The world of selling went through a profound structural change in the 1980s. For the 200 years prior, we ran businesses in the industrial economy. But things changed in the last 20 years of the 20th century. We went from learning how to manage people’s hands, to learning how to manage people’s minds. The problem is that the MBA programs and on the job training for managers were still rooted in an industrial economy method of learning, so we were trying to use 20th-century procedures to solve 21st-century problems. Obviously this is not a recipe for successful selling, and things are moving quickly, so the sooner we can adapt to a knowledge economy way of selling, the better. David Grebow, interviewed by John Golden, explores how to sell in a knowledge economy using the S.A.F.E method.

This expert sales interview explores:

• Creating a story for your clients
• Getting top-notch ratings
• Ensuring a frictionless experience

The S.A.F.E Method: Story

If you want to be aligned with today’s consumer and be a successful seller in a knowledge economy, follow the “S.A.F.E method.” The S stands for telling a story. When you sell, it is crucial that you tell vivid stories that are compelling and pull people in and keep their interest. Consumers have more choices than ever when trying to select a product or service.

The S.A.F.E. Method: “A” Ratings

The “A” in the S.A.F.E. method of selling in a knowledge economy stands for getting an “A” rating. In today’s digital world, it’s easier than ever to find reviews on products, and it’s crucial that sellers keep this in mind when they are selling their product or service.

The S.A.F.E. Method: Frictionless Experience

The “F” and “E” in the S.A.F.E method stands for a frictionless experience. User interface and user experience designers try to figure out the quickest, easiest way for customers to get what they want. If it takes a lot of screens or numerous clicks in order to find your product, read the ratings and reviews, and make your purchase, that creates a lot of friction, and you’re going to lose clients.

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.

The United States is truly in a financial education crisis. At no point in our lives are we taught to manage our money. We’re not being taught in high school or college, and often times we’re not being taught by our parents either. Millennials go from not having any income in college and just focusing on education, to then having a full-time job with a full-time salary and uncertainty about how to manage those salaries. Most millennials want to get good at financial management and prepare for their financial future, but they don’t know how because they’ve never been taught. It’s a difficult thing to be new in the workforce and try to navigate things all on their own. Rachel Richards teaches Millennials, and everyone else, how to manage their finances in this expert sales interview, hosted by John Golden.

This expert sales interview explores:

• The importance of the golden number
• How to increase your income
• Avoiding Millenial shame

The Golden Number:

The golden number is how much money you have leftover at the end of the month after you’ve spent everything that you need to spend. In other words, it’s your income, minus your expenses. Or, in essence, how much you have to set aside every month. When people try to find ways to increase their golden number, they usually start by finding things to cut back on, like going to Starbucks less or eating out less.

Increasing Income:

There are two different kinds of income. There is active, or earned income, and passive income. Active income is where you trade your time for your money. This could be something like getting a part-time job on the weekend, selling things online, etc. Passive income is when you earn money with little to no ongoing work.

How To Avoid Millenial Shame:

One of the biggest struggles facing the millennial generation specifically is that it has become even harder to keep up with the Joneses because of social media. It’s easier than ever to make judgments about other people’s financial situations, because of the greater exposure to the world at large.

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.

When it comes to marketing, there is a common misconception that it’s just an art form or something that involves leisurely fun. But the reality is that it’s not just an art form, it can be a systemized and regimented process that also has the spark of creativity. Agile marketing is a tactical and strategic approach to marketing that is done within a strict time frame. Andrea Fryrear explores how to be an agile marketer in this expert sales interview hosted by John Golden.

This expert sales interview explores:

• The advantages of agile marketing
• Why sales and marketing need to come together

Advantages of Agile Marketing:

In order for marketing and the effects of marketing to be measured properly, it needs to be systemized. This can be achieved with agile marketing. If it takes 6 to 8 months to get a campaign to market, that’s not in line with consumer expectations of real-time, personalized, and relevant messaging.

Sales and Marketing Alignment:

Part of agile marketing is an alignment between sales and marketing. Sales and marketing alignment is a topic that has long been discussed, and it has changed significantly over the course of time. Agile marketing requires sales and marketing alignment because the marketing team has to rely on the sales team for information about how to market, and it allows salespeople to understand the constraints that the marketing team is under.

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.

Digital marketing has been very pervasive over the last few years in many different forms, but many people are still struggling to market digitally because they are overwhelmed, or they don’t know where to put their money for the most effective result, and other things. Also, things are constantly changing, and new things are coming out in the world of SEO, and different channels of communication. It can become so overwhelming that it becomes offputting, and people give up. Ryan Cote, interviewed by John Golden, explores how to tackle digital marketing in 2020.

This expert sales interview explores:

• How Small Businesses Tackle Digital Marketing
• The Importance of Adding Content
• Targeting With Social Media

Small Business Digital Marketing:

Small businesses can still compete with some of the major corporations that have multi mullion dollar digital marketing budgets. If you’re a local business, you don’t need a budget the size of Geico or coca cola because you’re marketing to a local audience.

How To Add More Content:

Many people want to add more content as part of their digital marketing presence, but content creation can be very difficult and challenging. If you can’t write your contact yourself, you don’t have to use an agency. There are tons of places where you can buy content, or you could use a freelance writer.

Focusing Your Social Media Presence:

You have to understand your audience and where you hang out. Many companies are cutting back the amount of content that they do for social media because the organic reach is so limited at this point.

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.

The term “guerilla marketing” has been around since 1982, and most people in the sales and marketing world are familiar with the concept. However, just as there have been substantial changes to the marketing world and how to prospect to clients in the 21st century, guerilla marketing has undergone many changes as well in order to keep up with these changes. Mark Smith, interviewed by John Golden, explores guerilla marketing in the 21st century.

This expert sales interview explores:

• Guerilla Marketing Defined
• The Importance of Platform
• How to Target Market

What is Guerilla Marketing?

The term guerilla marketing is akin to the term guerilla warfare. At its birth, guerilla marketing was intended to help small businesses go up against the big companies with multi-million dollar advertising budgets – and win. The idea is to go up against companies with major resources by using unconventional tactics.

Choosing the Right Platform:

Guerilla marketing is all about doing things differently, and smartly, and choosing the right platform for your marketing is no exception. Many people are using Facebook advertising these days, which is a form of unintentional advertising. People go to Facebook to be entertained. They scroll through their news feed looking for something to alleviate their boredom.

Target Marketing

Who do you know that could benefit from your product or service? Let’s reach out and get them on board first. For most of us, what we need to do is target market. The concept behind marketing as a whole is to trigger a conversation that is relevant, with somebody who is willing to spend money to solve a problem with us because we have a new way of doing things that no one else has thought about before.

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.

Welcome to SalesPOP “1-minute remote working tips” video series.

This is the 19th and last video in the series. #17: Conclusion

If you missed the other 18 videos in the series you can find them below.

1. Introduction
2. #1 Expectations
3. #2 Sales Manager as Role Model #1
4. #2 Sales Manager as Role Model #2
5. #3 SHOWING UP
6. #4 DIGITAL PROCESSES
7. #5 Your Workspace
8. #6 Negotiating with Everyone
9. #7 Be Available
10. #8: Empower & Get Out of the Way!
11. #9: Team Dynamics
12. #10: Culture
13. #11: Shared Learning
14. #12: Seeing Double
15. #13: Peer Reviews
16. #14: Virtual Sales Meetings Part I Preparedness
17. #15: Virtual Sales Meetings Part II Starting The Meeting
18. #16: Virtual Sales Meetings Part III Conducting The Meeting

We published a video each day to help you with the transition of working from home to keep you motivated and productive.

Enjoy, stay safe and healthy!

People don’t always understand the true definition of coaching. It often gets confused with managing, or directing, or teaching. But there is a very big difference between coaching and those other disciplines. Most of those tasks are concerned with one certain part of the person, be it a subject, like math, or a skill, like a musical instrument. Coaching, on the other hand, focuses on the whole person, ane each of their parts, not just one subset. Especially in a work context, if you’re going to coach someone, you have to understand all the different dimensions of that person. A really big part of being a coach is knowing who you’re dealing with, and how to make a connection with them because the connection is what really drives your ability to change through coaching. Everyone can be a coach, be it a parent, a leader, an employee, or a boss, if they start to build up the person as a whole. Rusty Komori explores how to achieve coaching success in this expert sales interview, hosted by John Golden.

This expert sales interview explores:

• Making choices
• How to develop yourself as a coach

Coaching and Choices:

People struggle to make choices. There is a lot of avoidance around decision making, but people don’t realize that by not making choices, they’re still making choices. The minute that you choose one thing, you by default choose a bunch of other things. One of the biggest things that a coach can do to lead their team to success is to help them make better choices. The more knowledge that we have, the better choices we can make, so one of the best ways to help your team make better choices is to educate them. Another way to coach your team to better choices is to figure out what’s important to them, including an exploration of their goals, what they want to achieve, and where they want to go in life. As a coach or a leader, you might have your own agenda for what you want your team to do, but the best coaches will adapt their agenda to their team and the talent that they possess.

Developing Yourself As A Coach:

As a coach, it’s important to do your own work to make sure that you can successfully coach others. If you are not learning and growing as a whole person yourself, you cannot help your team learn and grow as people either. The first goal is to get a handle on physical tasks. Take running a meeting, for example. Are you inspiring people to get things done, and capturing their attention? Or are you talking to a room full of people who can’t wait for the meeting to end? Make sure you are doing the best you can do at all physical and tangible tasks. The other component of improving yourself to improve your coaching skills is to develop mental toughness. Mental toughness is the ability to create and maintain the right kind of attitude and the right kind of focus, regardless of the circumstances. If your coworker treats you badly, or if you have a bad phone call with a client, you still need to be able to respond appropriately, regardless of the circumstances. In essence, you need to be able to focus and go from one task to the next at the highest level of ability that you’re capable of doing. Embracing these skills and improvements will help you to be a better coach for your team.

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.

Welcome to SalesPOP “1-minute remote working tips” video series.

This is the 18th video in the series. #16: Virtual Sales Meetings Part III Conducting The Meeting

If you missed the other 17 videos in the series you can find them below.

1. Introductions
2. #1 Expectations
3. #2 Sales Manager as Role Model #1
4. #2 Sales Manager as Role Model #2
5. #3 SHOWING UP
6. #4 DIGITAL PROCESSES
7. #5 Your Workspace
8. #6 Negotiating with Everyone
9. #7 Be Available
10. #8: Empower & Get Out of the Way!
11. #9: Team Dynamics
12. #10: Culture
13. #11: Shared Learning
14. #12: Seeing Double
15. #13: Peer Reviews
16. #14: Virtual Sales Meetings Part I Preparedness
17. #15: Virtual Sales Meetings Part II Starting The Meeting

We will be publishing a video each day to help you with the transition of working from home to keep you motivated and productive.

Enjoy, stay safe and healthy!