Today, I’m excited to share insights from my discussion with Blair Siegler, CEO and founder of Quantico. We explored negotiation intelligence, a crucial but often overlooked aspect of B2B sales that significantly impacts business profitability and client relationships.

Quantico’s Origin Story

Blair started Quantico to fill a market gap he noticed at Meta, where effective value exchanges were critical to product adoption and client investment. He and his brother also saw challenges with discounts in enterprise sales, sparking the idea of a platform to manage these impacts.

Blair pointed out that businesses often apply discounts without analyzing their long-term effects. He suggested using historical data on successful deals to improve negotiation strategies. Companies can turn past discount data into a strategic asset using machine learning and AI.

The Reality Versus Policy on Discounting

I noted that there is often a gap between discount policies and their real-world application. Blair agreed and mentioned that companies are aligning their pricing strategies better. This helps make CPQ (Configure, Price, Quote) systems more effective and predictable.

Blair explained that making revenue concessions visible has helped clients improve their profit margins by three to four percent. This small improvement can have a big cumulative effect, similar to how termites slowly damage a structure. Over time, unchecked concessions can significantly erode a company’s profitability.

Balancing Revenue Goals and Organizational Costs

We discussed how sales teams focused on revenue can clash with other departments that see themselves as cost centers. This misalignment can hurt the company’s financial health. Companies need to ensure their sales strategies also reflect broader financial goals.

Blair highlighted the importance of visualizing data to make it easy to understand and use. This approach allows sales professionals to make informed decisions based on solid evidence. It also helps bridge the gap between complex tools and sales teams.

The Future of Sales: Combining Data with Human Insight

In wrapping up our conversation, Blair and I agreed that experience and intuition are still vital in sales but are even better when combined with data-driven insights. Quantico enhances the human element in sales with clear, actionable data to support decision-making. This combination of data and human insight sets successful sales strategies apart.

As we concluded our discussion, it was clear that embracing negotiation intelligence can fundamentally transform how B2B sales teams operate. By understanding and leveraging negotiation tactics and discount strategies, businesses can build stronger, more beneficial partnerships with their clients, enhancing profitability and long-term success.

Thank you for joining me in this deep dive into negotiation intelligence. I hope these insights inspire you to refine your sales strategies and negotiate effectively and strategically. Until next time, keep aiming for smart, strategic negotiations that propel your business forward.

Our Host

John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist, he has conducted over 1500 video interviews of thought leaders for Sales POP! online sales magazine & YouTube Channel and for audio podcast channels where Sales POP! is rated in the top 2% of most popular shows out of 3,320,580 podcasts globally, ranked by Listen Score. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.

Harnessing the Power of AI for Predictable B2B Sales Growth: Insights from SkyGeni‘s CEO

We recently had the pleasure of engaging in a conversation with Sankar Sundaresan, the CEO and founder of SkyGeni.

Sankar, with his rich background in senior executive roles at renowned companies like HP and Trinity, brought to the table a wealth of knowledge. He shared the inspiration behind SkyGeni. A growth insights platform tailored for B2B revenue leaders. The struggle to synthesize an overwhelming amount of data from diverse sources, such as CRM systems.  Conversation intelligence tools like Gong and sales enablement platforms like MindTickle or Highspot. Common pain point for revenue leaders. This challenge sparked the inception of SkyGeni, which transforms data into actionable insights. To inform decisions across sales, marketing, and product teams.

The AI-Powered Solution

Sankar underscored the critical need for AI-powered sales insights to drive faster and more efficient sales. Predictable B2B sales growth. SkyGeni‘s mission is to empower revenue leaders to connect and analyze data from various sources. Fostering more efficient and predictable growth. The platform’s AI capabilities are designed to generate valuable insights. With a moderate amount of data, effectively addressing issues of data quality and hygiene that many organizations face.

A key takeaway from our conversation was the significance of focusing on relevant data. Sankar stressed the importance of small data and the necessity of extracting actionable insights from it. He explained how SkyGeni‘s platform helps identify bottlenecks in the sales process, align sales and marketing efforts, and pinpoint areas for process improvement. By making data-driven decisions, companies can enhance growth without the need to increase headcount excessively.

Aligning Sales and Marketing

The perennial challenge of sales and marketing alignment was also a topic of our dialogue. Sankar highlighted the need for a holistic view of the pipeline and the ability to identify areas of overperformance and underperformance. He emphasized the importance of tailoring enablement activities to specific bottlenecks. The inefficiencies within the sales process, rather than adopting a generic approach.

Individual Performance Analysis

Another insight Sankar shared was the necessity to analyze individual sales reps’ performance to determine where they may require additional support. This enables organizations to allocate enablement resources more effectively and drive better revenue outcomes.

In wrapping up our discussion, Sankar reiterated the critical role of data-driven decision-making and the potential of AI to continue providing valuable insights. He shared his vision for the future of SkyGeni, emphasizing the platform’s commitment to offering explainable AI-powered insights. This approach sets SkyGeni apart from the typical black box AI solutions in the industry, as it reconciles data-driven insights with the gut feelings and opinions often held by sales leaders.

A Copilot for Revenue Leaders

SkyGeni aims to serve as a “copilot” for revenue leaders, synthesizing data from various sources to provide actionable insights. The platform empowers leaders to make smarter growth investment decisions and unlock incremental value by ensuring that AI insights are explainable and drive actionable decisions.

The potential of AI in revolutionize the way we approach B2B sales growth. For those eager to learn more about how SkyGeni can transform your data into growth, I encourage you to explore their offerings and witness the power of AI in action.

The insights shared by Sankar Sundaresan are a glimpse into the capabilities of SkyGeni. Also also a testament to the evolving landscape of sales and marketing. As we continue to navigate through data-rich environments. The ability to harness and interpret this data effectively will undoubtedly become a cornerstone of successful revenue growth strategies.

Our Host

John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist, he has conducted over 1500 video interviews of thought leaders for Sales POP! online sales magazine & YouTube Channel and for audio podcast channels where Sales POP! is rated in the top 2% of most popular shows out of 3,320,580 podcasts globally, ranked by Listen Score. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.

Harnessing the Power of Authority in Marketing

John Golden had the pleasure of speaking with Frank Hussman, an internet entrepreneur from Amsterdam, Netherlands, with over two decades of experience in B2B marketing and sales. Frank’s mission is to help B2B founders and marketers establish themselves as authorities in their respective industries.

Defining Authority Marketing for B2B Companies

During our conversation, I asked Frank to define authority marketing for B2B companies. He explained that authority marketing is about becoming a recognized expert in your market by showcasing your knowledge and expertise. Frank emphasized that many people possess a wealth of knowledge but fail to share it, thereby missing out on attracting potential clients.

He pointed out that B2B companies often focus too much on their product features, neglecting to highlight the problems they solve. I agreed with Frank, adding that companies sometimes struggle to articulate how their product or service can help in specific business use cases. Frank also noted that technical founders face an additional challenge in communicating effectively with their prospects.

Overcoming Content Overload

We also discussed strategies to overcome the overwhelming volume of content in the market. Frank acknowledged the rise of AI-generated content and the decline in content quality. He suggested that companies need to have a plan and focus on a specific area to become authorities.

Frank also highlighted the effectiveness of video content in standing out and reaching a wider audience. He explained that his company creates various forms of content from one video, including blog articles, newsletters, and podcasts.

Choosing the Right Channels for Content Marketing

The importance of choosing the right channels for your content marketing efforts was another topic we delved into. Frank advised that it’s crucial to focus on one main channel and put all your efforts into it. For most clients, LinkedIn is the preferred channel, so it’s important to post organic content there and boost it with LinkedIn ads for better engagement.

However, we also acknowledged the importance of other channels like YouTube, which is often overlooked as just an entertainment platform. We highlighted that YouTube is actually the second-most-used search engine and can be a valuable tool for business people.

The Power of YouTube for Education

Frank shared his personal experience of using YouTube for educational purposes, such as learning how to do DIY projects. He emphasized that there is a wealth of knowledge available on YouTube, including B2B marketing, demand generation, and video marketing. I added that when using YouTube for educational purposes, the quality of production is not as important as the content itself. I urged people to start small and not let the requirement for expert-level production intimidate them.

The Importance of Authenticity in Content Creation

We also discussed the importance of authenticity in content creation. Frank advised being authentic by sharing personal stories and experiences, including the ups and downs of the journey. This human element is crucial in building connections and trust with the audience, especially in a world where AI and automation are becoming more prevalent.

The Concept of “Edutainment”

In terms of content creation, we touched on the concept of “edutainment,” where educational content is made entertaining to engage the audience effectively.

In conclusion, our conversation with Frank Hussman was a treasure trove of insights into authority marketing, content creation, and the effective use of various channels for content marketing. Stay tuned for more enlightening discussions in our upcoming podcasts.

Our Host

John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist, he has conducted over 1500 video interviews of thought leaders for Sales POP! online sales magazine & YouTube Channel and for audio podcast channels where Sales POP! is rated in the top 2% of most popular shows out of 3,320,580 podcasts globally, ranked by Listen Score. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.

Mastering the Art of B2B Sales: A Conversation with Greg Nutter

In the realm of B2B selling, the journey to success is often fraught with pitfalls. If you’re tired of repeating the same mistakes and seeking to enhance your sales prowess while fostering robust customer relationships, then this episode of the Expert Inside Interview is a must-listen. Join John Golden as he engages with Greg Nutter, a seasoned management consultant, specializing in helping business owners and senior sales executives tackle revenue growth challenges through various sales models.

Mistake #1: Redefining the Essence of Selling

The journey commences with the fundamental blunder of forgetting what selling truly means. Greg delves into the misconception that it’s merely about pushing products onto customers. The real essence of selling lies in understanding customer needs and providing solutions.

Mistake #2: The Pitfall of Poor Prospecting

Greg elucidates the second common mistake – poor prospecting. Instead of leading with product and company features, many sellers miss the mark by failing to address the core problems that their offerings can solve. Prospecting should aim to uncover and alleviate customer pain points.

Mistake #3: The Role Identity Crisis

A prevalent blunder is viewing a salesperson as either a relationship manager or a product expert. Greg dissects the necessity of adopting a more versatile approach. Sales professionals need to wear multiple hats, offering valuable insights while nurturing relationships.

Mistake #4: Process vs. Product: A Shift in Focus

Shifting the spotlight from the selling process to the buying process marks the fourth mistake. Greg discusses the importance of aligning your strategies with the customer’s journey, ensuring that every step is tailored to their needs and preferences.

Mistake #5: The Art of Effective Planning

The fifth error pertains to planning—or rather, the lack of it. In B2B sales, successful planning extends across four critical areas: prospecting, call planning, opportunity planning, and pipeline planning. Greg highlights the significance of crafting targeted messages for prospecting, developing comprehensive call plans, creating detailed opportunity strategies, and analyzing the overall pipeline of opportunities. Effective planning optimizes time management and significantly boosts the chances of meeting sales targets.

The Role of Understanding the Buying Process

Greg places considerable emphasis on comprehending the B2B buying process. He identifies it as a vital element in the realm of sales. For sellers, gaining insight into this process can be a game-changer. By aligning their strategies with the stages of the buying journey, they can offer valuable guidance and support to their customers.

Unlocking Success in B2B Sales

If you’re eager to unravel the secrets of steering clear of these common B2B selling mistakes and enhancing your sales skills, this episode of Expert Inside Interview is your guiding light. As Greg succinctly puts it, “Companies are struggling with buying just as much as sellers are struggling with selling, and a sales rep who can help guide the process is much more valuable than someone who takes them for drinks.”

So, seize the opportunity to hone your B2B selling acumen and embark on a journey towards sustainable success. Listen to the invaluable insights shared in this episode and witness the transformation in your sales approach.

A Glimpse into Greg’s Expertise

Should Greg Nutter’s wisdom resonate with you, delve deeper into his expertise by exploring his services as a management consultant. His wealth of knowledge and experience may be just the catalyst you need to overcome B2B selling challenges and reach new heights in your sales career.

Transforming Marketing Chaos into a Structured Success

As the host of the Sales POP Online Sales Magazine and Pipeline CRM podcast, I recently had the pleasure of hosting Austin LaRoche, the CEO of Attack Interactive. Austin’s company has developed M2’s marketing-to-sales framework and B2B growth system, a revolutionary approach that aims to bring purpose and structure to marketing efforts.

The Birth of a New Marketing Framework

Austin explained that M2’s framework was born out of a need to address the chaotic and haphazard approach many companies take towards marketing. Without a clear understanding of their vision, branding, audience, and data, these companies often find themselves lost in a sea of random marketing acts.

The M2’s framework is designed to bring order to this chaos, optimizing marketing operations for success. It emphasizes the importance of understanding the company’s vision, effectively communicating the brand message, knowing the target audience, and making data-driven decisions.

The Challenge of Data Overload

In our conversation, Austin and I delved into the challenges of data overload. In today’s digital age, companies are often swamped with data, making it difficult to focus on the metrics that truly align with their goals. Austin suggested a solution to this problem – the scorecard model. This model simplifies data analysis, enabling companies to make data-driven decisions with ease.

Strategic Planning: The Heart of the Framework

We then moved on to discuss the strategic planning phase of the framework. Austin explained that this phase involves identifying how to attract, convert, close, and delight each buyer persona. It also involves determining the tactics, KPIs, creative approach, and responsibilities for each stage.

Austin highlighted the importance of aligning marketing and sales efforts and breaking down the silos between the two departments. This alignment is crucial for the success of any marketing strategy.

Bridging the Gap: The Implementation Phase

Our conversation then shifted to the implementation phase, which Austin described as the bridge between strategy and execution. He emphasized the need for technology, resources, and content in this phase.

I added that a well-planned implementation phase should ideally last three to six months. This timeframe ensures focus and prevents distractions from the overall strategy. It’s also important to fill in gaps, utilize the right technology, create content, and bring in the necessary resources to fulfill the strategy.

The Importance of a Minimal Viable Implementation Mindset

We acknowledged that issues during the implementation phase can arise when things were not properly defined, expectations were unclear, or KPIs were not established. To avoid these pitfalls, I suggested approaching the implementation phase with a minimal viable implementation mindset. This approach ensures that all necessary elements are in place to start running smoothly, avoiding scope creep.

A Success Story

Austin shared a success story of a company in the environmental services industry. They worked on articulating the company’s unique selling points, refining campaigns, aligning technology systems, and automating processes. As a result, they saw a 20% increase in leads and conversions.

The Challenge of Differentiation

Our conversation also touched on the difficulty of differentiation in today’s market. In a world where everyone is vying for attention, standing out from the crowd is more important than ever. The M2’s framework provides a structured approach to marketing that can help companies differentiate themselves and achieve their goals.

In conclusion, our conversation with Austin LaRoche provided valuable insights into the world of structured marketing. The M2’s framework is a powerful tool that can transform random acts of marketing into a well-organized operation optimized for success.

Our Host

John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist, he has conducted over 1500 video interviews of thought leaders for Sales POP! online sales magazine & YouTube Channel and for audio podcast channels where Sales POP! is rated in the top 2% of most popular shows out of 3,320,580 podcasts globally, ranked by Listen Score. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.

In the ever-evolving landscape of business, the symphony of success hinges on an orchestrated dance between strategies and adaptability. Amidst the hustle and bustle, the realm of B2B sales stands as a linchpin. Bridging transactions with relationships. In a thought-provoking conversation, I had the privilege of engaging with Lisa J. Smith, the astute CEO and Founder of SmithCo—a sales consulting firm dedicated to empowering modern mid-size B2B businesses. This article unfurls the tapestry of insights woven by Lisa, as we traverse the contours of B2B sales strategies, uncharted pitfalls, and the art of building a business amid a pandemic storm.

Navigating the Labyrinth of B2B Sales

In a world perpetually swept by change, the intricacies of B2B sales have assumed a new dimension. The episode opens with a resonance that reverberates across boardrooms. The feeling of wrestling with a sales funnel seems to falter amidst the relentless tempo of modern business. The conversation with Lisa J. Smith, the visionary mind behind SmithCo, serves as a compass guiding businesses toward strategies that resonate in this dynamic milieu.

A Journey Beyond the Norm: Launching SmithCo During a Pandemic

Lisa’s journey, marked by the birth of SmithCo during the throes of the COVID-19 pandemic, stands as a testament to resilience and adaptability. The narrative unfolds as Lisa shares her experience of propelling her business virtually and achieving six figures in its inaugural year. A profound realization dawns—adaptability isn’t just an asset; it’s the backbone of survival in the current business landscape.

Blind Spots and Detours in the Sales Funnel

Lisa casts a spotlight on the treacherous blind spots lurking within sales funnels—the labyrinthine corridors where growth often meets obstruction. The first pitfall—an absence of a defined sales process—serves as a cautionary tale. The lack of a structured pathway can lead to floundering efforts and missed opportunities. The second blind spot—targeting the wrong prospects—accentuates the significance of precision in prospect identification. Understanding the intricacies of one’s ideal customer profile can be the fulcrum that tilts the balance toward success.

Follow-up: The Heartbeat of the Sales Pipeline

Within the tapestry of B2B sales, the symphony of follow-up reverberates as a pulsating rhythm. Lisa expounds on the art of nurturing leads, translating conversations into conversions through tenacious follow-up. The undercurrent here is not just persistence, but an intimate understanding of timing, the nuances of communication, and the delicate dance between human psychology and the sales process.

Human Touch in an Automated World: A Balancing Act

While automation is the cornerstone of modern efficiency, Lisa’s insights offer a poignant reminder—the domain of sales transcends the mechanistic. Emotions, psychology, and human nuances cradle every transaction. Automation, while a powerful tool, can often lack the finesse of human intuition. The irreplaceable warmth of human interaction can be overlooked by the algorithms and scripts that power automation.

From Accountability to Customer Experience: Building Blocks of Success

The conversation unfurls the essence of two pivotal elements—accountability and customer experience. Lisa’s perspective aligns with the heartbeat of modern business—the intertwining of accountability and actionability. The virtuous cycle begins with accountability, radiating outward to engender action, commitment, and transformative results. And at the summit of the business pinnacle stands the customer experience—the zenith that embodies the core values, empathy, and resonance that characterize successful ventures.

The Beacon of Lisa’s Offer: Empowering Success

The episode concludes with a beacon of opportunity extended by Lisa—a 30-minute consultation call, a rendezvous with insights and empowerment. This offering underscores Lisa’s commitment to catalyzing success for businesses navigating the labyrinth of sales. Whether through the SmithCo website or social media avenues, this free consultation acts as a bridge to enhancing sales strategies, fortifying sales funnels, and steering businesses toward transformation.

A Resounding Anthem: Sales as a Quest for Empathy

In Lisa’s own words, “Sales is not about selling something. It’s about helping someone buy something.” This poignant declaration resonates as a mantra for businesses seeking to realign their sales paradigms. Lisa’s insights echo as a guidebook—a beacon that beckons toward improved sales funnels, enriched customer experiences, and a renewed outlook on the very essence of sales.

The echoes of Lisa’s wisdom resonate. The world of B2B sales is not merely a journey of transactions; it’s an odyssey of empathy, strategy, and connection. As businesses navigate the ever-evolving landscape. Lisa’s insights serve as a compass—a guide to elevate sales approaches, forge meaningful connections, and script narratives of success.

The Top Mistakes B2B Sellers Make and How to Avoid Them

Are you a B2B seller struggling to close deals and build strong relationships with your customers? You might be making some common mistakes that are hindering your success. In a recent podcast episode, sales expert Greg Nutter shared his insights on the top mistakes B2B sellers make and how to avoid them.

The first mistake is forgetting what selling is really about. It’s not just about getting people to buy your product, it’s about creating awareness and changing perspectives. The second mistake is poor prospecting. Don’t lead with product and company features, instead, lead with problems. Companies don’t buy products or services, they buy solutions to problems. The third mistake is thinking that the role of a salesperson is to be either a relationship manager or a product expert. Instead, become an expert on the buying process, guiding the decision-making process and helping companies make informed decisions.

The fourth mistake is focusing on the selling process rather than the buying process. CRM systems are often set up with a standard four or five-stage process, starting with prospecting and ending with closing the deal. However, just because a seller has given a proposal doesn’t mean the company is ready to make a decision. It’s important to watch what the customer is doing and align the seller’s behaviors and activities accordingly.

Finally, the fifth mistake is the lack of planning. By having a targeted message for prospecting, a high-level plan for calls, a detailed plan for deals, and analyzing the overall pipeline of opportunities, salespeople can make better use of their time and increase their chances of meeting their targets. Greg recommends a process where salespeople review their opportunities every Friday afternoon, prioritize their tasks, and calendarize their activities for the following week.

In conclusion, B2B selling is a complex process that requires a deep understanding of the buying process and effective planning. By avoiding these common mistakes, B2B sellers can improve their sales success and build stronger relationships with their customers.

Our Host

John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist, he has conducted over 1500 video interviews of thought leaders for Sales POP! online sales magazine & YouTube Channel and for audio podcast channels where Sales POP! is rated in the top 2% of most popular shows out of 3,320,580 podcasts globally, ranked by Listen Score. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.

Why Your Sales Process Needs More Follow-Up

Are you struggling to close sales deals even though you have a great product or service to offer? You might be missing one crucial step in your sales process: follow-up.

According to Lisa J. Smith, CEO and Founder of SmithCo, follow-up is often a blind spot for companies in their sales pipeline. Many people focus on the initial sale and networking but fail to continue the conversation with potential clients.

Lisa emphasizes that follow-up should not be seen as pushy or annoying, but rather as a way to stay top of mind with potential clients. It involves having multiple layers of sales conversations to qualify clients and understand the ebb and flow of their readiness to buy.

In today’s fast-paced business environment, being adaptable and nimble is crucial. However, automation should not replace the human touch in sales. Sales is about psychology and emotion, and automation can miss important nuances in timing and messaging.

So, take the time to follow up with potential clients and build relationships. It might be the missing piece in your sales process that can help you close deals and grow your business.

And if you need help with your sales strategy, Lisa offers a free 30-minute call to help businesses succeed in sales. Don’t miss this opportunity to gain valuable insights and energy from an expert in the field. Book your call today through the SmithCo website or Lisa’s LinkedIn, Instagram, or YouTube pages.

Our Host

John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist, he has conducted over 1500 video interviews of thought leaders for Sales POP! online sales magazine & YouTube Channel and for audio podcast channels where Sales POP! is rated in the top 2% of most popular shows out of 3,320,580 podcasts globally, ranked by Listen Score. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.