Apr 25, 2017
Full Notes
https://www.salestuners.com/joe-caprio/
Takeaways
- Play By The Numbers: Ask not what the numbers can do for you but what you can do with your numbers. If you have tools available for tracking, do more than use them. Make them work for you by analyzing what they mean for your business. You know what you do every day so don’t just accept it and move on. Keep track of it and use the data to improve your process.
- Work Harder AND Smarter: Instead of debating whether to work harder or smarter, do both. There are those who will say there is no substitute for hard work, efficiency and high conversion rates. But why not work smarter as well? Once you’ve learned how to be efficient, don’t stop there. Instead, be smart. Put your knowledge and experience to work for you by doing more of what works and less of what doesn’t work. Stay on your toes by mixing it up regularly, and whatever you do don’t stop growing.
- Treat Prospects Like Your Aunt or Uncle: Doing so creates a built in level of respect. You’re not going to upset them or step on their toes. That said, you’re allowed to disagree with your family, right? So, if you create the same dynamic with your prospects, you can respectfully tell them they’re wrong and educate them based on the perspective you have.
Book Recommendation
- You Can’t Teach a Kid to Ride a Bike at a Seminar by David Sandler
Sponsor
- Octiv – Transform the way your sales assets are created, distributed and tracked around the world. Because a better sales process is a better buying experience.
Apr 18, 2017
Full Notes
https://www.salestuners.com/kai-yu-hsiung/
Takeaways
- Be Unconventional: If something isn’t working, consider your options. Instead of trying the same thing again, get creative and find a way to approach the situation differently. How else could you work the sale? In what other venue? Would a conversational tweet open the door? What about a cocktail party to help break the ice? Thinking about different ways to sell your product is one of the best ways to react to the inevitable “no” situations you will encounter.
- Think Like an Entrepreneur: Whether you’re working for a big company or a startup, a sales career is your own business to run. You may have certain constraints or expectations placed on you by your employer, but you don't have constraints put on you in terms of how you approach the situation. As you learn the art of the rejection, should be able to firmly own and manage your career trajectory.
- No (Sales)Person is an Island: No matter how it might feel at any given moment, you’re not in this alone. In fact, it’s better that way. Why? The more you can surround yourself with quality resources that are genuinely interested in seeing you succeed, the better. You may be great at a single job,, but if you’re truly dedicated to scaling your business, you need partners to help along the way. Identify those people and figure out the win/win scenarios.
Book Recommendation
- The Art of War by Sun Tzu
Sponsor
- Octiv – Transform the way your sales assets are created, distributed and tracked around the world. Because a better sales process is a better buying experience.
Apr 11, 2017
Full Notes
https://www.salestuners.com/marylou-tyler/
Takeaways
- Know When to Walk Away: Most of us are eternally hopeful, but it’s often more prudent to be realistic. If you have a strong pipeline, work it. Don’t be afraid to push back, but also recognize when something isn’t working. If it’s not a good fit, the square peg will not fit into a round hole over time. Have a set list or set of criteria you look for in initial meetings, and if the client doesn’t fit, move on. While everybody may be a prospect, not everyone is a good prospect. Recognize the difference as early as you can.
- Trade Discipline for Habit: Think of prospecting like you would brushing your teeth. It’s different than being disciplined, it’s habit. It’s something you do every day without thinking. There’s a good reason people lose weight, then gain it and lose it and gain it again. They can have all the discipline in the world, but if working out and making healthy choices is not a habit for them, the discipline is for naught. Incorporate prospecting into your daily routine prevents the peaks and valleys. The habit become so ingrained into your mind that it would feel weird if you missed it.
- Become a Student of the Game: Talking to the right people at the right time in the right role at the right stage of the pipeline is a magical formula for success, but how do the stars align so beautifully to facilitate such perfection? The key here is studying your process and knowing your numbers. As each sales cycle unfolds, what patterns can you identify? Are there common stalls or objections? Finding repeatable solutions can put at the top of the leaderboard in no time.
Book Recommendation
- How to Win Friends and Influence People by Dale Carnegie
Sponsor
- Octiv – Transform the way your sales assets are created, distributed and tracked around the world. Because a better sales process is a better buying experience.
Apr 4, 2017
Full Notes
https://www.salestuners.com/steve-richard/
Takeaways
- Failure Is Part of the Process: No one remembers the deals they win; they remember the deals they lost. There is a psychological reason for this that is rooted in the scientific makeup of the mind. When emotions are extremely high or there is a high level of anxiety, our brains are essentially programed to make us remember those moments. Instead of letting those moments haunt you, turn them into opportunity. Once you accept that mistakes happen and move on, it’s easier to choose to learn something from almost any sticky situation.
- You Determine How Successful You Become: It is much more common to fail at the start than it is to become the next overnight success story. What you do with that knowledge determines the path you will take. It’s up to you to decide. You own your own development. If you fail, own it because if you don’t fail, you’re never going to learn.
- Focus on One Thing at a Time: Make time to review calls either on your own or as a team. Instead of repeating the same mistakes over and over and expecting different results, review your calls, find out what works, and focus on one thing at a time and put it into practice.
Book Recommendation
- The Joshua Principle by Tony Hughes
Sponsor
- Octiv – Transform the way your sales assets are created, distributed and tracked around the world. Because a better sales process is a better buying experience.
Apr 4, 2017
Full Notes
https://www.salestuners.com/steve-richard/
Takeaways
- Failure Is Part of the Process: No one remembers the deals they win; they remember the deals they lost. There is a psychological reason for this that is rooted in the scientific makeup of the mind. When emotions are extremely high or there is a high level of anxiety, our brains are essentially programed to make us remember those moments. Instead of letting those moments haunt you, turn them into opportunity. Once you accept that mistakes happen and move on, it’s easier to choose to learn something from almost any sticky situation.
- You Determine How Successful You Become: It is much more common to fail at the start than it is to become the next overnight success story. What you do with that knowledge determines the path you will take. It’s up to you to decide. You own your own development. If you fail, own it because if you don’t fail, you’re never going to learn.
- Focus on One Thing at a Time: Make time to review calls either on your own or as a team. Instead of repeating the same mistakes over and over and expecting different results, review your calls, find out what works, and focus on one thing at a time and put it into practice.
Book Recommendation
- The Joshua Principle by Tony Hughes
Sponsor
- Octiv – Transform the way your sales assets are created, distributed and tracked around the world. Because a better sales process is a better buying experience.
Apr 4, 2017
Full Notes
https://www.salestuners.com/steve-richard/
Takeaways
- Failure Is Part of the Process: No one remembers the deals they win; they remember the deals they lost. There is a psychological reason for this that is rooted in the scientific makeup of the mind. When emotions are extremely high or there is a high level of anxiety, our brains are essentially programed to make us remember those moments. Instead of letting those moments haunt you, turn them into opportunity. Once you accept that mistakes happen and move on, it’s easier to choose to learn something from almost any sticky situation.
- You Determine How Successful You Become: It is much more common to fail at the start than it is to become the next overnight success story. What you do with that knowledge determines the path you will take. It’s up to you to decide. You own your own development. If you fail, own it because if you don’t fail, you’re never going to learn.
- Focus on One Thing at a Time: Make time to review calls either on your own or as a team. Instead of repeating the same mistakes over and over and expecting different results, review your calls, find out what works, and focus on one thing at a time and put it into practice.
Book Recommendation
- The Joshua Principle by Tony Hughes
Sponsor
- Octiv – Transform the way your sales assets are created, distributed and tracked around the world. Because a better sales process is a better buying experience.
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