In this Expert Insight Interview, Wanda Toro Turini discusses her invention — Ketch, and how to boost the impact and the ROI of every appearance. Wanda Toro Turini is a visionary inventor and problem-solver and has been an entrepreneur for a long time.

This Expert Insight Interview discusses:

• The history of Ketch and ecoFiles
• Why Ketch is a useful tool
• How to generate more leads

Origins of ecoFiles and Ketch

Ketch is built on a platform called ecoFiles 11 years ago, while Wanda actually came up with the idea in 2007. She has been an entrepreneur since 2005, but she describes herself as always being an inventor.

Prior to being an entrepreneur, Wanda was involved in sales and marketing in the pharmaceutical industry for a long time. The genesis of the ecoFiles platform came about when she realized that so many of the materials made for various conventions and events were being thrown away without ever being read.

Advantages of Ketch

We tend to stick to traditional models of doing things without ever really thinking about whether they were the most efficient model. We do things the way we’ve done things for decades, because ‘it’s just what you do’ and it is hard to break that mold.

Most printed materials wind up in the garbage, even if people are interested in the topic, simply because they are inconvenient to carry around. Ketch not only solves this problem but offers you an opportunity to generate prime leads as people are enabled to get in touch with you while you’re speaking.

Generating Leads

Experts and speakers often get so wrapped up in the moment, while they’re speaking, especially if they are doing well, that they almost forget about properly following up. Unfortunately, doing an amazing speech doesn’t guarantee actually generating any leads, and that’s where the Ketch platform comes in.

If you’re interested in learning more, text LEADS to 411321 to receive a guide entitled Transform Your Talk into A Lead Gen Machine, as well as future expert tips on getting the most out of every appearance.

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.

In this Expert Insight Interview, John Molyneux discusses his latest book, Sales Samurai Master: Get Your Black Belt in Sales. Besides being an Amazon best-selling author, the Sales Samurai John Molyneux is a martial artist, podcast host, sales coach, and military veteran.

This Expert Insight Interview discusses:

• The ideas behind the Sales Samurai approach
• The importance of revisiting the fundamentals
• How to persevere despite the rejections

Origin of the Sales Samurai

There’s a lot of correlation between martial arts and sales. The repetition and discipline required to become a great martial artist are also needed to become a great salesperson. In martial arts, you’ll be repeating the punches and kicks over and over, while in sales, you’ll be repeating your script and repeatedly knocking on doors.
Discipline, perseverance, patience — these are just a few of the skills both martial artists and salespeople need to succeed.

Fundamentals

When people have been in sales for a long time, sometimes they tend to forget the fundamentals. Perhaps they cut some corners and avoid doing some things they know they should be doing because of a misplaced sense of confidence due to their experience.

In sales, as in martial arts, you must work on fundamentals if you want to keep growing and progressing. The foundation is what keeps you grounded, and if you don’t work on it, you can quickly become unstuck. This is true for sales and martial arts, as it is for any other skill or facet of life.

Pushing Through the Pain of Rejection

People tend to look for an easy way out, but unfortunately, there isn’t one when it comes to cold calling. Like anything in life, if there’s something you want to achieve and get good at, you have to do it despite the pain.

There’s no way to suddenly feel happy about getting a door slammed in your face or get hung up on when you’re cold calling. These things will never be enjoyable, but you can build a resistance to them by pushing through the pain. You don’t have to be a martial artist to understand this or apply it to your life; all you need is discipline and the ability to keep going even when the road ahead is rough.

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.

In this Expert Insight Interview, Sean Doyle discusses closing more late-stage deals. Sean Doyle is the CEO and Principal at FitzMartin, as well as the organization’s leading mind and voice on sales marketing strategy. He is an author and a speaker. His book SHIFT: 19 Practical Business-Driven Ideas for an Executive in Charge of Marketing but Not Trained for the Task was published in March 2018.

This Expert Insight Interview discusses:

• Some of the most common obstacles in the late-stage
• The power of hyper-personalization
• The importance of internal marketing

Obstacles to Closing

We’re coming up to the end of the first quarter of 2021, so there are a lot of people out there desperately trying to get their deals closed before the end of the month. Unfortunately, there are some things that stall late-stage opportunities.

One of the most common obstacles to sales in the late stage is the fact that they often involve a range of different people that need to be convinced. Unfortunately, salespeople don’t always do a great job of determining whether the prospect they have already converted has the necessary permissions to see the deal through.

Hyper-Personalization

Another thing salespeople and marketing professionals both need to pay attention to is hyper-personalization. Anyone who wants to have a smoother close to their deals nowadays needs to get hyper-personalized in their communication and the value they create, not just for the main contact, but for the other people involved in the opportunity as well.

That’s why it is imperative to find out what the drivers are for everyone. For this, you need not only talent in marketing and sales, but science that backs up what you’re trying to do. Otherwise, marketers tend to keep creating awareness, and awareness doesn’t close deals.

Internal Marketing

Internal marketing is also crucial to customer success. A lot of organizations overlook the fact that when they do sell something to a company, they need to give whoever is in charge of the project within that company the necessary tools to market it within their own organization. Essentially, internal marketing is about helping the people in your customer’s company promote the solution with their coworkers, thereby extending your partnership.

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.

In this Expert Insight Interview, Brandy McCarley discusses how to use data to build a rockstar sales team. Brandy McCarley is a 16-year sales veteran and entrepreneur. She understands how stressful it can be to be a top producer, so she helps CEOs scale by creating diverse people-centric organizations.

This Expert Insight Interview discusses:

• What it takes to create a rockstar sales team
• The personality traits that salespeople need in different positions
• The importance of flexibility and adaptability

Fundamentals

Nowadays we hear a lot about big data. It is easier than ever to collect lots of data but the challenge lies in realizing what it is you should be looking into and what you should be ignoring. You must understand what data is really relevant for your sales team before you can turn them into a rockstar team.
Even before that, you need to identify what type of sales people you’re looking for. Different types of sales jobs require different personality traits and building a rockstar sales team depends on getting the right people in.

Personality Traits

Brandy’s method uses seven work-related traits to measure the effectiveness of salespeople. One of these traits is autonomy, and it deals with whether a person is a natural-born leader or more of a team player.

Sociability is another trait Brandy’s team measures. Someone with a high level of sociability is able to build relationships and rapport quickly and prefers working with people, whereas someone with low sociability prefers working on technical issues.

Flexibility

Some of these traits have been particularly emphasized by recent events. The pandemic and ensuing lockdowns worldwide have tested people’s flexibility in particular. Salespeople have had to pivot and change their approach, switching to virtual meetings and adapting their strategies to the circumstances.

Although we can see the light at the end of the tunnel with the vaccinations, the future is still a bit uncertain. This means that people with less capacity to handle and adapt to massive change could struggle with their professional performance as well.

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.

In this Expert Insight Interview, Jackie Noelke discusses retargeting ads; in her opinion, every company should be using this type of ad. Dr Jackie Noelke is a co-founder of Grateful Ads Co., the She-EO store and ND Community. She helps entrepreneurs start, grow and scale online courses, services, and memberships, so they can have the freedom they crave.

This Expert Insight Interview discusses:

• The advantages of retargeting ads
• Why not using retargeting ads is akin to leaving money on the table
• The best platforms to use for this marketing strategy

Retargeting Ads

If someone visits your website, you want to remain on top of their mind, so not advertising to people who are already considering you is leaving money on the table. Dr Noelke believes that every company out there should be using retargeting ads with no exception.

Another good thing about retargeting ads is that they are incredibly inexpensive. They are so cheap because you don’t need to push them out to a broad audience of people who have never heard of you.

Staying Relevant

Nowadays, people tend to shop around. The average consumer will probably look at many different options before deciding on a particular service or product. If you simply let the prospect make their choice without any influence, you could be missing a conversion opportunity.

Once you know that someone is considering your product or service, you should do everything in your power to keep your brand on their mind. This is where retargeting ads come in. The fact that they keep seeing your name in their newsfeed will give them the impression that your company must be a massive player in the industry and that you probably know what you’re doing.

Best Platforms to Use

Facebook and Instagram are, by far, the best platforms to use for retargeting ads. Google is incredibly powerful for its own reasons, as well, so to have a well-rounded marketing strategy, you should use all three platforms.

The main reason for this is that most people will find you through Google, at which point you can begin retargeting them using Facebook and Instagram.

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.

John Lefebvre started his career as a lawyer but soon after went a different route. He experienced a rise and fall with his online money transfer company Neteller, which linked American gamblers with so-called offshore gambling sites like bestcasinosites. The company was a big success but also got him arrested. He eventually did a plea bargain. During that time, he went back to his love for rock music, wrote his first song at the age of 45, and recorded his first album at 56. Today, John Lefebvre is a musician, author, entrepreneur, and philanthropist. In today’s Expert Insight Interview, he discusses his view of how America can successfully move forward and have great again.

The interview discusses:

• Freedom and Generosity
• The View on Human Spirit
• The support for the people’s growth

Freedom and Generosity

Wealth, just like freedom, comes with its price. The price of freedom is in its duty to enjoy it and continuously strive to extend that same freedom to everyone else in the world. One thing that fellow Americans often forget is the concept of generosity. American people are privileged and tend to take for granted the access they have to security, food, clothing, shelters, education, healthcare, justice, basic finance, and a healthy environment. However, these are the rights that should be universal for all people around the world. People often confuse generosity with money. But generosity comes in different terms such as time, knowledge, and most valuable of all – attention.

The View on Human Spirit

In America in the past, there was a principle that humans are good. Just how Adam Smith, the father of economics and capitalism, once said, men are good. The best thing that we can do for people is to set them free, and they will do their part to ensure everyone’s ultimate benefit. If we give people money, 80 or 90 percent will do something good with it. But nowadays, there is a different view on human nature. The more money you give to people, the more they want. We need to bring back the faith in people that they will do well if we give them a little push.

The Support for People’s Growth

The freedom to succeed seems like a lost concept nowadays. We do not celebrate individualism anymore but have a small group of people who think they know what is best for everyone. The fundamental of conservatism is the preservation of capital. And the elements of capital are money, property (the Earth), and people. We have to preserve, conserve, and grow all those elements. There are so many geniuses in so many different areas who are lost because we do not support them enough. The foundation of this country was to trust in its people. And if we focus on developing our human resources and our generosity, the wealth is guaranteed and infinite.

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.

There is no such thing as the ideal salesperson because different customers react differently to different personalities. In this #SalesChats Annie P. Ruggles discusses how introverts and empaths can excel at sales. Indeed the move to virtual selling has actually given many of these types of personalities an advantage.

This is both an informative and entertaining, fast-paced session with Annie Passanisi Ruggles who for almost a decade, has harnessed her Hulk-like disdain for hard sales, tacky self-promotion, and overly competitive sleazeballs as inspiration to help people find better ways to grow their small business

Recorded Live on April 30th, 2021

EPISODE QUESTIONS:

Q1: How can an introvert be an effective salesperson?

Q2: How to survive as an introvert in an extrovert job?

Q3: Can you give us some simple tips for introverts in sales?

Our Guest

Annie Passanisi Ruggles

Annie Passanisi Ruggles is a Founder and Dean of The Non-Sleazy Sales Academy. For almost a decade, Annie P. has harnessed her Hulk-like disdain for hard sales, tacky self-promotion, and overly competitive sleazeballs as inspiration to help people find better ways to grow their small business.

Links › Annie Pruggles | Linkedin.com | Twitter | Youtube

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 a 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.

We all had difficulty last 12 months. Many people experienced challenges and suffered losses personally and professionally. Thus, how can we pick ourselves up and bounce back? In this Expert Insight Interview, Umar Hameed discusses building a winning mindset. Umar Hameed is a sales coach who uses Neuro-Linguistic Programming and applied neuroscience in his teaching, an international keynote speaker, and an author.

The interview discusses:

• Our beliefs
• Changing physiology
• Changing the mindset

Our Beliefs

We all have experienced going from the okay state to the not-okay state in a second when something hurts us or makes us angry. But what people tend to forget is that we can go the same speed from the negative state to the positive one. We live in a culture where people do not believe that change for the better can happen immediately. The majority of our beliefs form by the age of seven. Thus, things that we used to hear as children are now our subconscious beliefs as adults. And many of those beliefs hold us hostage. However, as adults, we usually tend to blame everything else like a global economy, competition, our bosses, anything but our beliefs that hold us trapped.

Change Physiology

Our brain can lie to us about how we feel, but our bodies will never lie. Thus, when you feel uncomfortable, and you can feel it somewhere on your body, try to remember when was the last time you felt that same way. There is always a physiological reaction to your feelings, which is not a side effect but a message that your body is trying to tell you. How you feel is deeply and profoundly connected to your body language. Thus, changing your physiology as standing up can change how you feel immediately. It does not solve the problem entirely, but it helps to get momentum.

Change the Mindset

People believe that when they feel down, they can talk themselves out of it. And sometimes they can, but mostly they cannot. So many successful and award-winning people have an imposter syndrome thinking that they are a fraud. Many people are reluctant to write their resumes thinking they lack experience or qualifications. When something positive happens, our first thought is, “I can’t believe it.” The reason for that is because our subconscious mind speaks our truth. The problem is that we think that change is hard and long. Instead, change happens in a moment. It’s our right to let go of the past and live up to who we want to be. Everything starts and stops with your mindset. Thus, by changing it, you allow who you are, what you say, and what you do to come into alignment

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.