Achieving Peak Sales Performance
#SalesChats Episode 2

Every sales manager, salesperson, and sales leader aims to improve their performance. S. Anthony Iannarino explores how to achieve peak sales performance in this #Saleschat, hosted by John Golden and Martha Neumeister.

Iannarino discusses:

• What it actually looks like to reach full selling performance
• The importance of creating a sales process that is actionable and leads to sustainable growth
• How technology has changed the tools and methods of selling
• Studying your customers business in order to understand how to create value for them
• Learn from your customers to figure out how to help your customers
• The effectiveness of cold calling, and how it compares to social selling
• The value and importance of asking for referrals
• How to go from status quo to better
• Love and fear, how we are driven by these emotions, and how they can help or hurt us as salespeople
• How rehearsing helps you achieve success

Our Guest

Anthony Iannarino

Anthony is the founder of TheSalesBlog.com – a must-read resource for the sales industry. He is a renowned B2B Sales Coach and international speaker, author, and sales leader. His consulting firm focuses on helping salespeople and sales organizations grow, develop, and reach their full potential.

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, CSMO Pipeliner CRM, and Martha Neumeister, Social Media Strategist Pipeliner CRM.

Multiply Your Sales with Explosive Growth

Think about your earnings from last year. Wouldn’t it be nice if you had earned 10 times that? It’s possible to unlock explosive sales growth, break through barriers of expansion, and multiply your revenue. Learn to do this with the three M’s of 10x growth: mindset, mechanics, and magic. Tom Searcy and John Golden discuss how to unlock explosive sales growth in this sales expert webinar.

Mindset:

Where you are right now, and what you believe is possible, has a definitional limitation on your ability to produce. People and organizations are perfectly designed to achieve their current results. What you are doing and how you think are all components in producing what you are getting right now. What you are getting right now is the 1X mindset. There are five key shifts to make in your mindset to take your 1X mindset to a 10X mindset.

Mindset Shifts One and Two:

The first shift is from “me” to “we.” The number of people involved in significant buying decisions has moved from three people to seven. On the biggest deals that you sell, they no longer rely on one to three people, it’s as many as seven people. They’re not looking to buy from one person anymore, either. Buying processes change selling processes, and you’ll need to bring more people with you to offset the number of people that you’re selling to. The second shift is from “time” to “leverage.” This is critical. By saying, I only have so many hours in a week, and I can only produce what I can in this amount of time, isn’t a 10X mindset. When you face a challenge, think about who you can leverage to help solve the problem, instead of trying to work more hours and solve the problem yourself.

Mindset Shifts Three, Four, and Five:

The third shift is moving from the “iron triangle”, which is the product, service, and price, to the “B2B problem” that you can solve. You get sent to whom you sound like. If you are talking about products, service, and price, you’re going to get sent to managers. If you’re talking about time, money, and risk, you’re going to spend more time with VPs, owners, and higher level people. The fourth mindset shift is from “budget” to “non-budget.” Get out of the world of answering price questions, and get into the world of problem-solving. When people need to get a problem solved, the budget goes into second place, and problem-solving goes into first place. The fifth shift that is key to make is from “buyers” to “executive sponsors.” Executive sponsors have specific behavioral action. Shifting who you think the buyer is to an executive sponsor is transformational.

Mechanics:

You can have an Olympic mindset, but if you don’t have the durability and endurance to go through the mechanics, you will never unlock explosive growth. The first part of unlocking explosive growth with mechanics is changing your belief that there is such a thing as one pipeline. There are three pipelines that should be tracked and measured differently. Using one pipeline leads to false positives and false negatives. Instead, break it into three categories: prospecting, the sales process, and onboarding to penetrate growth.

Magic:

Magic is what you have influence over, but you don’t control. This includes things like opportunity, chemistry, and market circumstance. You don’t control them, but you must be ready for these opportunities when they happen. When the things happen at the right place, at the right time, with the right person, you access a little bit of magic. Be prepared and ready to utilize it when you encounter it.

For more information on unlocking explosive sales growth, watch the entire expert sales webinar.

About 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.