SalesPOP! and Pipeliner CRM have a strong, symbiotic connection that enhances both platforms:

1. SalesPOP! is a natural extension of Pipeliner CRM, offering complementary content while being able to stand on its own.

2. The podcast covers a wide range of topics related to sales, leadership, and business, which aligns with Pipeliner’s focus on sales management.

3. Pipeliner’s philosophy and core principles are integrated into SalesPOP!, creating a harmonious blend of ideas and values.

4. The podcast team uses the CRM to manage their operations, leveraging features like the embedded scheduling tool, automated workflows, and contact management.

5. Pipeliner customers have free access to the database of experts featured on SalesPOP!, allowing them to find keynote speakers or sales consultants easily.

6. Future plans include using AI to integrate SalesPOP! content directly into Pipeliner CRM, providing users with on-demand, relevant content and “just-in-time” coaching within the CRM platform.

7. This integration creates a unique differentiator for both individuals and organizations using Pipeliner CRM, bridging the gap between the practical tool (CRM) and theoretical content (SalesPOP!).

The connection between SalesPOP! and Pipeliner CRM demonstrates how content marketing and software tools can be effectively combined to provide added value to customers and enhance brand authority in the sales industry.

To learn more download our podcasting whitepaper.

There are many extremely useful lessons learned from the Tao Te Ching that were written in approximately 400 BC, which can be adapted for better sales techniques and general professional development.

Embrace Change

“The only constant is change,” it says in the Tao Te Ching. This is true for the constantly changing market conditions, evolving customer needs, and changing sales techniques. Hence, you have to accept the change if you want to be flexible and resilient during turbulent business cycles.

Let Go of Labels and Judgments

This is always the case because a salesperson is too quick to label the prospect, hence making mistaken assumptions. However, the Tao challenges one to approach situations with no prejudgment at all. As such, if salespeople do not hurry to judge situations, they can have a greater understanding of the individual customer needs and deliver customized solutions.

Focus on Authenticity and Service

Moreover, the Tao stresses authenticity and serving. Now, in sales, this means just being authentic with your customers and showing them how you really help & support your clients—not by trying to be someone you are not or to act as some kind of chameleon. Of course, authentic communication is the bedrock of any kind of trust. This also goes with the idea of giving within the Tao—that in giving, one receives.

Three Foundational Practices

Practice Patience and Persistence

Patience and perseverance can also be learned from the Tao Te Ching. This, in selling, is expressed by knowing:

– How long it will take to build a relationship and close a deal;
– Keeping cool-headed and calm during rejection or failure;
– Following up with prospects consistently but without being pushy.

Indeed, these three simple practices are foundational to any sales technique.

Cultivate Self-Mastery

Also, the Tao speaks of self-mastering as a way to achieve power. This speaks to a salesperson to work on these areas of their life :
– Constantly improving and learning
– Helping to manage one’s emotions and reactions
– To develop strong self–discipline regarding daily practices and habits

Maintain Flexibility

Lastly, the Tao uses the metaphor of water to describe the power of flexibility. In sales, this suggests a principle that encourages

– The ability to change sales approaches related to the different personalities and situations of clients
– A readiness for new ideas and approaches
– To find creative solutions for overcoming objections

Conclusion: An integration of these principles of Taoism will help a salesperson create more balanced, ethical, and effective sales techniques. Consequently, they can establish stronger relations with the clients and achieve better long-term deals.

In a recent episode of Sales POP! Online Sales Magazine, John Golden sat down with Justin Michael, a world record-breaking sales maven and author of the trilogy “Justin Michael Method.” The conversation centered around Justin’s latest book, “Attraction Selling,” which delves into the mindset and the law of attraction in sales. This blog post will summarize their discussion’s key insights, offering actionable advice and thorough explanations to help sales professionals enhance their success through intentional mindset practices.

The Power of Mindset in Sales

Understanding the Law of Attraction

Justin Michael emphasizes the importance of mindset in sales, drawing from his extensive experience in both sales and metaphysics. The law of attraction, a central theme in his book, posits that positive or negative thoughts bring positive or negative experiences into a person’s life. In sales, this means that a positive mindset can attract success, while a negative mindset can hinder it.

Actionable Tips:

• Visualize Success: Spend a few minutes each day visualizing your sales goals. Imagine closing deals, receiving positive feedback, and achieving your targets.
• Affirmations: Use positive affirmations to reinforce your belief in your abilities. Phrases like “I am a successful salesperson” or “I attract opportunities” can reprogram your subconscious mind.

Breaking Free from Self-Limiting Beliefs

Justin uses the analogy of a baby elephant that remains tethered by a small chain even though it has the strength to break free. This represents how self-limiting beliefs can hold individuals back. He stresses the need to recognize and overcome these constraints to achieve true success.

Actionable Tips:

• Identify Limiting Beliefs: Reflect on any negative beliefs you hold about your abilities or potential. Write them down and challenge their validity.
• Reframe Your Mindset: Replace limiting beliefs with empowering ones. For example, change “I can’t close big deals” to “I am capable of closing big deals.”

The Role of Gratitude, Faith, and Visualization

Practicing Gratitude

Gratitude is a powerful tool for shifting your mindset. By focusing on what you are thankful for, you can cultivate a positive outlook that attracts more of what you desire.

Actionable Tips:

• Gratitude Journal: Keep a daily journal where you write down three things you are grateful for. This practice can help you maintain a positive mindset.
• Express Gratitude: Make it a habit to thank your clients, colleagues, and mentors. This not only strengthens relationships but also reinforces a positive mindset.

Faith and Visualization

Faith in your abilities and the power of visualization are crucial for sales success. Justin highlights the importance of believing in yourself and visualizing your goals as already achieved.

Actionable Tips:

• Create a Vision Board: Use images and words that represent your sales goals and place them on a board where you can see them daily.
• Meditation: Incorporate meditation into your routine to enhance your focus and visualization skills. Guided meditations specifically for sales success can be particularly effective.

Reprogramming the Subconscious Mind

The Upper Limit Problem

Justin introduces the concept of the “upper limit problem,” where individuals unconsciously sabotage their success to maintain a familiar level of earnings. He emphasizes the need to change one’s identity and mindset to receive and sustain higher levels of success truly.

Actionable Tips:

• Self-Reflection: Regularly assess your thoughts and behaviors to identify any patterns of self-sabotage.
• Seek Feedback: Ask trusted colleagues or mentors for feedback on areas where you might be holding yourself back.

Techniques for Calming the Mind

A calm mind is essential for effective sales interactions. Justin shares practical techniques for calming the mind, such as self-suggestion and embracing a mindset of abundance.

Actionable Tips:

• Breathing Exercises: Practice deep breathing exercises to calm your mind before important sales calls or meetings.
• Positive Self-Talk: Use positive self-talk to boost your confidence and reduce anxiety.

Providing Value in Sales Interactions

Service-Based Prospecting

Justin emphasizes the importance of providing value in sales interactions. Service-based prospecting focuses on understanding and addressing the needs of your prospects, rather than simply pushing a product.

Actionable Tips:

• Research Your Prospects: Take the time to understand your prospects’ pain points and tailor your approach to address their specific needs.
• Offer Solutions: Position yourself as a problem-solver who offers valuable solutions, rather than just a salesperson.

The Impact of Giving on Receiving

The principle of giving to receive is a powerful one in sales. By providing value and helping others, you can build strong relationships that lead to long-term success.

Actionable Tips:

• Share Knowledge: Offer valuable insights and information to your prospects and clients, even if it doesn’t lead to an immediate sale.
• Build Relationships: Focus on building genuine relationships with your prospects and clients, rather than just closing deals.

The Intersection of Quantum Mechanics and Mindset

Intentionality and Consciousness

Justin delves into the intersection of quantum mechanics and mindset, drawing parallels between scientific principles and the power of intentionality and consciousness. He shares personal experiences and examples to illustrate the transformative potential of mindset in achieving sales goals.

Actionable Tips:

• Set Clear Intentions: Be clear about your intentions and goals in every sales interaction. This clarity can help you stay focused and aligned with your objectives.
• Mindfulness Practices: Incorporate mindfulness practices into your routine to enhance your awareness and intentionality.

Embracing a Holistic Approach to Success

Mental, Spiritual, and Physical Well-Being

Justin emphasizes the importance of a holistic approach to success, encompassing mental, spiritual, and physical well-being. He shares a client’s experience of using ancient technologies such as sound frequencies to overcome brain trauma and improve focus.

Actionable Tips:

• Prioritize Self-Care: Make time for activities that nurture your mental, spiritual, and physical well-being, such as exercise, meditation, and hobbies.
• Explore Alternative Therapies: Consider exploring alternative therapies, such as sound healing or acupuncture, to support your overall well-being.

Empathy in Sales Interactions

Viewing Prospects as Individuals

Justin highlights the significance of empathy in sales interactions. Viewing prospects as individuals with their own challenges and stresses, rather than simply as targets, can lead to more meaningful and successful interactions.

Actionable Tips:

• Active Listening: Practice active listening to truly understand your prospects’ needs and concerns.
• Show Compassion: Approach every interaction with empathy and compassion, recognizing the human element in every conversation.

Conclusion

The insights shared by Justin Michael in his interview with John Golden provide valuable guidance for sales professionals looking to enhance their success through intentional mindset practices. By focusing on the power of mindset, visualization, gratitude, and empathy, sales professionals can unlock their full potential and achieve their goals. For more in-depth knowledge and practical strategies, explore Justin’s book series, “Justin Michael Method,” which offers comprehensive guidance for sales success.

By implementing these actionable tips and embracing a holistic approach to success, sales professionals can transform their mindset and achieve lasting success in their careers.

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.

Unsticking Deals: Insights from James Muir on Overcoming Sales Challenges

James Muir, founder and CEO of Best Practice International and bestselling author, discussed the details of his new book, “Unstuck: How to Unlock and Activate the Wisdom of Others,” in a recent episode of the Expert Insights Interview with John Golden from Sales POP! Online Sales Magazine and Pipeline CRM. The conversation provided a wealth of knowledge on why deals get stuck and how sales professionals can navigate these challenges effectively. This blog post will break down the key insights and actionable advice shared during the interview, offering a comprehensive guide for salespeople looking to close more deals.

Understanding Why Deals Get Stuck

Targeting the Right Customers

One of the primary reasons deals get stuck is the failure to target the right customers. James Muir emphasizes the importance of disciplined targeting at the beginning of the sales process. Here are some key points to consider:

• Avoiding Bad Targets: Salespeople often waste time on prospects that are not a good fit. It’s crucial to identify and focus on ideal customers from the outset.
• Proactive Targeting: Instead of waiting for interested prospects to come to you, proactively seek out those who fit your ideal customer profile.
• Discipline in Targeting: Exercise discipline by consistently evaluating and refining your target list to ensure you’re investing time in the right prospects.

Identifying and Managing Stakeholders

Another critical aspect of preventing deals from stalling is effectively identifying and managing stakeholders. James Muir provides valuable insights on this topic:

• Start at the Top: Begin by engaging with top-level executives and get delegated down to establish an executive sponsor. This can help unstick deals by ensuring you have support from key decision-makers.
• Understand Stakeholder Dynamics: Each stakeholder has a unique role and perspective. Tailor your communication to resonate with their specific concerns and interests.
• Champion Management: Identify and nurture internal champions who can advocate for your solution within the organization.

Dealing with Competition

Competition is an inevitable part of the sales process. James Muir offers strategies for differentiating your solution and dealing with competitors effectively:

• Differentiate on Value: Focus on the value and results your solution delivers rather than making direct comparisons with competitors.
• Avoid Derogatory Remarks: Never speak negatively about competitors. Instead, highlight the positive outcomes your solution can achieve.
• Emphasize Results: Concentrate on the benefits and results your solution provides, rather than getting bogged down in the specifics of the solution itself.

Addressing Indecision Within an Organization

Indecision within an organization can be a significant barrier to closing deals. James Muir discusses how to address this challenge:

• Shift in Customer Mindset: Understand that customers are often more concerned about the fear of making a mistake than the change itself.
• Assure Certainty of Outcome: Provide assurances that the outcome of choosing your solution is certain. Use reference clients, social proof, and guarantees to build confidence.
• Sell Results: If possible, offer a contingency-based model where you only get paid if the customer succeeds. This can be a powerful way to overcome outcome uncertainty.

Practical Strategies for Unsticking Deals

Overcoming Outcome Uncertainty

Outcome uncertainty is a common reason for stalled deals. James Muir suggests several practical ways to address this issue:

• Reference Clients: Use testimonials and case studies from satisfied clients to demonstrate the success of your solution.
• Social Proof**: Highlight endorsements and positive feedback from other customers to build trust.
• Guarantees: Offer guarantees to reassure customers of the reliability and effectiveness of your solution.
• Contingency-Based Selling: If feasible, adopt a model where your compensation is tied to the customer’s success. This aligns your interests with the customer’s and reduces their risk.

Understanding Client Indecision

Client indecision can be a major roadblock in the sales process. James Muir provides insights on how to navigate this challenge:

• Recognize the Fear of Success: Understand that clients may fear the changes that come with success, such as increased responsibilities or visibility.
• Address Both Sides of Fear: Acknowledge that clients may fear both failure and success. Frame your solution in a way that mitigates these fears and highlights the positive outcomes.
• Tailor Your Approach: Adjust your sales approach to address the specific concerns and fears of your clients. This can make a significant difference in moving deals forward.

Final Thoughts

James Muir’s insights in “Unstuck: How to Unlock and Activate the Wisdom of Others” provide a valuable roadmap for sales professionals looking to overcome common challenges and close more deals. By targeting the right customers, effectively managing stakeholders, differentiating on value, and addressing client indecision, salespeople can significantly improve their chances of success.

For those looking to delve deeper into these strategies, James Muir’s book offers practical advice and real-world examples that can help you navigate the complexities of the sales process. As John Golden aptly puts it, this is a timely and overdue book that every salesperson should consider adding to their toolkit.

By implementing these strategies and understanding the dynamics that cause deals to stall, you can unclog your pipeline and achieve greater success in your sales efforts.

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 a recent episode of the Expert Insight Interview from Sales POP! Online Sales Magazine and Pipeliner CRM, host John Golden engaged in a thought-provoking conversation with Mike Latch and Gregg Murphy, co-authors of the book “Sales Sucks.” The discussion delved into the negative perceptions surrounding sales, the importance of ethical practices, robust sales processes, and the transformative potential of AI in the sales industry. This blog post will break down the key insights from the interview, offering actionable advice and detailed explanations to guide sales professionals toward more effective and ethical sales practices.

The Negative Perception of Sales

Understanding the Title: “Sales Sucks”

Mike and Gregg began by addressing the provocative title of their book, “Sales Sucks.” They explained that the title reflects the common negative experiences people have with salespeople, often characterized by manipulative tactics and high-pressure techniques. This perception has led many to view sales as a distasteful profession.

The Need for Ethical Sales Practices

The authors emphasized the necessity of shifting towards ethical and straightforward sales methods. They argued that sales should be about helping people make informed decisions rather than coercing them into purchases. This approach not only builds trust but also fosters long-term customer relationships.

Actionable Advice:

• Focus on the Customer’s Needs: Prioritize understanding the customer’s needs and providing solutions that genuinely address those needs.
• Build Trust: Establish trust by being transparent, honest, and reliable in all interactions.
• Avoid High-Pressure Tactics: Refrain from using manipulative techniques that pressure customers into making decisions.

Transforming Perceptions: A Personal Journey

Mike’s Transformation

Gregg shared a personal anecdote about Mike’s initial disdain for sales and how he transformed his perspective. Initially, Mike viewed sales as a “sucky” profession, but he soon realized its potential when approached correctly. A commitment to ethical practices and a structured sales process drove this transformation.

The Importance of Coachable, Competitive, and Humble Individuals

Gregg highlighted the importance of finding individuals who are coachable, competitive, and humble for sales roles. These traits are crucial for success in sales, as they enable individuals to learn, adapt, and thrive in a competitive environment.

Actionable Advice:

• Identify Key Traits: When hiring for sales roles, look for candidates who demonstrate coachability, competitiveness, and humility.
• Foster a Growth Mindset: Encourage a culture of continuous learning and improvement within your sales team.
• Provide Ongoing Training: Invest in regular training and development programs to help salespeople hone their skills.

The Role of Sales Processes

The Impact of a Structured Sales Process

Mike emphasized the significant role of a structured sales process in his success. A well-defined process enables salespeople to convey information effectively, assist customers in making decisions, and listen to their responses. This structured approach ensures consistency and reliability in sales efforts.

Creating a Coaching Culture

Gregg discussed the importance of a coaching culture within sales organizations. He argued that focusing on middle-class sales reps—neither top performers nor struggling—can generate significant opportunities for the business. These reps can improve their performance and contribute to overall success by providing targeted coaching and support.

Actionable Advice:

• Implement a Structured Sales Process: Develop and document a clear sales process that outlines each step from lead generation to closing the deal.
• Focus on Middle-Class Reps: Provide targeted coaching and support to middle-class sales reps to help them improve their performance.
• Encourage Peer Coaching: Foster a culture where experienced salespeople mentor and coach their peers.

Leveraging Strengths: “Follow Your Favor”

Focusing on Strengths

Gregg emphasized the concept of “follow your favor,” which encourages individuals to leverage their natural abilities and intuition to excel in their roles. Traditional coaching often addresses weaknesses, but Gregg argued that emphasizing strengths can lead to greater success and job satisfaction.

Actionable Advice:

• Identify Strengths: Help salespeople identify their natural strengths and talents.
• Leverage Strengths: Encourage salespeople to use their strengths to their advantage in their sales efforts.
• Provide Strength-Based Coaching: Offer coaching focusing on enhancing strengths rather than solely addressing weaknesses.

The Impact of AI on Sales

Streamlining Training and Providing Immediate Feedback

The conversation also touched on the potential impact of AI on sales. Mike and Gregg highlighted how AI can streamline training processes, provide immediate feedback, and enhance sales. AI tools can analyze sales interactions, identify areas for improvement, and offer real-time suggestions to salespeople.

Enhancing the Sales Process

AI can also enhance the sales process by automating routine tasks, analyzing customer data, and providing insights that help salespeople make informed decisions. This allows sales professionals to focus on building relationships and closing deals.

Actionable Advice:

• Integrate AI Tools: Explore AI tools that can streamline training, provide feedback, and enhance the sales process.
• Automate Routine Tasks: Use AI to automate repetitive tasks, freeing up time for salespeople to focus on high-value activities.
• Leverage Data Insights: Utilize AI to analyze customer data and gain insights that inform sales strategies and decision-making.

Conclusion

The conversation between John Golden, Mike Latch, and Gregg Murphy provided valuable insights into the challenges and opportunities in sales. By focusing on ethical practices, implementing structured sales processes, leveraging strengths, and embracing AI, sales professionals can transform their approach and achieve greater success. The key takeaway is that sales doesn’t have to “suck”—with the right mindset and tools, it can be a rewarding and impactful profession.

Key Takeaways:

• Shift towards ethical and straightforward sales practices.
• Implement a structured sales process to ensure consistency and reliability.
• Foster a coaching culture that focuses on middle-class reps and leverages strengths.
• Embrace AI to streamline training, provide feedback, and enhance the sales process.

By following these actionable tips and insights, sales professionals can navigate the complexities of the industry and build successful, ethical, and effective sales practices.

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.

Admittedly, no matter the research we do upfront, we know little about each prospective client and how they work. Assumptions are the worst possible tactic, so how do you uncover everything you need to know to maintain professionalism, establish trust, and have the person convey what you need to know to make a desirable sale? The simple answer is to ask them questions with a credible tone of curiosity.

Mindful Selling

No one knows what a prospective client may want unless we ask, and the asking evolves into a growing Q&A session upfront. A sale is next to impossible or will never occur if we don’t know all the rationale behind the scenes. The effort begins with a simple yet powerful question, ‘Why?’

Why Ask ‘Why’?

It opens the door to a dramatic increase in information sharing back and forth. Generally, it reveals what is on the other person’s mind. The objective is to get into the mindset of another to realize their or their company’s strengths and weaknesses to realize the better way to proceed. The one question can become your ‘Aha Moment!’

Question Examples include:

‘You must be so busy; why did you agree to meet with me today?’

‘Who is your current vendor, and why are you considering changing?’

Upon receiving answers to your questions, dig deeper with more. The first meeting with a corporate client generally fills meeting time with a back-and-forth question-and-answer agenda.

People often feel disappointed when their point is not taken seriously. However, bringing humor into a conversation relaxes the atmosphere and encourages others to consider what you want to share seriously. Humor can break the tension and create a more relaxed and open atmosphere for communication, deepening the conversation.

The humor must be tasteful and generally reveal relatable past experiences with either a good or poor outcome and the lessons you derived. Do yourself a favor by experimenting with including a humorous story in your next business conversation. Why?

Most people get bored with the everyday work they need to do, but connecting with someone using a dash of humor can make the days more enjoyable. More opportunities become available when prospects realize a representative brings the following to the table:

• Sincerity
• Integrity
• Humor
• The desire to learn about the people and the company for clarity

Conveying the sincere desire to learn from the prospect and uncover answers to typically unasked questions will remove the need to discount what one sells deeply. The process can lead to earning bonuses and even the grand prize of the President’s Club. Undoubtedly, one needs to ask many questions depending upon the industry they represent, but it all begins with, Why?

Ask Yourself Questions

Compare and contrast the company conversations where you were invited in for an appointment, but only a few said, ‘Yes,’ while the rest said, ‘No.’

• Were you too pushy for the sale?
• Did you ask enough questions and include ‘Why?’ in some?
• Did you uncover enough information to create the desire to work with you?

The salespeople I knew were always relentless in their conversations, which often proved one-sided. In contrast, it is best if you allow the prospect to speak 60% of the time and you only take up 40% of the allotted time.

Conclusion:

My Story: the bullying-type salesmen were desperate to meet their quotas. They deeply discounted the cost of doing business together, making the sale almost worthless to them and for the company. Accordingly, the revolving door syndrome takes hold, which is costly for employees and employers. Worse, it harms career growth and the company’s bottom line.

For more Insights, Visit Elinor’s Amazon Author Page

Communicate to Attract Interest

Be A Story-Teller

“Believe, Become, Empower”

Related Blog Stories:

Sales Tips: Sell Your Perspective with Questions

1. Know the needs and desires of your audience, including your next new employer, in detail.
2. Research the top three competitors of each upcoming appointment to sound credible.
3. Also, review the industry standards and how the competitor vs. your prospect operates and rate accordingly.
4. Always be professionally friendly to encourage a deeper dialogue.
5. Be observant of facial expressions, hand gestures, and tone of voice as you take turns speaking.
6. If an eyebrow is raised, stop and ask the person if they have a question they want you to answer.
7. As a conversation develops and brings a story to mind, share it to enjoy a deeper relationship when it’s your turn to speak.
8. Inquire if anyone else will be involved in the decision and if you can meet them.
9. After the meeting, should questions come to mind, call the person to ask; most often, it will be appreciated.
10. Today’s insights are provided to help you achieve the Smooth Sale!

Today’s insights are provided to help you achieve the Smooth Sale!

RESOURCES FOR PERSONAL AND BUSINESS GROWTH:

Advisorpedia  Publishes information to help advisors build their practice, and those interested in the markets choose investments and find inspiration.

BabyBoomer – A trusted media source that collects and curates all the news and resources, plus offers a wide variety of excellent courses for the Baby Boomer generation.

BizCatalyst360  Presents a life, culture, and biz new media digest as a hub of creative expression and personal growth.

CatCat: Build your future one skill at a time.

ContactOut is a web-based platform that enables users to search for contact information and uncover contact details, including email addresses, phone numbers, and other personal data.

Executives Diary Magazine Features leaders from varying fields sharing their inspiring stories, including Elinor Stutz.

Fedica Realize your followers’ interests to create tailored content to encourage a returning and referring clientele.

Greg Jenkins Consulting LLC  – Helping organizations realize the value of diversity to build inclusive, evolving, high-performing cultures.

Growth Hackers – Helping businesses globally grow with lead generation, growth marketing, conversion rate optimization, data analytics, user acquisition, retention, and sales.

Humanology International Institute – The institution that develops and safeguards humanology as a discipline worldwide.

Inclusion Allies Coalition: “Everyone is welcome here.” Learn more to train teams and join the advocacy program.

Internet Advisor Find the internet service right for you among 2083 internet providers across 36,380 cities; plus, Cellphonedeal compiles excellent deals on phones, plans, and prepaid to furnish you with the best options in your area.

Inspired Movie Inspiration is a game changer for most; apply to an inspiring guiding light in conjunction with Producer/Director of the Inspired movie Patryk Wezowski,

Kred  Connect with top-rated influencers to learn from and grow your networks.

LinktoEXPERT  “It is not who you know – who knows you and what your expertise can do for them, plus understand the value of hiring you.”

Lotus Solution LLC Helps organizations create diversity and inclusion to ensure fairness and work through customized consulting, training, and keynote speeches.

Onalytica: Find relevant influencers for your brand.

SalesPop!   Purveyors of Prosperity; How to Compete against Yourself to Excel in Your Career.
Simma Lieberman, “The Inclusionist,” helps develop inclusive leaders from the inside out to champion diversity and build equitable, inclusive cultures at every level.

Yoroflow offers a comprehensive suite of digital workplace platforms to help you streamline your day-to-day operations, manage your finances, and grow your business.

Vunela  Provides a unique opportunity to view Videos and read articles by World Leaders.

Win Win Women is the world’s only interactive network and an international community for women. Women WIN when they receive solutions + Experts WIN when they provide solutions = Win Win Women.

@Greg Jenkins @Nirupa Netram @Lotus Solutions LLC @SIMMA Lieberman @Jessica Bantom @Jorge Quezada, MBA (He.Him.His) @Julia Nimchinski @Justin Michael @Elaina Zuker @Randy Peyser – Book Editor, I Secure Literary Agents @Ellee Kennedy @Tony DiRico @Ted Ings @Fields Jackson, Jr @Dr. Bill Williams @Dr. Joseph Nwoye  @Patryk Wezowski @Systemic Diversity and Inclusion Group Company @Inclusion Allies Coalition @International MultiCultural Institute (iMCI) @Executives Diary Magazine  @BabyBoomer.org @Jessica J. Lockhart @Ian Moyse @Ian Barron @Channel, Sales & Account Management Experts @Smooth Sale

WEDNESDAY TAGGING:

@Greg Jenkins @Nirupa Netram @Lotus Solutions LLC @SIMMA Lieberman @Jessica Bantom @Jorge Quezada, MBA (He.Him.His) @Julia Nimchinski @Justin Michael @Elaina Zuker @Randy Peyser – Book Editor, I Secure Literary Agents @Ellee Kennedy @Tony DiRico @Ted Ings @Lee Salz @Fields Jackson, Jr @Dr. Bill Williams @Dr. Joseph Nwoye  @Patryk Wezowski @Systemic Diversity and Inclusion Group Company @Inclusion Allies Coalition @International MultiCultural Institute (iMCI) @Executives Diary Magazine  @BabyBoomer.org @Jessica J. Lockhart @Ian Moyse @Channel, Sales & Account Management Experts @Smooth Sale

Nice Girls DO Get the Sale is an International Best-Seller and Evergreen:
A Classic!

HIRED! How To Use Sales Techniques To Sell Yourself On Interviews is a best seller and helped many to secure the job they desired.

The future is unpredictable due to many outside circumstances we are unaware of today. Seeing the blog’s receptivity, growing connections online, and many media requests, I will smile knowing that I helped many and that my job was done well.

Having a mobile sales force is crucial. These hard-working individuals constantly travel, meeting clients and closing deals. However, staying productive on the go presents unique challenges. This is where cloud computing proves invaluable, enabling seamless access to essential tools and data from anywhere. Let’s explore how embracing the cloud can revolutionize your mobile sales operations.

The Mobility Advantage

What sets a mobile sales team apart? The ability to connect with customers wherever they are. No longer tethered to an office, these professionals can foster stronger relationships and seize opportunities as they arise. However, this freedom comes with a catch – they need constant access to important resources. Enter cloud computing, a game-changer for mobile productivity.

Accessing Data Anytime, Anywhere

Remember the days of lugging around bulky files and losing critical information due to technical glitches? Those frustrations become a distant memory with cloud-based storage and data management. And with the assistance of Plano MSPs or those in other locations, mobile sales reps can securely access and update customer records, product catalogs, and pricing information from their devices, no matter where they are. No more scrambling for misplaced paperwork or relying on outdated data.

Real-Time Collaboration Made Easy

Successful sales often involve input from various team members. With cloud-based collaboration tools, mobile sales reps can seamlessly coordinate with colleagues, share files, schedule meetings, and receive real time updates. This streamlined communication ensures everyone stays on the same page, fostering a cohesive sales strategy.

Scalable Solutions for Growth

As your business expands, so do your technology needs. IT consultants in Chicago or those in your area would tell you that traditional on-premise systems can quickly become cumbersome and expensive to maintain. Cloud computing offers a flexible, scalable solution that grows with your organization. Adding new users or increasing storage capacity is a breeze, ensuring your mobile sales force always has the resources they require.

Cost-Effective and Secure

Contrary to popular belief, embracing the cloud isn’t just for deep-pocketed enterprises. Cloud solutions often come with predictable, pay-as-you-go pricing models, making them accessible to businesses of all sizes. Furthermore, reputable cloud providers invest heavily in cutting-edge security measures, safeguarding your data from cyber threats – a luxury many small businesses can’t afford with on-premise systems.

Unleashing the Power of Cloud-Based Tools

Now that we’ve covered the general benefits let’s dive into specific cloud-based tools that can supercharge your mobile sales force.

Customer Relationship Management (CRM) Systems

At the heart of any successful sales operation lies a robust CRM system. Cloud-based CRMs like Salesforce and HubSpot enable mobile sales reps to access and update customer data from anywhere, ensuring they have the latest information at their fingertips. These tools also offer features like lead tracking, opportunity management, and automated sales forecasting, streamlining the entire sales cycle.

Video Conferencing and Virtual Meetings

Face-to-face interactions are invaluable in sales, but they’re not always feasible for a mobile workforce. Cloud-based video conferencing tools like Zoom and Microsoft Teams bridge this gap, allowing sales reps to conduct virtual meetings, product demos, and even remote training sessions. These platforms often integrate with other cloud services, creating a seamless digital workspace.

Cloud-Based Office Suites

Gone are the days of emailing document attachments back and forth. Cloud-based office suites like Google Workspace and Microsoft Office 365 enable real-time collaboration on documents, spreadsheets, and presentations. Mobile sales reps can access and edit these files from any device, ensuring they’re always working with the most up-to-date information.

E-Signature Solutions

Closing deals on the go used to involve printing, signing, scanning, and emailing documents – a cumbersome process. Cloud-based e-signature solutions like DocuSign and Adobe Sign streamline this process, allowing sales reps to securely send, sign, and receive contracts digitally, accelerating the sales cycle.

Analytics and Reporting Tools

Data-driven insights are crucial for optimizing sales strategies. Cloud-based analytics and reporting tools like Tableau and Power BI allow mobile sales teams to access real-time data visualizations and generate custom reports, helping them identify trends and make informed decisions on the fly.

Embracing a Cloud-First Mindset

Transitioning to a cloud-based infrastructure isn’t just about adopting new tools – it requires a fundamental shift in mindset. Here are some considerations to help your organization embrace a cloud-first approach:

Change Management

Any significant technological change can face resistance from employees accustomed to traditional methods. Effective change management strategies, including training programs and clear communication, are crucial for ensuring a smooth transition to cloud-based solutions.

Data Security and Compliance

While reputable cloud providers prioritize data security, it’s essential to understand and adhere to industry-specific regulations and compliance requirements. Work closely with your cloud provider and legal team to ensure your data handling practices meet all necessary standards.

Integration and Customization

Cloud-based solutions often integrate with existing on-premise systems or offer customization options. Carefully evaluate your organization’s unique needs and choose solutions that seamlessly align with your existing workflows and processes.

Ongoing Training and Support

As cloud technologies continue to evolve, ongoing training and support are vital for ensuring your mobile sales force stays up-to-date and maximizes the full potential of these tools. Look for providers that offer comprehensive training resources and responsive support channels.

Takeaway

Cloud computing is no longer optional – it’s essential for businesses to remain competitive. By using cloud-based tools, your mobile sales team can work smarter, build better customer relationships, and increase sales. The benefits of increased mobility, real-time collaboration, and scalability are too important to ignore. Isn’t it time to upgrade your sales operations with the cloud?

I’m excited to share insights from my recent discussion with Richard Harris, a respected sales expert and author of “The Seller’s Journey.” We explored the critical role of human interaction in sales and how it enriches the seller’s experience.

Understanding the Seller’s Journey

Richard emphasized that selling is more than a process; it’s a human experience. Decisions in sales are influenced not just by needs, but by how buyers are treated. “You can win business based on how you do business, human to human,” Richard noted. This perspective shifts the focus from the buyer’s journey to the seller’s experiences and challenges.

The Crucial Role of Human Interaction

Reflecting on my experiences, I noted that customers may love a product but dislike dealing with the company. This underscores the importance of aligning internal processes to enhance the buyer’s experience. Richard and I agreed that this alignment should extend across the entire organization, not just the sales team.

In today’s tech-driven world, maintaining human contact is vital. Richard pointed out, “AI can help us be better, but it cannot replace the human touch.” We discussed how adding a personal touch to sales strategies can significantly differentiate one from competitors, especially when customer expectations are generally low.

Active Listening as a Sales Tool

Richard highlighted active listening as a key tool in sales. It shows customers that you are truly interested in their needs. He suggests using a respect contract at meetings to establish mutual goals and expected outcomes, promoting a respectful and focused discussion.

A unique approach Richard uses involves addressing skepticism within the buyer’s team. You can identify and address potential objections effectively by asking about the most skeptical team member and their concerns. “Often, the skeptic has more influence than supporters or even the champion,” Richard explained.

Sales Training and “The Seller’s Journey”

Richard’s sales training focuses on strategies that empower sales reps to ask the right questions and build credibility. His book, backed by a money-back guarantee, encapsulates his sales philosophy and offers practical advice for enhancing sales approaches.

The Power of Human Interaction

Our conversation with Richard Harris highlighted the indispensable value of human interaction in sales. While technology is helpful, the genuine connections we make with buyers are what truly resonate and lead to success. I recommend exploring Richard’s book “The Seller’s Journey” and taking advantage of his insights on effective sales strategies.

Thank you for joining this exploration of the seller’s journey. Stay tuned for more insightful discussions that can help refine your sales approach and enhance your professional growth.

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.