Bestselling sales author Aaron Ross talks at Santa Monica Power Breakfast hosted by Pipeliner CRM, about his new book From Impossible to Inevitable. 

The Importance of an Equality Mindset for Sales
#SalesChats Episode 15

What’s the most important trait you need to become a master salesperson? Robert Terson says it’s an Equality Mindset. Most salespeople approach a prospect from a point of deference. Fact is that great salespeople are polite, respectful — but not deferential and subservient. Master salespeople meet their prospects from a point of equality. People (especially salespeople) have to believe in the value their products or services and they have to be excited about bringing value. This means being glad to talk with potential customers. Robert Terson explains why an equality mindset is important in sales to provide value and talks about the biggest fears salespeople have.

Watch this fantastic live discussion and benefit from the mentioned advices to learn how you can practice an equality mindset to be more successful in your sales position.

Episode Questions
Q1: How do you define the term “equality mindset”? Why is it important in sales?
Q2: What are the biggest fears salespeople struggle with?
Q3: What are some ways to overcome fears when it comes to sales?
***The #SalesChats Super-Charged Sales Tip: Name one of your daily secrets to getting in the right Mindset for Success!

Our Guest

Robert Terson

Robert has been a sales professional his entire adult life. After 40 years in business, he retired in 2010. Today Bob writes, speaks, and does some limited coaching and training. He blogs regularly at Selling Fearlessly. His book, Selling Fearlessly, released in October 2012, has received rave reviews.

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.

Using Behavioral Science to Increase Your Sales
#SalesChats: Episode 14

Most salespeople approach a prospect from a position of difference, or sometimes even as a subservient. They approach the prospect with an attitude of “thank you for giving me a few minutes of your time, please listen to me.” The great salespeople do not do this. They are polite and respectful, but they are not subservient. They meet people from a place of equality. They know their business, they know they’re providing great value, and deserve to engage with prospects as equals. Robert Terson discusses the equality mindset in this #SalesChat, hosted by John Golden and Martha Neumeister.

Terson explains:

• Why hiding yourself as a salesperson, or trying not to act like a salesperson, is detrimental
• How to present yourself as an expert and as an equal, because after all, salespeople are experts in what they are selling and what they do
• Addressing leery prospects and reframing opinions to help prospects see salespeople in a more positive light
• How to be your own psychologist as a salesperson, and take on the best personality for who you are engaging with
• The importance of having supreme confidence in the value you can provide to customers
• The selling triangle, which includes mental attitude, work habits, and knowledge of salesmanship
• Tips for sales managers to help their salespeople train their team on the equality mindset
• The ways that the sales world has changed over the years, and the ways that the sales world has stayed the same.

Our Guest

David Hoffeld

David Hoffeld is the author of The Science of Selling. He is the CEO of Hoffeld Group, a research-based sales training and consulting firm that translates the findings of neuroscience and behavioral science into sales-specific concepts.

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.

Is the Monthly Newsletter Dead?
#SalesChats Episode  13

There are dozens of great ways to market to consumers, but one that hasn’t been very talked about is the monthly newsletter. This is an old-school way of networking and providing information to leads that many salespeople have disregarded as outdated. But are they missing out on revenue by not utilizing this method of marketing? Edward van der Kleijn talks about the effectiveness of newsletters in this #SalesChat, hosted by John Golden and Martha Neumeister.

Van Der Kleijn explains:

• How the newsletter is beneficial, especially at the beginning of the sales cycle
• The importance of keeping current prospects engaged while in the buying funnel, and how newsletters can do that
• The various kinds of newsletters that can be targeted to specific people and kinds of leads in order to provide relevant information to each person on an individual level
• Why newsletters are a good catch-all to interest a variety of people
• The best places to source newsletter content
• How to best organize the content for your newsletters in a way that is seamlessly integrated into your everyday tasks, and won’t take exorbitant time
• Measuring the effectiveness of your newsletter to understand if it is effective or not
• How social media has been a distraction away from classic marketing techniques, and how newsletters are making a comeback now that the social media hype has died down
• Why people still enjoy and still want to read newsletters

Our Guest

Edward van der Kleijn

Edward is a high-energy, high-intensity sales and marketing activation specialist using proven methods to generate 7-Figure sales results. Since the dawn of the modern computer age, Edward has been an avid follower and a trainer of office, CRM and marketing apps. He has embraced new technology and loves to keep himself up to date with the latest on sales training, social media marketing, marketing strategy and technology news.

Links › blam.online | 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.

Social Selling: From Hobby to Revenue Generator
#SalesChats Episode 12

Social media, which is a way that many people distract themselves from work, has become a platform for salespeople to do work on! Social media is an important tool that has helped salespeople in a variety of new and different ways. Mic Adam talks about social selling in this #SalesChat, hosted by John Golden and Martha Neumeister.

Adam explains:

• Why social selling is very easy to measure, how to understand the metrics, and how to use the metrics to generate more revenue
• The best tools for engagement and tracking to generate leads
• How social selling provides a more personal way of connecting to prospects and leads by offering direct communication with key decision makers
• Identifying your ideal client, and then target your social selling endeavors to those ideal clients
• The importance of ensuring your profiles are well established, you have the appropriate distribution channels, and that you utilize the right social selling mindset
• How to target clients on an individual level, and provide them with content that is specifically targeted to their needs and interests
  How to create an inbound system of generating leads by generating unique, attention-grabbing content
• Gathering information about clients from social media in order to build rapport and a real connection with them
• Specific real-life statistics about social selling

Our Guest

Mic Adam

Mic helps clients bridge the gap between business and social media using social selling and employee advocacy to increase revenue/profits through B2B and B2C sales, marketing and general management experience. His passion is to drive up sales and profits through unique value propositions.

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.

The Importance of Context in Content Creation
#SalesChats Episode  11

There is so much content being created. Social spamming, where information is pushed out whether it is quality or not, has taken over the business world. This trend has created a surplus of content, but without relevant context that targets it to your business and highlights your expertise. Jeff Zelaya talks about context in content creation in this #SalesChat, hosted by John Golden and Martha Neumeister.

Zelaya explains:

• Why content without context is not only pointless, but potentially harmful to your brand.
• Top tips for creating relevant context
• How to utilize the sales and marketing’s team connection and relationship with buyers to understand customers, and then using this information to create appropriate context around your content
• The necessity of the sales and marketing collaborating to create a buyer persona and target content
• Before setting yourself up for sharing and creating content, read the content, and ask preliminary questions about if the content and if it is relevant to your customer
• The best ways to start sharing relevant content is to ask questions, identify problems, and find solutions to problems. Share content that is focused around those things and you will have built-in context
• How content with context adds credibility and can make you an authority
• Best ways to streamline creating content across different channels, including using a good CRM software
• Personalizing content, even if your web viewer is anonymous
• Measuring the quality of your content using lead generation, and other methods
• The vital importance of distribution. Even if you have good content, and good context around your content, if you don’t have proper distribution, and no one is seeing the content, it doesn’t matter
• Using internal employees as advocates for distribution
• The vital importance of having a key marketing strategy

Our Guest

Jeff Zelaya

Jeff Zelaya is the Senior Account Manager at Triblio and is passionate about helping businesses increase their ROI from their content marketing and social selling efforts. You can follow more of his social selling blog posts on the Triblio Blog.

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.

Improving Sales Effectiveness With Buyer Personas
#SalesChats Episode 10

Creating and utilizing buyer personas is one of the best ways to be more effective in the sales world. The power of buyer personas is in the ability to map efforts and engagement with customers directly, back to a deep understanding of what goals the customer is trying to accomplish, and what goal-directed behaviors they are utilizing in order to accomplish that particular goal. Tony Zambito talks about improving sales effectiveness with buyer personas in this #SalesChat, hosted by John Golden and Martha Neumeister.

Zambito explains:

• The differences between a target audience, which is more broad, and a buyer persona, which is more specific and tailored to specific industries and their individual needs and motivations
• Why many organizations neglect to understand their buyer’s persona
• The values that buyer personas bring to a day to day sales effort, including the ability to anticipate the activities buyers are likely to be engaged in
• How buyer personas are a goal driven process, and why this is helpful for salespeople to understand how to best serve their customers
• Who within the sales organization should be creating buyer personas
• How to avoid bias or predetermination within the buyer persona creation process
• Key questions to be asking when creating a buyer persona
• The importance of integrating emotional thinking when
• The biggest mistakes that are important to avoid when developing and utilizing buyer personas, including not doing adequate research and looking at buyer personas as a simply a profiling exercise
• Research, and its importance of having experts in qualitative research in creating buyer personas
• How buyer personas can be utilized by sales managers in sales coaching

Our Guest

Tony Zambito

Tony is a leading authority in buyer personas for B2B marketing. In 2002, Tony established the first buyer persona development methodology designed for B2B marketing and sales. Tony empowers Fortune 100 organizations with operationalizing buyer personas with deep customer insights.

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.

Omnichannel Sales Strategy
#SalesChats Episode 9

Omnichannel selling is a multi-channel approach to selling that aims to provide a consistent experience at every touch point a salesperson has with their customers. It’s easy to think about in theory, but in reality, it’s difficult to do. It means having experiences with customers, and connecting with prospects through the mail, phone, email, and the multitude of social media platforms, and obtaining customers who will engage with you through more than one of these channels. Andrew Jenkins talks creating omnichannel sales strategies in this #SalesChat, hosted by John Golden and Martha Neumeister.

Jenkins explains:

• The importance of being clear on what channels to find customers in, and how to live up to customer’s expectations based on each channel
• Mapping organization functions to a particular channel
• How to create an optimal process to organize and structure selling across platforms
• The omnichannel customer, and how to create consistency to nurture the customer along their path
• Prioritising your time in order to utilize each channel to its maximum potential
• Using different strategies for different platforms while still maintaining your presence across the board and providing a consistent customer experience
• The similarities and difference between social selling and omnichannel selling
• How the average business can keep up with the customer demand and expectations of omnichannel sellers

Our Guest

Andrew Jenkins

Andrew Jenkins helps companies grow revenue by embracing social media and social selling strategies. He regularly speaks and presents at the top business schools and is a professor at the University of Toronto, School of Continuing Studies.

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.