation support@cm-bd.com   Key Points: 63% Growth Achievement: Curtis successfully generated a 63% growth in his previous role, demonstrating strong performance and leadership skills. Leadership Transition & 22% Revenue Increase: After showcasing his ability to drive growth, he was given the opportunity to lead a larger team, where he increased revenue by an additional 22%, further solidifying his capability in leadership and business development. Military Background & Leadership Lessons: Curtis’s military experience taught him the importance of focus, teamwork, and adaptability. His time in service helped him become skilled at managing diverse personalities and aligning teams towards common objectives. Transition to Sales: After leaving the military, Curtis transitioned into sales, a field he had not initially planned for but found a strong fit in, gaining valuable business insights and skills that helped him excel. Sales Team Management Philosophy: Curtis emphasizes autonomy in sales teams, preferring not to micromanage. He values driven individuals who actively pursue new opportunities and are engaged with their work. The Importance of Team Dynamics: Curtis believes that understanding team dynamics and leveraging diverse skill sets is critical for building a cohesive, high-performing sales team. He actively works on resolving any issues by fostering open communication and pairing team members with complementary strengths. Starting His Own Business: Curtis launched CM Business Dynamics after identifying a gap in the market where businesses were facing challenges in team performance and brand revitalization. His company focuses on consulting to improve team function and business outcomes. Team Development & Evaluations: Curtis prioritizes motivation and curiosity when hiring, and uses a combination of one-on-one meetings, customer feedback, and performance reviews to evaluate team members. He believes in providing tailored training to address specific struggles and promote growth. Business Turnaround Expertise: Curtis is skilled at turning around struggling businesses, particularly by focusing on customer engagement. He looks for signs of disengaged customers and works to rebuild relationships and trust, often starting with direct communication and problem-solving. Customer Engagement & Communication: Both in team management and business turnarounds, Curtis stresses the importance of communication, whether it’s between team members or with customers, to maintain trust and drive success. He highlights the value of active listening and emotional intelligence in building lasting relationships.       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 Dec 202431min

Guest: Maxwell Nee   Guest Bio:  Maxwell Nee is the Chief Revenue Officer of ScoreApp, a Quiz Marketing Platform with 6,000 paying clients. He’s also a multi-award-winning entrepreneur, bodybuilder & dancer. He’s been featured on TV, radio, Forbes, Singapore’s The Business Times & The Australian Business Review.   Guest Links: ScoreApp free trial   Key Points:  Max's Journey to ScoreApp: Former business coach helping people with sales and online marketing. Grew his business to $2 million in revenue in under 2 years using ScoreApp to generate leads. Became an angel investor in ScoreApp, then a strategic partner, and now the CRO. Impact of Dance on Business: Max practiced hip-hop dance competitively and as part of performance teams. Key lessons from dance include obsessive focus on goals, handling responsibility, and the “show must go on” mentality. Parallels between dancing and business: focus, discipline, and forward momentum. What is ScoreApp?: An online quiz tool that helps businesses generate highly qualified leads by offering personalized assessments. Converts traffic (from podcasts, videos, social media, etc.) into leads through data-driven scorecards, giving users a personalized report. Designed to help businesses qualify leads and segment them based on readiness to buy. Definition of a Lead: A lead is someone who provides their contact information and expresses interest in potentially purchasing a product. Important to have both contact details and a registration of interest for a lead to be considered valuable. Qualifying Leads with ScoreApp: ScoreApp quizzes help businesses qualify leads by collecting valuable data through a series of questions. Example: A business selling expensive products (e.g., homes or loans) can ask questions about income and readiness to buy, ensuring they get qualified leads. Traffic Generation for Quizzes: ScoreApp provides resources such as a "Lead Gen Toolkit" and a "Partnerships Portal" to help clients drive traffic to quizzes. Clients can use various channels like email, social media, podcasts, and LinkedIn to drive traffic and collect leads. Lead Generation as a Top Priority: Lead generation is crucial because it directly impacts sales and revenue. A consistent flow of leads is essential for business growth—without leads, there's no way to generate sales and cash flow. Comparing Quizzes to Other Lead Gen Methods: Quizzes convert at higher rates (20-40%) compared to traditional lead magnets (10-15%). Quizzes not only attract more leads but also qualify them, increasing conversion rates and providing better data for follow-up. Do’s and Don’ts in Lead Generation: Do: Personalize outreach. When contacting leads, use data (e.g., quiz scores) to create relevant, tailored conversations. Don’t: Avoid generic, impersonal outreach. Leads prefer personalized experiences over feeling commoditized. Keep the customer experience engaging and relevant, similar to how Amazon personalizes product recommendations.       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.

2 Dec 202428min

Guest: Glenn Sandifer   Guest Bio:  Glenn has 20 years of experience in Regional and National Field Sales and Marketing roles. He has worked on product launches within Quick Service, Consumer Electronics, Home Theater, Mobile, and Telecommunications Industries. Currently, Glenn has the privilege of leading a world class Inside Sales and Client Success group within the Security Industry. Glenn is focused on the development of both inside sales and customer success teams, deploying an outbound contact strategy. His efforts lead to a consistent lead conversation. Glenn also provides strategic support with digital and affiliate marketing strategies, migrating a new CRM, and incorporating new onboarding and talent retention policies. Glenn also founded Glenn Sandifer Consulting, which has the aim of aiding smaller security dealers in developing winning programs and plans for predictable revenue and long-term success. Glenn serves as Vice President in the AA-ISP Tennessee Chapter, a Member of the Greater Nashville Chamber of Commerce, and Nashville Black Chamber of Commerce and a member of the Gamma Phi Chapter of Omega Psi Phi Fraternity, Inc. Glenn is from Indiana, but currently resides in Nashville, Tennessee with his wife and two children.    Key Points: Outbound Sales Strategy: ·       Securitas stands out from competitors by implementing 15 different outbound sales strategies, focusing on building long-term relationships and pipeline growth. ·       Sales reps are required to make a minimum of 50 outbound calls and send 50–100 personalized emails daily. ·       There's a strong emphasis on data, tracking inbound leads and conversions, and continuously improving sales processes.   Change Management and Team Integration: ·       Glenn emphasizes that managing change is difficult, especially when integrating teams from different companies. ·       He recommends leading by example, staying hands-on, and getting involved with both sales and operational teams to break down silos.   Advice for Sales Leaders: ·       Leaders should "manage up" by encouraging their teams to provide insights and challenges from the frontlines to improve decision-making. ·       For handling sales teams, it's crucial to focus on core priorities and overcome the fear of change or new processes. ·       Leading by example and consistently repeating key messages can help reinforce the desired behaviors in the team.   Hiring for Sales Positions: ·       Glenn looks for three key traits in candidates: grit, coachability, and adaptability. ·       Grit ensures perseverance in detailed sales tasks, coachability helps integrate new employees into the company's culture, and adaptability is needed for fast-paced, shifting sales environments.   Managing Sales Team: ·       Glenn highlights the challenge of managing expectations and ensuring that team members stay focused on high-priority tasks. ·       He faced resistance when trying to shift from a customer service-oriented role to a more pipeline-driven, project-based model, but his leadership and persistence helped his team adapt.   Leadership Philosophy: ·       Glenn believes that as a leader, it’s important to challenge the team to push beyond their comfort zone and achieve their full potential while understanding their individual motivations and pain points.       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.

25 Nov 202430min

Guest: Chandler Bolt   Guest Bio: Chandler Bolt is an investor, the CEO of SelfPublishing.com, a Forbes 30 Under 30 honoree, and the author of 7 bestselling books including his most recent book titled “Published.”. selfpublishing.com is an INC 5000 company the last 4 years in a row as one of the 5,000 fastest-growing private companies in the US. Chandler is also the host of the 7 Figure Principles Podcast and the Self Publishing School Podcast. Through his books, podcasts, YouTube channels, and selfpublishing.com, he’s helped thousands of people write a book that grows their income, impact, and business.   Key Points: Why Write a Book as a Business Owner? A book acts as a silent salesman. It helps you get leads, make sales, and generate referrals. A book builds authority. When you publish, you become an expert in the eyes of your audience, which increases your sales closing rate. How a Book Helps in the Sales Process It builds belief in your product or service, growing excitement and guiding prospects toward the next steps in your sales funnel. The book also simplifies the referral process, allowing you to encourage current customers to share the book with others. How to Start Writing Your Book Clarify your idea - focus on a topic that addresses a pain point, offers a promise, and aligns with your business goals. Use the "MORE" Writing Method: - Mind map: Brainstorm all ideas related to your book. - Outline: Organize your ideas into chapters. - Rough Draft: Write the first draft without worrying about perfection. - Editing: Revise the draft and hire an editor for quality. Chandler emphasizes consistency and accountability throughout the process to overcome challenges. Overcoming the "Rough Draft" Roadblock Getting the rough draft done is often the hardest part. Many people get stuck here, which delays their progress. Tip: If you're better at speaking than writing, try speaking your ideas out loud, having them transcribed, and repeating the process chapter by chapter. The key is to get it done, then polish it later with editing. Why Self-Publish Instead of Using a Traditional Publisher? Self-publishing gives you full control over your book: you retain the rights, royalties, and creative freedom. Traditional publishers often don't market your book—you're responsible for that, which makes self-publishing the better option for most entrepreneurs. How to Get an ROI from Your Book More Leads: Your book introduces your business to new people. It’s a way to grow brand awareness and attract new prospects. More Sales: A book helps in the sales funnel by qualifying leads, handling objections, and establishing trust and authority. Chandler uses his book to attract registrants for webinars and close more deals. More Referrals: Give your book away to existing customers or prospects as a value add, making it easier for them to refer others to your business. The Power of Giving Away Your Book Give your book away for free: Giving away copies at conferences and through referrals brings in leads and can even generate revenue immediately. Referral programs: Offering books for free to others encourages people to refer your business to their network, helping expand your reach. Final Advice If you're thinking of writing a book but feel overwhelmed, start small by mind-mapping your ideas. Set aside just 15 minutes to brainstorm your key topic and stories. Remember: Done is better than perfect. Don’t let the quest for perfection stop you from completing the draft. Be consistent: The book-writing process is long, but by staying accountable and following a step-by-step method, you'll create a valuable asset for your business.     Guest Links: Audio Book: Published: publishedbook.com/audio     About Salesology®: Conversations with Sales Leaders 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.   Watch the demo of the Salesology® Prospecting Method, A Simple, 3-Step Method That, On Average, Increases Qualified Appointments & Sales By 73%.   If you are a business owner or sales manager with an under-performing 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, click here and connect on LinkedIn and follow us on Facebook and Twitter and checkout our website at www.gosalesology.com

18 Nov 202427min

Guest: Rachel Cossar   Guest Bio: Rachel Cossar is a leader in the field of nonverbal communication and leadership presence facilitation. As a former nationally ranked athlete and professional ballet dancer, Rachel has a knack for translating unique skills into relatable business skills and competencies. Virtual Sapiens comes as an evolution of Rachel’s combined work as founder of Choreography for Business, a nonverbal communication consulting firm as well as a faculty member with Mobius Executive Leadership and as a leadership presence facilitator with Ariel Group. Rachel has worked with leaders from GE, BCG, Pfizer, Accenture, McKinsey, HBS and more. With the increased dependency of video events as a way to connect and drive impact across organizations, Rachel and her team at Virtual Sapiens are excited to open up a world of access when it comes to one of the most human, and most important skills in business – communication.   Key Points: The Evolution of Virtual Sapiens  ·       Virtual Sapiens emerged from Rachel's work experience in leadership coaching, combining cutting-edge AI technology with her expertise in nonverbal communication. ·       The platform helps professionals improve their communication and leadership presence, particularly in virtual settings.   Importance of Nonverbal Communication ·       Nonverbal communication goes beyond body language, encompassing facial expressions, posture, tone of voice, speech rate, and even things like what you're wearing or how you use hand gestures. ·       These cues are vital to the way we connect and relate to others, often influencing perceptions more strongly than words. ·       Rachel emphasizes the power of nonverbal cues, especially in virtual communication, where they can have a more pronounced effect due to the limited sensory feedback compared to in-person interactions.   Lessons from Ballet and Teamwork ·       Rachel's experience as a dancer in the corps de ballet taught her the importance of awareness of others and being attuned to both team dynamics and audience perception. ·       This awareness is key in business communication—understanding other people's needs and how to build relationships effectively is a transferable skill from dance to leadership and sales.   Nonverbal Communication in Virtual Settings ·       Video communication requires specific adjustments, such as ensuring eye-level camera placement, proper background setup, and the ability to use hand gestures effectively on camera. ·       Virtual backgrounds can also send a message—whether professional or distracting—so attention to the environment is crucial. ·       Key nonverbal behaviors in video communication include facial expressions (which should be varied to avoid a flat or disengaged appearance), posture, and voice tone.   Challenges of Virtual Communication ·       Many professionals feel more confident in in-person settings but struggle with virtual interactions, losing connection and presence. ·       Overcoming these challenges requires intentional practice and mastery of digital presence, something that can be learned through training and AI-assisted tools.   AI-powered Coaching with Virtual Sapiens ·       Virtual Sapiens use AI to analyze video interactions and provide real-time feedback on both verbal and nonverbal communication. ·       The AI offers insights on hand gestures, facial expressions, tone, filler words, and overall engagement to improve communication effectiveness. Guest Links: Here is the access link that will track any users who activate and unlock.      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.

11 Nov 202427min

Guest: John Noonan   Guest Bio: John is the President of Growth Plan Partners, a company that helps small and medium-sized businesses (SMBs) create record-breaking sales growth. As a Certified Sales Leader (CSL) and a Vistage Trusted Advisor, he leverages his 30+ years of experience in sales and marketing, as well as his MBA in Marketing and Finance, to provide strategic guidance and leadership to his clients. John's mission is to build a path to more sales for SMBs that struggle to grow their sales or need guidance to get to the next level and beyond. He does this by creating and implementing sales strategy and plans, finding and targeting the best customers, and growing and optimizing the sales pipeline. He also coaches and mentors business owners, sales leaders and sales teams to develop their skills and confidence.   Guest Links: Click here for your free 3 minute Sales Growth Accelerator Assessment   Key Points: Roles of CRO vs. CSO - CRO (Chief Revenue Officer): •    Focuses on overall revenue strategy, including sales and marketing alignment. Ensures that sales and marketing teams collaborate to optimize lead generation and conversion.  Responsible for the entire revenue generation process. - CSO (Chief Sales Officer): •    Primarily focused on sales strategy and execution. May not have direct oversight over marketing efforts.   Finding Ideal Clients •    Assess current satisfied clients to identify common characteristics (industry, type, etc.). •    Use tools and AI to create targeted lists of potential clients. •    Rank prospects based on existing relationships to prioritize outreach (leveraging platforms like LinkedIn and CRM systems). •    "Everybody is nobody" – defining a specific target market is crucial for effective sales strategies.   Importance of Documentation and Sales Playbook - Challenges: •    Fast-paced environments often lead to neglecting documentation. •    Fear of being pinned down by rigid documentation processes. - Solutions: •    Begin with a basic outline of the sales process, value propositions, ideal client profiles, and competitive analysis. •    Use AI tools to streamline documentation and create interactive playbooks that provide real-time access to information. - Implementation: •    Sales leaders should take the initiative to build and maintain the playbook.  •    Encourage sales team members to document their processes and experiences to create a foundational resource.   Best Practices for Sales Teams 1.    Define Sales Strategy: Document clear processes for engaging clients. 2.    Set Goals and KPIs: Establish measurable targets for accountability. 3.    Conduct Regular Meetings: Utilize structured meetings for updates and coaching. 4.    Invest in Training: Ensure ongoing education on sales techniques and tools. 5.    Leverage Technology: Utilize CRM and AI tools to enhance sales processes. 6.    Create a Sales Playbook: Develop a comprehensive guide for sales processes and client interactions.     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.

4 Nov 202434min