Empowering Your Employees

For over two decades Scott Greenberg has energized audiences with his presentations and workshops on leadership and coaching skills as well as mindset. Some of his clients include Nike and Allstate. He was an owner of two Edible Arrangement franchises in Los Angeles for ten years and won “Best Customer Service” and “Manager of the Year” out of more than 1000 locations worldwide. He’s even beat cancer! In this interview Scott talks about his presentation called The Coaching Cure that focuses on coaching employees, retaining them, and keeping them engaged.

This Sales Expert Interview covers:

Leadership and coaching

• In retail businesses, there is a high correlation between high sales, customer experience, and employee experience.
• Scott talks about the real essence of coaching and what most people do wrong.
• Leadership and coaching are ongoing and constant. Coaching and reviewing are two different things.

Making time

• Busyness is the enemy of leadership.
• Clarify your role and then start asking the right questions.

Emotional intelligence

• People could be using the exact same systems but get different results. The primary difference is the ability to manage mindset and humanity.
• Emotions drive consumer and employee behavior.

Letting go

• You definitely don’t want to micromanage your employees but you need to feed their fire so they don’t burn out.

Getting to the bottom of issues

• Scott developed a leadership and coaching model with a colleague to diagnose an employee’s skill set and mindset and then take action accordingly.
• The model diagnoses if a problem is due to what an employee knows (or doesn’t) or how they feel.

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.

Emotionally Intelligent Salespeople

Merit Gest, a stand-up comedian and business owner for over 20 years, works as a consultant and coach with companies large and small to improve their overall performance. She was previously the head of a sales training organization so she definitely knows how to develop sales skills and strategy. However, she created The Merit Method for Sales Mastery to emphasize the greater importance of the sales mindset which includes the things we say to ourselves as well as the things we say to others. She discusses the need to understand the relationship we have with ourselves first above anyone else to achieve sales mastery.

This Sales Expert Interview covers:

The Merit Method for Sales Mastery

• It’s about being the type of sales professional that is deserving of the rewards of working with clients and earning.
• One of the most important things about sales mastery is the sales mindset. Skills come second.
• Salespeople need to understand the emotional mind specifically. Figure out your triggers because they can catch you off guard in situations.

Understanding the mind

• People think all they need are sales skills and strategy for sales mastery but they need more.
• Merit uses a few different assessment tools to help clients understand their internal, behavioral, and emotional mind.
• When’s the last time you did an inventory of your beliefs? Get rid of or rewrite “hand me down” beliefs!
• How we buy impacts how we sell – be careful what you project on your prospects and 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 is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.

Servant Leadership Skills

Tracey Hughes is an icon in the hairdressing industry, an internationally recognized speaker and an educator who has won Educator of the Year many times as well as many other accolades. In this interview, she discusses how certain leadership skills can be taught and common pitfalls. She shares tips for leaders who already have creativity in spades.

This Sales Expert Interview covers:

Expert in your craft, novice at business

• Many people in the beauty industry are moving toward entrepreneurship but don’t necessarily have the business or leadership skills to take them all the way.
• These skills can be taught but creativity must come naturally.
• Tracey shares her personal story about how she got into the hairdressing industry.

Investing in a coach

• We tend to think initial training in our field is enough to carry us through life. Why do so many people not consider investing in a coach for leadership skills?

Common pitfalls in leadership

• The team leader must understand the talents of their team members. Not bringing that out is a big missed opportunity.

Giving in to employees

• You can’t give in to all requests. Tough love can go a long way. Being solution driven gives maximum results.

Self-awareness

• This can come down to a lack of self-confidence. Focusing on short term goals can help to build confidence.
• Build resilience and believe in yourself.
• If you focus too far in the future, you’re not really living life in the moment and feeling gratitude for where you are now.

Growing as a leader (not just leadership skills)

• Think about how you can give back in other ways besides financially.

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.

The Importance of Sales Management

Sales are the biggest revenue multipliers so sales management is such a critical role if you want to grow your business. Many times organizations will promote their top sales performer to a sales management position with little to no training. Mary Grothe is the CEO of Sales BQ that helps companies improve their growth and revenue. Her company uses sales rep and sales manager evaluations to discover the problems that exist within sales organizations. In this interview she talks about their process, the success it has had, and how they’ve made lasting changes for sales organizations and their leaders.

This Sales Expert Interview covers:

Assessing the state of your sales organization

• Mary first looks into the metrics because there is an emotional component when asking for opinions.
• Her first suggestion is to set up your CRM properly.
• She talks about other metrics to look at to help grow your business.

Surprising results

• Mary talks about what results are surprising to sales leaders after performing her initial assessment of a company’s sales team.

Data-driven

• Certain personality profiles don’t like getting into the data. A lot of sales leaders are this way. You may want to hire someone to solely focus on the numbers.

Leading indicators

• It should never be a surprise when a rep doesn’t hit quota. You can use leading indicators to have better visibility.

The feel-good funnel

• Too many organizations have deals in the pipeline that really shouldn’t be there. Having a qualification system helps with this problem.

Keep it going

• There’s always initial enthusiasm but then the work gets difficult. Mary talks about how she keeps teams engaged and makes a lasting impact.

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.

Bold Vision and Behavior in Sales

For over 25 years Andy Gole has helped CEOs, owners and corporate leaders throughout the US with sales performance and is the creator of the Urgency Based Selling System. He has a new book coming out this fall called Innovate Now: Scale Up with 16 Breakthrough Sales Techniques about how to innovate and become more creative in sales. He talks about the importance of a heroic mindset (with balance) and moral certainty. He also offers a mantra for salespeople who aren’t having a good day, week, quarter, etc.

This Sales Expert Interview covers:

Negative stereotype of salespeople

• Andy strives to turn this around in his new book. He says the true salesperson is a hero and shouldn’t carry negative baggage.
• Andy talks about the 4-way crusade.
• Opening the closed mind is the true goal in sales.

Changing your mindset – breakthrough sales techniques

• Having a model and building your skill set is important.
• Pick a company that values their salespeople and a product you believe in.
• Companies – are you supporting your worthy sales heroes?
• Self-respect and respect are two important factors in changing your mindset.

Emotional intoxication

• A salesperson has to deal with a lot on a daily basis with rejection being the main thing.
• Andy came up with a formula to explain emotional intoxication that he provides.
• Everyone needs a way to clear their mind.
• Sometimes you have to move on instinct and not lay too much rationality on top of everything.

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.

Why Most Sales Training Fails

If you aren’t training your sales team, this creates a huge opportunity cost for your business. Having a strong salesforce can help you stay one step ahead of the competition, among many other things. So if sales training is so great, why does it often fail and not produce real results? Host John Golden interviews Rob Jolles to get to the bottom of the real problem with some sales training programs.

Be sure to mark your calendar for Thursday, June 13th at 9am PT and join John Golden, Martha Neumeister and Rob Jolles to learn how to ensure your training program produces real results and how to measure that success.

Recorded Live 13th June at 9am PT/Noon ET

Episode Questions

1. Why most sales training often fails? What is the real problem? #SalesChats
2. Every year, companies invest millions of dollars on sales training. How can ensure that this money leads to significant improvements in sales results? #SalesChats
3. What are some ways to measure sales training success? #SalesChats

Our Guest

Rob Jolles

A sought-after speaker and best-selling author, Rob Jolles teaches, entertains, and inspires audiences worldwide. Rob draws on more than thirty years of experience and his keynotes and workshops are in global demand, including companies in North America, Europe, Africa, and the Far East.

Links › jolles.com | twitter.com | linkedin.com

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 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.

Building Businesses Strategically

When building businesses, it’s important to first make sure you have an edge. Also, what works for one person raising money might not work to fund your business. Joel Block runs a real estate hedge fund and speaks to corporate audiences across the country. In this interview, he talks about the importance of revenue and sales in building businesses as well as other areas to focus on.

This Sales Expert Interview covers:

The genesis of Joel’s book Stop Hustling Gigs and Start Building a Business

• Joel has been inside over 1,000 companies over his career and the best companies seem to do certain things.

Helping people raise money

• A lot of people think they want venture capital, but it’s not always what they need.
• You don’t want to make a deal with the devil.

Effectively building businesses

• It’s always about revenue and selling.
• What type of business do you have?
• There are a lot of different ways to be successful.

Sales is in charge

• When you have money coming in you have more flexibility.

The other side of the river

• To fund your business you have to show investors the stepping stones to get them to the “other side of their river.”

Looking for left-handed plumbers

• People have a hard time going from very general to very specific. You have to be specific about what you want.
• Joel talks about getting yourself on the “inside track.”

Choose clients that are easy to find

• Apply your skills to a group large enough to have an audience.

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.

Grow Your Business with Integrity

Ian Altman, a CEO for over two decades and author of Same Side Selling, sees a big issue with common sales metaphors that relate selling to sports or battles. This is because in these types of scenarios, one person wins and another loses. In this interview and in the book, Ian focuses on the buyer’s perspective as well as the seller’s point of view and how they can work together and not against one another.

This Sales Expert Interview covers:

Topics in Same Side Selling

• The adversarial traps that pit buyer and seller against each other and how to get them on the same side
• The puzzle metaphor

The dreaded price conversation

• A selling process seems to go pretty smoothly until the topic of price comes up. Ian talks about how to set yourself up for success early on.

Sales personas

• Are you an order taker or a subject matter expert?

The decision-making process

• Ian talks about the research he conducted with over 10,000 CEOs and executives on how they make and approve decisions.
• There are a few ways they make decisions that aren’t very obvious to salespeople.

The same side pitch

• Instead of asking so many “what keeps you up at night” questions, talk about problems other clients of yours have had that your prospects might have too.

The client vision pyramid

• Ian talks about a model that can be used to help prospects see the value in what you offer.

Integrity

• Your solution will not always be the right fit for everyone. Ask the right questions and think about the far-reaching impacts of trying to sell to everyone.

The same side quadrants

• Ian created a tool he put in Same Side Selling that salespeople can use while in meetings to determine whether they were successful or not.

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.