The Top Mistakes B2B Sellers Make and How to Avoid Them

Are you a B2B seller struggling to close deals and build strong relationships with your customers? You might be making some common mistakes that are hindering your success. In a recent podcast episode, sales expert Greg Nutter shared his insights on the top mistakes B2B sellers make and how to avoid them.

The first mistake is forgetting what selling is really about. It’s not just about getting people to buy your product, it’s about creating awareness and changing perspectives. The second mistake is poor prospecting. Don’t lead with product and company features, instead, lead with problems. Companies don’t buy products or services, they buy solutions to problems. The third mistake is thinking that the role of a salesperson is to be either a relationship manager or a product expert. Instead, become an expert on the buying process, guiding the decision-making process and helping companies make informed decisions.

The fourth mistake is focusing on the selling process rather than the buying process. CRM systems are often set up with a standard four or five-stage process, starting with prospecting and ending with closing the deal. However, just because a seller has given a proposal doesn’t mean the company is ready to make a decision. It’s important to watch what the customer is doing and align the seller’s behaviors and activities accordingly.

Finally, the fifth mistake is the lack of planning. By having a targeted message for prospecting, a high-level plan for calls, a detailed plan for deals, and analyzing the overall pipeline of opportunities, salespeople can make better use of their time and increase their chances of meeting their targets. Greg recommends a process where salespeople review their opportunities every Friday afternoon, prioritize their tasks, and calendarize their activities for the following week.

In conclusion, B2B selling is a complex process that requires a deep understanding of the buying process and effective planning. By avoiding these common mistakes, B2B sellers can improve their sales success and build stronger relationships with their customers.

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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.

How to Grow Your DTC Business Through Creative and Customer Experience

As the world of e-commerce continues to grow, direct-to-consumer (DTC) businesses are becoming increasingly popular. But with the release of iOS 14, DTC businesses lost a lot of data and the ability to target consumers. So, how do you grow your DTC business in this post-iOS 14 era?

According to Kyle Hoffman, an executive at XenoPsi Ventures and CMO of Wellow, a compression sock brand, the key is to focus heavily on creative and customer experience. In a recent podcast episode, he shared the story of how they started Wellow and the strategic decisions that led to their success.

One of the most important things they did was to treat behavioral science as another input to decision-making. They used scientific studies on how consumers interact in certain situations to their advantage. They differentiated themselves in the compression sock market by launching the brand as a lifestyle brand with fun colors that would appeal to more people. They also made sure to have a distinct brand rather than just a brand that looks cool or aesthetically pleasing.

Another crucial factor in their success was their customer experience. Kyle admits that they struggled to keep up with the high volume of customer service requests as they grew rapidly, but being responsive and engaging with consumers is crucial for any business, regardless of its size or industry. Customers have become very attuned to the overall experience, and any slight break in the supply chain or customer experience can lead to customers switching to a competitor.

So, if you’re looking to grow your DTC business, make sure to focus on creativity and customer experience. Treat behavioral science as another input to decision-making, differentiate your brand, and prioritize customer service. And, if you need help with growth, reach out to experts like Function Growth who work with other brands in the DTC space.

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.

How Empathy and Diversity Can Revolutionize Sales Leadership

Sale is a complex field, and when it comes to women in sales leadership, it becomes even more challenging. In this episode of Expert Insight Interview, Kelly and John explore the challenges faced by women in sales, the role of sales leadership, and the traits that female sales leaders bring to the table. They also delve into the lack of clarity on promotion criteria for women and the need for empathy and accessibility of tools to improve their numbers.

One of the essential takeaways from the conversation is the need for more diversity in sales leadership. Diversity brings a diverse viewpoint to the table, leading to better outcomes. Kelly shares an example of how a male executive and a female executive had different approaches to a major sale, and how navigating those differences led to a better result. Both genders bring valuable strengths to the table, and listening skills and empathy are critical traits for successful sales leadership.

The conversation also touches upon the benefits of remote work, which has made it easier for people to find the right job without having to uproot their lives. Remote work has opened up opportunities for people with caregiving responsibilities, such as children or aging parents, to build a job that fits their life. Companies need to be more inclusive and accommodating to their employees’ needs to attract diverse talent and create a more inclusive pipeline.

Kelly’s company, Empowered Engagement, advises CEOs on how to be more gender-inclusive and provides a mini sales MBA course for women and those looking to uplevel their skillset in sales leadership. This course is a game-changer as few organizations train their employees on how to improve their sales leadership skills.

In conclusion, empathy and diversity can revolutionize sales leadership. Women bring valuable strengths to the table, and companies need to be more inclusive and accommodating to their employees’ needs to attract diverse talent and create a more inclusive pipeline. Organizations need to invest in training their employees on sales leadership skills, and Kelly’s mini MBA course is an excellent place to start.

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.

Why Your Sales Process Needs More Follow-Up

Are you struggling to close sales deals even though you have a great product or service to offer? You might be missing one crucial step in your sales process: follow-up.

According to Lisa J. Smith, CEO and Founder of SmithCo, follow-up is often a blind spot for companies in their sales pipeline. Many people focus on the initial sale and networking but fail to continue the conversation with potential clients.

Lisa emphasizes that follow-up should not be seen as pushy or annoying, but rather as a way to stay top of mind with potential clients. It involves having multiple layers of sales conversations to qualify clients and understand the ebb and flow of their readiness to buy.

In today’s fast-paced business environment, being adaptable and nimble is crucial. However, automation should not replace the human touch in sales. Sales is about psychology and emotion, and automation can miss important nuances in timing and messaging.

So, take the time to follow up with potential clients and build relationships. It might be the missing piece in your sales process that can help you close deals and grow your business.

And if you need help with your sales strategy, Lisa offers a free 30-minute call to help businesses succeed in sales. Don’t miss this opportunity to gain valuable insights and energy from an expert in the field. Book your call today through the SmithCo website or Lisa’s LinkedIn, Instagram, or YouTube pages.

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 Future of Chat GPT: Automating Tasks and Enhancing Productivity

Have you ever wished you could automate tasks and enhance productivity for your business? Well, look no further than chat GPT! In a recent podcast episode, chat GPT consultant Shanif Dhanani discussed the benefits of chat GPT for businesses and some use cases.

Chat GPT can automate tasks and enhance productivity, allowing businesses to do things they were never able to do before. For example, chat GPT can be used in software development and sales, such as generating code and writing personalized emails. It also allows for a more conversational approach compared to regular search engines.

But what’s next for chat GPT? Shanif Dhanani predicts that chat GPT 4, with a few add-ons, will be able to work with video and images, allowing users to describe what they need and receive a whole slew of resources and media. This will be great for creators, such as musicians and artists. On the business side, chat GPT can be attached to any tools used on a day-to-day basis, as well as any documents or libraries being looked through. This will allow users to ask to chat GPT a question and have it perform five or six tasks that a virtual assistant could have done, but in a fraction of the time.

But as with any new technology, there are concerns. John Golden raises the concern about the potential for AI-generated content to be mistaken for human-generated content. Shanif Dhanani agrees that this is a valid concern and recommends managing expectations to avoid overwhelming IT departments.

Overall, Shanif Dhanani emphasizes that chat GPT can make businesses more productive and efficient, while also acknowledging concerns about job displacement. The world is becoming more and more automated and highly productive, but there will also be a creative aspect to it.

So, if you’re interested in implementing chat GPT for your business, Shanif Dhanani advises starting small with proof of concepts before diving into more advanced projects. And with the potential for innovation in various industries, the future of chat GPT is bright.

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.

5 Ways to Reach Buyers During a Downturn

In a world where the economy is constantly changing, understanding your buyer personas has never been more important. John Golden and Jim Kraus discuss the key factors that marketers and sales professionals need to consider when trying to reach buyers at the beginning of their decision-making process.

Here are five ways you can reach buyers during a downturn:

Understand the buyer journey: It’s crucial to map out the buyer journey and understand what triggers buyers to look at a particular solution, their fears and concerns, decision criteria, and desired outcomes.

Talk to recent buyers: Conducting interviews with recent buyers can provide valuable insights into what success factors are most important and what perceived barriers need to be overcome.

Focus on more than just features: Understanding the buying decision is not just about choosing the right solution with the best features, but also ensuring that all the other factors required for success are in place, such as training and integration with existing systems.

Stay on top of changes: The buyer journey is constantly changing, so it’s important to stay on top of any changes in the market, whether it’s due to the economy, environment, or new competitors.

Update buyer personas regularly: Revisiting buyer personas regularly is crucial, especially during a time when marketers and sales professionals are faced with numerous investment options and requests. This will ensure that you are staying relevant to buyers and showing your unique value quickly.

By understanding your buyer personas and their buying decisions, you can be more relevant to buyers and show your unique value quickly. Talk to recent buyers, focus on more than just features, and stay on top of changes in the market. By doing these things, you can successfully reach buyers during a downturn.

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.

How AI is revolutionizing sales and enhancing the salesperson’s effectiveness

Rev Ops is a centralized function that manages systems, strategy, and enablement, crucial for companies with a go-to-market strategy that requires collaboration across different departments and shared tools. In a recent podcast episode, John and Taft discussed the impact of technology on Rev Ops strategy and sales enablement, with a focus on the role of AI in sales.

Taft believes that AI will not replace salespeople but rather help them focus on high-value activities and relationship building. He sees AI as a sidekick for sales reps throughout the sales funnel, speeding up the process and making it even more effective. AI can also filter out spam emails and calls, making sales reps more efficient and productive.

The world is moving towards a more targeted approach, where teams focus on finding ways to drive value for a smaller number of higher value targets. Tools like Gated can help salespeople get rid of people who are unlikely to be a good fit and focus on those who are more likely to respond. Taft notes that his company, Iceberg Rev Ops, can help startups and early VP’s of sales or marketing with revenue operations.

Overall, the discussion highlights the importance of using AI and other tools to enhance the effectiveness of salespeople and focus on high-value activities. It also emphasizes the need to filter out noise and focus on quality over quantity to achieve better results. As AI continues to revolutionize sales, companies need to embrace these changes to stay competitive in today’s fast-paced business world.

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 Human Connection: Why the CRO Role Is Changing the Sales and Marketing Landscape

In today’s fast-paced world, sales and marketing have become more complicated with the introduction of new tools and platforms. However, the key to success lies in the human connection. In a recent podcast episode, two experts discuss the Chief Revenue Officer (CRO) role and how it is changing the landscape of sales and marketing alignment.

The CRO role is helping to overcome the silos between sales and marketing by aligning the priorities of both departments. Marketing can be seen as a productivity hack, where the focus is on increasing the productivity of sales. However, marketing often uses outdated or meaningless metrics that don’t align with sales. The speakers suggest that marketing should focus on trends rather than absolute numbers.

The blurred lines between sales operations and marketing are also discussed, with the latter being more technically savvy. However, the potential impact of AI on sales and marketing is not a replacement for the need for human connection. People crave to be seen, heard, and understood, and this can only be achieved through human interaction.

The CRO should focus on getting salespeople into more human contact and understanding the role of AI in enabling them to do more while maintaining that human connection. By doing so, they can double down on sales productivity and increase the impact of marketing on sales.

In conclusion, the CRO role is becoming more critical in modern sales and marketing. The human connection is crucial, and companies that can build that into their business model will have a market that is willing to pay for it. The CRO should focus on maximizing the productivity of their team and not be confined to traditional KPIs. With the right strategy and focus on human connection, companies can achieve success in the ever-changing world of sales and marketing.

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.