Bryan Siever is the CEO of Velvet Brick Selling Strategies and having over 20 years of industry experience building and leading sales enablement and product operations for b2b and b2c organizations. He has worked a lot over the year with start-up companies on helping them with their go-to-market strategies. Siever and his team of Enablement professionals were located across the world and functioned as a virtual team.

Bryan Siever on Go-To-Market Strategies:

One of the basic things that a startup organization needs to know is to focus on their go-to-market selling strategy in four areas.

• The very first there is tech stack i.e. getting aware of the technology that you may require first to drive the engine in just born type organization.
• Secondly, there is a product and service. Most companies get tricked into thinking that sales enablement has been around forever. How to get the team internally prepared for the release is important.
• Getting a valid certification is also essential because Millennials are asking questions like what do you going to do for me and more.
• Lastly, there is industry knowledge; including stuff like what is the industry doing and how we going to keep in front of those changes as the company begins to scale.

This Sales Expert Interview Covers:

• How to approach go-to-market strategies with the startup?
• How to get aware of the doings of the industry and how to keep in front of constant changes as the company begins to scale?
• How to help those start-ups that are very enthusiastic and don’t know where their actual skill sets lie?
• What is the role of crisis management in the overall working of the organization?
• How to deal with the negative reaction or the commenting of the customers?
• When someone tastes success on the first go they keep on a hiring splurge without realizing what one really look for or need. How to overcome this problem?
• What are the different ways to scale an organization without necessarily scaling it through people and building?

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.

Your mind is the main component that will let you achieve success by managing your threats. Once you learn how to control your brain then it becomes easy to master the skill of resetting your mind. This, in turn, helps you grasp the effective tips that can be implemented right away and set you in the direction of your goals.

Todd Burgess: Mindset Reset

Todd Burgess is the Leadership Expert and the Productivity Coach who owns a specialty in leadership development and change management. Being a well known Keynote Speaker and Fitness Entrepreneur, Todd has worked with CEO’s, senior leaders and professionals spanning the breadth of Fortune 500 companies to small business entrepreneurs. He is running “Logos Performance Group” which undertakes the effective coaching and leadership development practice.

What Is The Concept Of Mindset Reset?

• Why having a mindset is important and how do you know it needs to reset?
• 70% of our daily self-talk is negative so how to start feeding your mind with more positive messages?
• How to train your mind to flip the negative thoughts with the positive ones?
• What are some practical things that one can do at this time for a better second half?
• How to manage to set a big goal and take steps to achieve that?

How To Stop Having A Negative Mindset?

• It is believed that everyone has the power to engage thoughts and create new communication between your brain, mind, and heart.
• The concept of Mindset Reset will give you the simple tools and mind tricks you need to handle stress.
• Through this, you get rid of your limiting beliefs and build a more positive.

Factors Play A Major Role In Resetting Your Thinking:

• You body
• Your business
• Your relationships
• Your finances
• Your self-worth

5 Common Reasons People Fail To Identify Their Dream:

• Discouragement
• Environment
• Habits
• Confidence
• Imagination

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.

Sales Experts Advice and Tips

MUST WATCH PANEL DISCUSSION[icon name=”binoculars” class=”” unprefixed_class=””]

If ever there was a subject that salespeople can’t get enough of, it is CLOSING!

So often this is where the process falls down and “sure things” turn into “might have beens” . The good news is that there are real skills and techniques that can be learned to ensure closing is a natural and smooth part of the sales process.

That is why we have gathered a top tier panel of experts to debate this enduring subject and share their collective wisdom and insights with you.
Don’t miss this event – it could mean the difference between closing more deals, hitting quota and a year of “what could have been”.

Webinar took place on 28th of August at 10am PT.

Caryn Kopp Caryn Kopp is the Chief Door Opener® at Kopp Consulting whose Door Opener® Service has helped thousands secure business meetings with high-level decision-makers. Caryn is a best-selling author, nationally recognized speaker, and an expert in business development.

Andy Paul Andy Paul helps sales teams and salespeople accelerate their sales. He delivers workshops, presentations, and customized coaching programs shaping the sales process, to amp up sales productivity and accelerates sales by moving customers to make fast and favorable decisions.

Mark Boundy Business builder, Sales leader, author, coach, consultant, teacher…Chief Clarity Officer…Mark Boundy has grown businesses in a variety of industries by virtue of his relentless focus on uncovering customer value and delivering high-value results.

When it comes to business, people get to know their prospects and their clients better if they follow the right follow up strategies. This lets you understand your different issues and get effective solutions in the shortest period of time. They build quality relationships by engaging in follow up.

Wanda Allen: Follow-up Strategies

Being the Founder of Follow Up Sales Strategies, Wanda Allen developed her proven follow up sales and service program by helping business owners and sales professionals to grow within a decent pace. By turning more prospects into long-term clients and building better connections, you can easily proceed in the right direction. The effective strategies of Wanda Allen will dramatically increase sales, significantly increase your pipelines and strengthen relationships.

This Sales Expert Interview covers:

• How correct follow-up strategies can help you get more sales opportunities?
• What is the exact meaning of follow up?
• Most people don’t have a good set process on how to follow up or what follow up looks like. So here you will get an exact answer.
• How to prioritize time to develop effective follow-up strategies?
• How to develop the right mindset for better progress?
• What are the different ways to follow up?

What Follow Up Strategies Teaches You!

• Make it easy to systematically arrange your follow up process; leads to stay in touch with your prospects, referral sources, and more.
• Consistent support to systematize your follow up work.
• It makes follow up a daily habit of yours.
• Learn a prospecting system that will keep you in the sales funnel even when you’re being ignored.

Statistics Linked To Follow Up:

• 80% of potential opportunities are lost simply due to lack of follow-up
• Only 2% of sales occur after the first meeting
• 10% of salespeople make more than 3 contacts when following up with prospects
• Good Follow Up = Great Sales Conversions

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.

With time, massive changes and obstacles have taken place which makes leadership innovation a master of innovation. People usually don’t accept changes in their life but to taste success, you need to be flexible and get aware of the updates taking place with time.

Innovation Culture

Being the global keynote speaker delivering leading strategies on breakthrough performance, Sterling Hawkins is a well-known business leader, entrepreneur-investor, and futurist. His story is a perfect example of how anyone can take any situation and create anything from it. He has also appeared on The New York Times, ABC Money, Forbes, and other major media outlets.

This Sales Expert Interview covers:

• What is the role of the innovation gap in your overall sales performance?
• How to recognize innovation culture is happening?
• How to confront change on a day to day life without any hassle?
• How to open yourself to new ideas and human learning?
• How to gain confidence in rough times at the beginning of any kind of business?

Role Of Confidence In Enhancing Your Profits:

• Maintain a balance between good days and the bad ones can help you prosper in the right direction.
• Stay committed to the vision you have in your mind.
• Leadership often gets confused with titles but it does not matter when it comes to performing your best.

How To Unlock The Wisdom Of All The Talent In An Organization!

• Working on an individual level or team level to embrace the comfort
• Give small-small challenges to people so that they can grow with every step
• Taking everyone equal when it comes to giving value

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.

In today’s world, every business owners are looking for ways to attracting new customers and to develop more business opportunities. But the sad truth many of those don’t have any prospect list of potential customers which is quite unbelievable. This makes it difficult to maintain a connection with the respective customers.

Prospecting Existing Accounts:

Being a professional sales coach and speaker, Phil M Jones has made it his life’s work to demystify the decision-making process. Also an author for books named; “Exactly where to start”, “Exactly how to sell” and “Exactly what to ask”, he helps audiences to learn new skills that empower confidence, overcome fears making an instant impact on the final outcomes.

This Sales Expert Interview covers:

• What are some of the reasons that people don’t want to go beyond something!
• Why it’s important to practice the conversational frameworks?
• Why does it help to have a framework for sales conversations?
• What is the best way to stay connected with your existing customers?

Why People Generally Lack Down!

There can be possibly three reasons:

• People are too lazy they don’t even bother to make changes and proceed further
• People don’t listen to broadcast shows that can be a really good medium to gain success
• People are not aware of when to ask or what to ask; i.e. the timing issue

Use E-Marketing For Better Connections:

• Use of Facebook profile to look for better friends.
• Use of LinkedIn connections can help you connect with people to do business with.
• Work on your Twitter followers to build better connections.
• Maximize the number of your YouTube channel subscribers for gaining more potential 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 is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.

Tips for Attaining Goals

Rory Peters is a speaker, author, peak performance business coach, and leadership trainer. His mission is to help as many people as he can with attaining goals, both in their personal and professional lives. When evaluating the way he was able to personally achieve his goals, Rory came up with the 5 Steps to Success Mastery. He talks about each step and how you can’t take any of them out of the equation to succeed at a high level.

This Sales Expert Interview covers:

Attitude

• We are in control of our own attitude. You need to know exactly what you want to accomplish and decide to excel.
• If you’re second guessing yourself, change your mindset. Replace negative images with positive ones.
• Deciding not to make a decision for attaining goals is making a decision too!

Responsibility

• People love to blame everyone else but themselves. We learn more from our mistakes.
• It’s more about how you respond to situations.

Goal setting

• Rory talks about New Year’s resolutions.
• How do you remind yourself about attaining goals?
• You can develop good habits. Just take it one step at a time.

Three Pillars

• Rory talks about the three pillars of attaining goals.
• Take action! If you improve one thing a day, by the end of the year you will have improved 365 things.

Perseverance

• All you have to do is not quit. You will realize you are attaining goals if you just don’t stop trying.

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.

Buyer and Seller Relationships

Bryan McDonald is a partner with onPurpose Growth and has grown revenue for small and mid-sized businesses for over 17 years. He helps businesses achieve ambitious single year or multi-year goals. In this interview, Bryan talks about how to set up a framework for win-win buyer and seller relationships and navigating the sales process and beyond with this at the forefront of your mind. He also discusses the benefits of having deeper client relationships.

This Sales Expert Interview covers:

Framework for win-win buyer and seller relationships

• Create peer-to-peer relationships within the sales process. Be transparent and vulnerable.

Transparency and vulnerability

• Come in with a level of humbleness and humility. Be honest if your product or service isn’t a good fit.
• Bryan talks about how this approach affects buyers.

Building trust

• Move together in the sales process. You want mutual power and control.
• Get your buyer to take action. This will help you determine the validity of an opportunity.
• Buyers will go out of their way to pull in other resources to help the sale.

Dangers of the negotiation phase

• Never present a proposal that hasn’t been already agreed upon between the buyer and seller.
• Consistency is key in buyer and seller relationships.

Handling points of contention

• The sales process has to be flexible. Rather than react immediately, it’s better to investigate.

Customers as advocates

• Deeper relationships with clients can yield multiple great things including more referrals, and customers are more willing to work out problems together.

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.