The world is now in more chaos than complexity. There will be growth that eventually comes from this, but coaches and salespeople need to focus on relationships with people and let them know that they matter and that they care about them. John Golden is hosting the interview with Bill Eckstrom, the president and founder of EcSell Institute, who has spent his whole career in the sales arena. EcSell Institute helps organizations to measure, train, implement, track, and analyze coaching impacts on the workplace. He recently published the book “The Coaching Effect: What Great Leaders Do To Increase Sales, Enhance Performance, and Sustain Growth”.

This expert insight interview explores:

• Why do people struggle with coaching
• The “Growth Rings” model
• Coaching for improvement

Why do people struggle with coaching

When you think about why, or how one gets to a leadership position, it’s because they did a good job at selling. If you do your job well, people think you need to be a manager.

So then what happens when we put these people in positions and we never train them to be coaches?

Probably one of the major discoveries is that, when we look at high performing sales teams all across the world, there is the set of activities and behaviors that coaches do with the right frequency: guides, directions, and tracking, to know what are salespersons needs or are they doing the right thing, to drive the most performance.

The “Growth Rings” model

The “growth rings” is the model for understanding the environments and how those environments impact our growth. Stagnation or when things go backward is an environment. Chaos could be an environment too and it doesn’t promote growth. Order is what people really want, it creates comfort and it promotes growth and the main thing to achieve order is to care about your team and to acknowledge their work.

Coaching for improvement

Growth comes mainly from the field of discomfort. You need to see the opportunity in every situation and you have to have the right mindset. Almost 6 out of 10 team leaders are not showing their people that they care about them. When that happens, people don’t want to do the work. The CEO should be making sure that the executive team feels like he or she cares and they will probably do more with less stress in a healthy environment. What we see the best leaders have done and will continue to do is – ask questions. There is so much power in that. It’s capitalizing on the intellectual capacities of all of the people in your team. The best leaders are going to sit back and watch right now, ask questions and when we come out of this, they will be more prepared because there’s power in that.

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.

There are two big obstacles in organizations, and they’re quite related to each other. One of the struggles is that we aren’t creating organizations that are truly inclusive. The other struggle is that we are not being innovative enough. Timothy Clark discusses what these two terms mean in an organization, and how to improve, in this expert sales interview hosted by John Golden.

This expert sales interview explores:

• Defining innovation and inclusivity
• Exploring the barriers to inclusivity and culture
• How to build a culture that is inclusive

Innovation and Inclusivity:

Inclusion means that we are not making arbitrary decisions about others. It means clearing the deck of assumptions, and saying that all it takes to be included is to be human. You don’t get to regard others with a thread of harm.

Barriers to Inclusivity and Culture:

If you sampled a variety of different leaders on how inclusive their organizations are, they’d probably say, “yes! Of course, we are inclusive!” But if you talked to the employees and the rest of the people working in the organization, you’d probably find that there are a lot of people who can’t engage fully.

Building an Inclusive Culture:

In order to build an inclusive culture, you must lay the foundation. This foundation is inclusion safety, where everyone feels as if they can fit into the group or the organization at large. To make this happen, you have to go back and look at the values and prevailing norms of the organization.

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 today’s world, we’re always looking for the next easy way out. Shortcut culture has invaded, and not always for the better. Automation has become a great tool in many regards, and technology has definitely been a huge factor and great resource in the sales world, but it can’t compensate for the human to human connection, especially when it comes to prospecting. Ankesh Kumar discusses personalized prospecting in this expert sales interview, hosted by John Golden.

This expert sales interview explores:

• Defining personalized prospecting
• The difference between personalization and automation
• Getting creative with your personalization

What is personalized prospecting?

Personalized prospecting is using insight or relevant topic that the prospect can relate to in order to build a bridge and create a connection. For example, if someone is from Dublin, you could talk about your recent trip there or a great pub that you visited.

Personalization vs. Automation:

We’ve seen more and more prospecting done by automated email. But writing a template, changing the person’s name and company, and then sending it off doesn’t really work these days, and it just creates lazy salespeople.

Creative Ways to Personalize Your Outreach:

There are a few dos and don’ts about how to personalize your research. One of the first dos is, do make an effort to personalize your message using information gathered from as many social sites as possible.

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.

How to keep salespeople motivated?

There are a lot of salespeople out there, who are looking to sell, to understand how and what they should be selling, what they should be doing differently, during this very strange period that we’re in due to the pandemic. What is the first thing Sales Leaders should be looking to do in order to get their salespeople focused and take the stress levels down? John Golden hosted the interview with Kevin Davis, the President and Sales Manager Trainer in Topline Leadership Inc. with the area of expertise in best practices for Sales Team Managers, working with companies that want to grow. Over the years, he has worked with lots of Sales Managers.

This expert insight interview explores:

• What do Sales Managers expect the salespeople to be doing?
• What should they be doing differently
• Communication as a key

What do Sales Managers expect the salespeople to be doing?

The top 3 reasons why employees don’t do what we want them to do are:

1. They don’t know how to do it
2. They don’t know why to do it
3. They don’t know what to do

Many sales managers use the right type of direction only when they hire or de-hire someone, and there is a big gap in what to do in between. Now is a particularly important time for Sales Managers to revisit exactly what they expect their salespeople to be doing, in terms of the activities, in terms of the skills and knowledge they need. They might be looking at requiring some new prospecting skills, more customer care checking, frequency to retain the existing customers.

What should they be doing differently

Sometimes, the Sales Managers assume that people know what they need to do. At this time, many salespersons don’t know what to do and wondering should they switch to another market segment. The objective is changing. If they identify the opportunities where they really have a good chance of winning, maybe now is the time to over-resource them, and to give them every competitive advantage to win those.
This is a great opportunity for coaching. The salespeople probably have extra time now, or they are extra attentive.

Communication as a key

Certainly, one of the sources of motivation is that salespeople want to be part of something that is bigger than themselves. What is a long-term goal and how is pandemic going to change the goal and visions where you want your sales team to be in the future. Communication is important, not only the group setting but “one on one”.

“Life is 10% what happens to you and 90% how you respond to it.”

The salespeople are looking at the Sales Manager as to the sales team leader. It’s vital to pay attention to the best salespeople and what they are doing. It is conceivable that what was sales-excellent in the past, will not be sales-excellent in the future. Communication is the antidote to fear and uncertainty.

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 is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.

Investing in rental properties is a great way to create cash flow and have multiple income streams that you generate every month. In this interview by John Golden, real estate investment expert Lane Kawaoka advises you how to enter this business and start earning passive income for yourself.

This interview will help you find out:

• The advantages of rental properties investment
• How to choose the right property to invest in

The Advantages Of Rental Properties Investment

As opposed to traditional ways of accumulating wealth such as the stock market, or using a robo advisor to automate your pension, this business allows you to get real cash every month, and not just uncertain digital value. Once you find the perfect property to purchase, you should expect only a few hours of work per month, everything else is taken care of by the property manager you hire. It is not an easy and get-rich-quick type of business, but if you do it the right way and surround yourself with the right people, it can be simple. No matter the circumstances, people will always need a place to live, so it is a stable and secure marketplace.

Periodically, problems like evictions, thefts, breakings, or plumbing issues can emerge. Because of this, it is good to try and diversify your holdings. It is why you invest for cash flow, so you can build up cash reserves to bridge the gap when needed. On average, if you run it right, you should see a 20-30% return on your money day one, it is just the matter of getting more of it.

How To Choose The Right Property For Investment

When it comes to renting, if you don’t want to gamble with your money, you should avoid the most attractive locations and houses. If you want to have a stable profit, the most important thing is the rent to value ratio. These ratios can’t be found in primary markets like New York. Instead, target secondary and tertiary markets, such as Birmingham, Atlanta, or Indianapolis. Opt for good B class houses, in decent areas, but not the best and most desirable ones. It should be something that the majority of the population searches for and can afford.

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.

Prolific Author, Diana Booher joins John Golden to talk about how to inspire prospects with great ideas and win more business as a result. This is your chance to learn how to get more creative, more intriguing, and really draw prospects in. Then help them create the vision of their future state and make the whole process dynamic and yes, enjoyable!

This will be an energetic, fast-paced conversation chock full of great insights and ideas.

Dianna Booher is the bestselling author of 47 books, including Communicate Like a Leader. She helps organizations communicate clearly and individuals increase influence with a strong personal presence.

How to watch this #SalesChats Episode:

Go to Youtube Live and set a reminder.

Recorded Live – June 18th, 9am PT

EPISODE QUESTIONS:

Q1: What are the most important elements of a convincing story that fascinate buyers and make them think?

Q2: Are there different types of insights that salespeople can use as an advantage in the conversation with their buyers?

Q3: What’s the best way to reshape the needs of buyers and to show them that you are a high-value advisor?

Our Guest

Dianna Booher

Dianna Booher is the bestselling author of 47 books, including Communicate Like a Leader. She helps organizations communicate clearly and individuals increase influence with a strong personal presence

Links › Booher Research | linkedin.com | Twitter

Our Hosts

John Golden

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 is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.

Martha Neumeister

Martha is a social media strategist, responsible for all social media platforms of Pipeliner CRM. She is a communication expert with social media affinity, which she has been focusing on throughout her professional career. She has a bachelor´s degree in Entrepreneurship & Management and a master´s degree in Online Marketing which supports her in her career as Social Media Strategist.

About SalesChats

SalesChats is a fast-paced (no more than 30 minutes) multi-media series that provides leading strategies, tactics and thinking for sales professionals worldwide. It can be found on Twitter (#SalesChats), as a live Google+ Hangout, and as a podcast available on iTunes, SoundCloud and right here on SalesPOP! If you think you would make a great guest for #SalesChats, please contact co-host Martha Neumeister.

SalesChats is co-hosted by John Golden, CSO Pipeliner CRM, and Martha Neumeister, Social Media Strategist Pipeliner CRM.

Imagine that you live your life in one room. In this room, there is only one door. That one door is an enter-only door so that when people come into your life and room, they are there forever. You can never get them out. Luckily, it’s a metaphor, but if it were true, wouldn’t you be more careful about the people you let into your life? There is some evidence to substantiate this metaphor, though, at least within the mind. When you have a relationship with someone, their fingerprints are all over your brain. There is neuroscience to support this claim. For a moment, think about someone who is no longer in your life. What did they do to you that made you want to get them out of your life? If they’re in you’re head, they’re still in your room, and they will be there for the rest of your life. The room begins in the brain and ends in the brain. It’s all in your mind. So, who are you going to let into your life? And how do you stop this revolving door? Dr. Ivan Misner discusses how to make sure the people in your room are good ones in this expert sales interview, hosted by John Golden.

This expert sales interview explores:

• Building you up or bringing you down?
• How to move on and get people out of your room

Engines vs. Anchors:

Sometimes reducing your circle to net contributors to your life as opposed to net subtractors can be best. When we’re growing up, there is this notion that life is a popularity contest, and the more people you have around you, the better. But as we age, many of us discover that it’s not about quantity, it’s about quality.

Moving on:

You can’t really get people out of your head, to some extent they will always be there. But, you can take the relationship, put it in a metaphorical box, and put it away. The box is still there in your garage, but you don’t open it or access what’s inside of it.

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.

From Pitch to Purpose – Evolving with Value and Outcomes

Pitch and purpose sound like two very different things that aren’t related at all, but all too often, sellers are pitching their products, instead of speaking to the buyer’s purpose. Especially now that a lot of us have moved to remote selling with the onset of COVID-19, there has been less interaction, less collaboration, less purpose, and more pitch; And buyers are more turned off than ever on the traditional sales pitch approach. As salespeople, we have to make meetings collaborative, ask more questions, speak less, and not get so enamored with sharping a presentation or a demo. Sellers should be in collaboration mode, not broadcast mode. In this expert sales interview hosted by John Golden, Thomas Pisello will teach you how to go from pitching to purpose.

This expert sales interview explores:

• The importance of diagnosing
• The value of keeping things simple

Diagnose, prescribe, facilitate:

Prescribing without a diagnosis is illegal if you’re a doctor, and it’s just as bad if you’re a salesperson! Diagnosing is one of the most important things when it comes to selling with purpose, to the buyer’s purpose. You aren’t there to sell a solution, you are there to help the prospect solve a challenge or issue they have, and deliver value.

Keep it simple:

The demonstrations these days tend to be very long, and go through every feature and function in one set day. Instead, break up the demo into little stories that tie back to the challenges and issues that you discovered in the first part of your interaction with your client when creating your diagnosis. Showing off every function and feature adds complexity, which ends up freezing your customer.

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.