Takeaways <ol> <li>Understand How Your Prospect Makes Money: You already know how your company makes money and you already know how you make money once your company makes money. During the sales process, if you really dig in and figure out how your prospects make money, then you can sync your offering with their real incentives. It truly doesn’t matter what you sell if you can figure out how your offering impacts their revenue engine. That’s the key.</li> <li>Put Yourself Out There: Your network is not just going to build itself. You have to commit time in a given week or month outside your organization. Think about it just like you would building your pipeline. Who are the top 3-5 people you’d like to know? Reach out to them and ask for coffee or for lunch. Be genuine in your reasoning and figure out how you can provide reciprocal value. This effort you put in now will pay off in spades for a long time to come.</li> <li>Own Your Day: It’s been mentioned a few times on this show but understanding your own process and the things that make an impact or crucial to real success. Get organized and plan your day intentionally. Block on time on your calendar to do the things you know need to get done and don’t let the 5-10 minutes between meetings get wasted with goofing off because you can’t get any “real work” done in that short of time. Also, at the end of each day, recap the day and plan for what is going to happen the following.</li> </ol> Full Notes <ul> <li><a href= "https://www.salestuners.com/amy-appleyard/">https://www.salestuners.com/amy-appleyard/</a></li> </ul> Book Recommendations <ul> <li><a href="https://amzn.to/2MJqqnf">It’s Your Ship: Management Techniques from the Best Damn Ship in the Navy</a> by Michael Abrashoff</li> <li><a href="https://amzn.to/2lmJR8T">The Five Dysfunctions of a Team</a> by Patrick Lencioni</li> </ul> Sponsor <ul> <li><a href="https://andcostello.com/?salestuners">Costello</a> - What if every sales rep inherited the habits of your best rep? With Costello, they do.</li> </ul>

<description>&lt;p&gt;&lt;img src= "https://assets.libsyn.com/secure/show/87724/amy-appleyard-classics-title.png" alt="" width="1024" height="512" /&gt;&lt;/p&gt; &lt;h2&gt;Takeaways&lt;/h2&gt; &lt;ol&gt; &lt;li&gt;&lt;strong&gt;Understand How Your Prospect Makes Money:&lt;/strong&gt; You already know how your company makes money and you already know how you make money once your company makes money. During the sales process, if you really dig in and figure out how your prospects make money, then you can sync your offering with their real incentives. It truly doesn’t matter what you sell if you can figure out how your offering impacts their revenue engine. That’s the key.&lt;/li&gt; &lt;li&gt;&lt;strong&gt;Put Yourself Out There:&lt;/strong&gt; Your network is not just going to build itself. You have to commit time in a given week or month outside your organization. Think about it just like you would building your pipeline. Who are the top 3-5 people you’d like to know? Reach out to them and ask for coffee or for lunch. Be genuine in your reasoning and figure out how you can provide reciprocal value. This effort you put in now will pay off in spades for a long time to come.&lt;/li&gt; &lt;li&gt;&lt;strong&gt;Own Your Day:&lt;/strong&gt; It’s been mentioned a few times on this show but understanding your own process and the things that make an impact or crucial to real success. Get organized and plan your day intentionally. Block on time on your calendar to do the things you know need to get done and don’t let the 5-10 minutes between meetings get wasted with goofing off because you can’t get any “real work” done in that short of time. Also, at the end of each day, recap the day and plan for what is going to happen the following.&lt;/li&gt; &lt;/ol&gt; &lt;h2&gt;Full Notes&lt;/h2&gt; &lt;ul&gt; &lt;li&gt;&lt;a href= "https://www.salestuners.com/amy-appleyard/"&gt;https://www.salestuners.com/amy-appleyard/&lt;/a&gt;&lt;/li&gt; &lt;/ul&gt; &lt;h2&gt;Book Recommendations&lt;/h2&gt; &lt;ul&gt; &lt;li&gt;&lt;a href="https://amzn.to/2MJqqnf"&gt;It’s Your Ship: Management Techniques from the Best Damn Ship in the Navy&lt;/a&gt; by Michael Abrashoff&lt;/li&gt; &lt;li&gt;&lt;a href="https://amzn.to/2lmJR8T"&gt;The Five Dysfunctions of a Team&lt;/a&gt; by Patrick Lencioni&lt;/li&gt; &lt;/ul&gt; &lt;h2&gt;Sponsor&lt;/h2&gt; &lt;ul&gt; &lt;li&gt;&lt;a href="https://andcostello.com/?salestuners"&gt;Costello&lt;/a&gt; - What if every sales rep inherited the habits of your best rep? With Costello, they do.&lt;/li&gt; &lt;/ul&gt;</description>

Takeaways  Understand How Your Prospect Makes Money: You already know how your company makes money and you already know how you make money once your company makes money. During the sales process, if you really dig in and figure out how your prospects...

[CLASSICS] 095: The Difference Between Cooperating and Collaborating | Amy Appleyard

In the last 5-7 years, there has seemingly been an explosion in the number of companies, both tech startups as well as more traditional businesses, that require salespeople. Unfortunately, in that same period of time there hasn’t been any magical creation of new sales talent. That misalignment has led companies to over-recruit, under-train, and honestly… just hope reps “figure it out." I’ve had some sales leaders tell me they’ll hire 10 reps knowing full well only 4 will work out. What in the world is going on? Most sales reps actually know what to do — that has been drilled into them over and over. They need help understanding the why (and even the how) behind the what. Today, I’m talking with Vendition’s Ashleigh Early about this exact challenge and what both reps and leaders can do to fill the void with context and personalization.   Links <ul> <li style="font-weight: 400;">Range: Why Generalists Triumph in a Specialized World by David Epstein <a href= "https://amzn.to/2QEOIkL">https://amzn.to/2QEOIkL</a></li> <li style="font-weight: 400;">Start with Why: How Great Leaders Inspire Everyone to Take Action by Simon Sinek <a href= "https://amzn.to/2QCbslr">https://amzn.to/2QCbslr</a></li> </ul>

<description>&lt;p&gt;&lt;span style="font-weight: 400;"&gt;&lt;img src= "https://assets.libsyn.com/secure/show/87724/early-CoachesCorner.jpg" alt="" width="1024" height="512" /&gt;&lt;/span&gt;&lt;/p&gt; &lt;p&gt;&lt;span style="font-weight: 400;"&gt;In the last 5-7 years, there has seemingly been an explosion in the number of companies, both tech startups as well as more traditional businesses, that require salespeople. Unfortunately, in that same period of time there hasn’t been any magical creation of new sales talent.&lt;/span&gt;&lt;/p&gt; &lt;p&gt;&lt;span style="font-weight: 400;"&gt;That misalignment has led companies to over-recruit, under-train, and honestly… just hope reps “figure it out." I’ve had some sales leaders tell me they’ll hire 10 reps knowing full well only 4 will work out. What in the world is going on?&lt;/span&gt;&lt;/p&gt; &lt;p&gt;&lt;span style="font-weight: 400;"&gt;Most sales reps actually know what to do — that has been drilled into them over and over. They need help understanding the why (and even the how) behind the what. Today, I’m talking with Vendition’s Ashleigh Early about this exact challenge and what both reps and leaders can do to fill the void with context and personalization.  &lt;/span&gt;&lt;/p&gt; &lt;h2&gt;Links&lt;/h2&gt; &lt;ul&gt; &lt;li style="font-weight: 400;"&gt;&lt;span style= "font-weight: 400;"&gt;Range: Why Generalists Triumph in a Specialized World by David Epstein&lt;/span&gt; &lt;span style= "font-weight: 400;"&gt;&lt;a href= "https://amzn.to/2QEOIkL"&gt;https://amzn.to/2QEOIkL&lt;/a&gt;&lt;/span&gt;&lt;/li&gt; &lt;li style="font-weight: 400;"&gt;&lt;span&gt;Start with Why: How Great Leaders Inspire Everyone to Take Action by Simon Sinek&lt;/span&gt; &lt;a href= "https://amzn.to/2QCbslr"&gt;&lt;span&gt;https://amzn.to/2QCbslr&lt;/span&gt;&lt;/a&gt;&lt;/li&gt; &lt;/ul&gt;</description>

In the last 5-7 years, there has seemingly been an explosion in the number of companies, both tech startups as well as more traditional businesses, that require salespeople. Unfortunately, in that same period of time there hasn’t been any magical...

#CoachesCorner 1 | Ashleigh Early

Takeaways <ol> <li style="font-weight: 400;">Become a Subject Matter Expert: There have been many conversations on this show that have talked about the need to truly understand who your buyer is. Jess took that even a step farther by suggesting that she actually become a licensed health benefits consultant. Think about that. Are there certifications in your industry that could help you better relate to the knowledge your prospects have? Yes, you can learn these things at a high level likely through your companies sales enablement, but what would it take to be able to truly walk in your customers' shoes?</li> <li style="font-weight: 400;">Your Questions Prove Your Credibility: Deals are won or lost in discovery. If the questions you are asking can easily be answered, you’re not asking the right questions. You want your prospect to actually think about what is being asked and that means showing you know their world. Use the words their peers use. Explain what you’ve seen other people like them go through. Then ask a question that makes them shift a bit in their seat. When they start showing emotion, you know you’re actually on to something.</li> <li style="font-weight: 400;">Listen: Simply stated, but not easy to execute. Think about your last discovery call. Were you listening to understand what your prospect was trying to tell you or were you really just waiting for them to stop talking so you could advance the conversation. What does it mean to actively listen? It’s the idea of reading between the lines. You hear the words that are coming out of their mouth but know there is a deeper meaning. When that’s the case, repeat some of what you just heard, and ask them to elaborate. Remember, people love to talk about themselves. Let them.</li> </ol> Full Notes <ul> <li><a href= "https://www.salestuners.com/jessica-mcqueen">https://www.salestuners.com/jessica-mcqueen</a></li> </ul> Book Recommendations <ul> <li><a href="https://amzn.to/2EpqeXY">Daring Greatly</a> by Brené Brown</li> </ul> Sponsor <ul> <li><a href="https://andcostello.com/?salestuners">Costello</a> - What if every sales rep inherited the habits of your best rep? With Costello, they do.</li> </ul>

<description>&lt;h2&gt;&lt;img src= "https://assets.libsyn.com/secure/show/87724/jessica-mcqueen-title.png" alt="" width="1024" height="512" /&gt;&lt;/h2&gt; &lt;h2&gt;Takeaways&lt;/h2&gt; &lt;ol&gt; &lt;li style="font-weight: 400;"&gt;&lt;strong&gt;Become a Subject Matter Expert&lt;/strong&gt;&lt;span style="font-weight: 400;"&gt;: There have been many conversations on this show that have talked about the need to truly understand who your buyer is. Jess took that even a step farther by suggesting that she actually become a licensed health benefits consultant. Think about that. Are there certifications in your industry that could help you better relate to the knowledge your prospects have? Yes, you can learn these things at a high level likely through your companies sales enablement, but what would it take to be able to truly walk in your customers' shoes?&lt;/span&gt;&lt;/li&gt; &lt;li style="font-weight: 400;"&gt;&lt;strong&gt;Your Questions Prove Your Credibility&lt;/strong&gt;&lt;span style="font-weight: 400;"&gt;: Deals are won or lost in discovery. If the questions you are asking can easily be answered, you’re not asking the right questions. You want your prospect to actually think about what is being asked and that means showing you know their world. Use the words their peers use. Explain what you’ve seen other people like them go through. Then ask a question that makes them shift a bit in their seat. When they start showing emotion, you know you’re actually on to something.&lt;/span&gt;&lt;/li&gt; &lt;li style="font-weight: 400;"&gt;&lt;strong&gt;Listen&lt;/strong&gt;&lt;span style= "font-weight: 400;"&gt;: Simply stated, but not easy to execute. Think about your last discovery call. Were you listening to understand what your prospect was trying to tell you or were you really just waiting for them to stop talking so you could advance the conversation. What does it mean to actively listen? It’s the idea of reading between the lines. You hear the words that are coming out of their mouth but know there is a deeper meaning. When that’s the case, repeat some of what you just heard, and ask them to elaborate. Remember, people love to talk about themselves. Let them.&lt;/span&gt;&lt;/li&gt; &lt;/ol&gt; &lt;h2&gt;Full Notes&lt;/h2&gt; &lt;ul&gt; &lt;li&gt;&lt;a href= "https://www.salestuners.com/jessica-mcqueen"&gt;https://www.salestuners.com/jessica-mcqueen&lt;/a&gt;&lt;/li&gt; &lt;/ul&gt; &lt;h2&gt;Book Recommendations&lt;/h2&gt; &lt;ul&gt; &lt;li&gt;&lt;a href="https://amzn.to/2EpqeXY"&gt;&lt;span style= "font-weight: 400;"&gt;Daring Greatly&lt;/span&gt;&lt;/a&gt; &lt;span style= "font-weight: 400;"&gt;by Brené Brown&lt;/span&gt;&lt;/li&gt; &lt;/ul&gt; &lt;h2&gt;Sponsor&lt;/h2&gt; &lt;ul&gt; &lt;li&gt;&lt;a href="https://andcostello.com/?salestuners"&gt;Costello&lt;/a&gt; - What if every sales rep inherited the habits of your best rep? With Costello, they do.&lt;/li&gt; &lt;/ul&gt;</description>

Takeaways  Become a Subject Matter Expert: There have been many conversations on this show that have talked about the need to truly understand who your buyer is. Jess took that even a step farther by suggesting that she actually become a licensed...

127: Jessica McQueen | Building a Sincere Interest in Understanding

In our first ever episode of READefined, we’re taking a look at Robert Cialdini’s <a href="https://amzn.to/2VUR2tX">Influence: The Psychology of Persuasion</a>. Today, we are all becoming overwhelmed by the sheer amount of information at our disposal AND the choice that comes with that for even the most mundane topics. While it would be nice to think our prospects consider all the information available to them before they decide whether to say “yes” or “no,” you know from your own day-to-day experience that reality is quite different. The truth is, we need shortcuts. We need rules of thumb to help us filter through the noise. And guess what… there’s a science to it. And, that science is the evidence-based research Cialdini presents in this book on the psychology of persuasion with six overarching principles. <ul> <li style="font-weight: 400;">Principle 1: Reciprocity</li> <li style="font-weight: 400;">Principle 2: Commitment and Consistency</li> <li style="font-weight: 400;">Principle 3: Social Proof</li> <li style="font-weight: 400;">Principle 4: Liking</li> <li style="font-weight: 400;">Principle 5: Authority</li> <li style="font-weight: 400;">Principle 6: Scarcity</li> </ul>

<description>&lt;p&gt;&lt;span style="font-weight: 400;"&gt;In our first ever episode of READefined, we’re taking a look at Robert Cialdini’s&lt;/span&gt; &lt;a href="https://amzn.to/2VUR2tX"&gt;&lt;span style= "font-weight: 400;"&gt;Influence: The Psychology of Persuasion&lt;/span&gt;&lt;/a&gt;&lt;span style="font-weight: 400;"&gt;.&lt;/span&gt;&lt;/p&gt; &lt;p&gt;&lt;span style="font-weight: 400;"&gt;Today, we are all becoming overwhelmed by the sheer amount of information at our disposal AND the choice that comes with that for even the most mundane topics. While it would be nice to think our prospects consider all the information available to them before they decide whether to say “yes” or “no,” you know from your own day-to-day experience that reality is quite different.&lt;/span&gt;&lt;/p&gt; &lt;p&gt;&lt;span style="font-weight: 400;"&gt;The truth is, we need shortcuts. We need rules of thumb to help us filter through the noise. And guess what… there’s a science to it. And, that science is the evidence-based research Cialdini presents in this book on the psychology of persuasion with six overarching principles.&lt;/span&gt;&lt;/p&gt; &lt;ul&gt; &lt;li style="font-weight: 400;"&gt;&lt;span style= "font-weight: 400;"&gt;Principle 1: Reciprocity&lt;/span&gt;&lt;/li&gt; &lt;li style="font-weight: 400;"&gt;&lt;span style= "font-weight: 400;"&gt;Principle 2: Commitment and Consistency&lt;/span&gt;&lt;/li&gt; &lt;li style="font-weight: 400;"&gt;&lt;span style= "font-weight: 400;"&gt;Principle 3: Social Proof&lt;/span&gt;&lt;/li&gt; &lt;li style="font-weight: 400;"&gt;&lt;span style= "font-weight: 400;"&gt;Principle 4: Liking&lt;/span&gt;&lt;/li&gt; &lt;li style="font-weight: 400;"&gt;&lt;span style= "font-weight: 400;"&gt;Principle 5: Authority&lt;/span&gt;&lt;/li&gt; &lt;li style="font-weight: 400;"&gt;&lt;span style= "font-weight: 400;"&gt;Principle 6: Scarcity&lt;/span&gt;&lt;/li&gt; &lt;/ul&gt;</description>

In our first ever episode of READefined, we’re taking a look at Robert Cialdini’s . Today, we are all becoming overwhelmed by the sheer amount of information at our disposal AND the choice that comes with that for even the most mundane topics....

#READefined 1 | Influence: The Psychology of Persuasion by Robert Cialdini

Takeaways <ol> <li>Speak a Common Language: As Greg was learning to sell, he was taught baseball idioms like ‘batting 1.000,’ ‘drop the ball,’ ‘be in the ballpark,’ and of course, ‘touch base.’ But to many of you listening, these phrases no longer have anything to do with the game because they’ve been so ingrained into our normal lexicon. What words or phrases might you be using that make no sense to your prospect? Greg gave the example of the literal translation of ‘How are you?’, a throwaway phrase we use in America that would make an Eastern European tell you all about their life.</li> <li>Get Your Prospect to Come to Their Own Conclusion: Think about the last time you felt like you were sold something. I’m not talking about when you last bought something, but truly felt sold. How long did it take for buyer’s remorse to set in? In every sales cycle, you should make it your goal for your prospect to find your value prop on their own terms. I like to do this by turning my statements into questions, where the answer from the prospect becomes what I wanted to say.</li> <li>Make the Sales Process as Simple as Possible: Regardless of the sales methodology you use, whether it be SPIN or Challenger or Customer Centric, it’s important to make the process itself as simple as you can for both you and your prospect. As you adapt the methodology to find your own selling style, you should be able to determine which parts come naturally to you and what needs to be adjusted or</li> </ol> Full Notes <ul> <li><a href="https://www.salestuners.com/greg-zapletnikov" target= "wp-preview-2364">https://www.salestuners.com/greg-zapletnikov</a></li> </ul> Book Recommendations <ul> <li><a href="https://amzn.to/2VO1Itt">SPIN Selling</a> by Neil Rackham</li> <li><a href="https://amzn.to/2VYcMEd">The Old Man and the Sea</a> by Ernest Hemingway</li> </ul> Sponsor <ul> <li><a href="https://andcostello.com/?salestuners">Costello</a> - What if every sales rep inherited the habits of your best rep? With Costello, they do.</li> </ul>

<description>&lt;h2&gt;&lt;img src= "https://assets.libsyn.com/secure/show/87724/Greg-Zapletnikov-Title.png" alt="" width="1024" height="512" /&gt;&lt;/h2&gt; &lt;h2&gt;Takeaways&lt;/h2&gt; &lt;ol&gt; &lt;li&gt;&lt;strong&gt;Speak a Common Language&lt;/strong&gt;&lt;span style= "font-weight: 400;"&gt;: As Greg was learning to sell, he was taught baseball idioms like ‘batting 1.000,’ ‘drop the ball,’ ‘be in the ballpark,’ and of course, ‘touch base.’ But to many of you listening, these phrases no longer have anything to do with the game because they’ve been so ingrained into our normal lexicon. What words or phrases might you be using that make no sense to your prospect? Greg gave the example of the literal translation of ‘How are you?’, a throwaway phrase we use in America that would make an Eastern European tell you all about their life.&lt;/span&gt;&lt;/li&gt; &lt;li&gt;&lt;strong&gt;Get Your Prospect to Come to Their Own Conclusion&lt;/strong&gt;&lt;span style="font-weight: 400;"&gt;: Think about the last time you felt like you were sold something. I’m not talking about when you last bought something, but truly felt sold. How long did it take for buyer’s remorse to set in? In every sales cycle, you should make it your goal for your prospect to find your value prop on their own terms. I like to do this by turning my statements into questions, where the answer from the prospect becomes what I wanted to say.&lt;/span&gt;&lt;/li&gt; &lt;li&gt;&lt;strong&gt;Make the Sales Process as Simple as Possible&lt;/strong&gt;&lt;span style="font-weight: 400;"&gt;: Regardless of the sales methodology you use, whether it be SPIN or Challenger or Customer Centric, it’s important to make the process itself as simple as you can for both you and your prospect. As you adapt the methodology to find your own selling style, you should be able to determine which parts come naturally to you and what needs to be adjusted or&lt;/span&gt;&lt;/li&gt; &lt;/ol&gt; &lt;h2&gt;Full Notes&lt;/h2&gt; &lt;ul&gt; &lt;li&gt;&lt;a href="https://www.salestuners.com/greg-zapletnikov" target= "wp-preview-2364"&gt;https://www.salestuners.com/greg-zapletnikov&lt;/a&gt;&lt;/li&gt; &lt;/ul&gt; &lt;h2&gt;Book Recommendations&lt;/h2&gt; &lt;ul&gt; &lt;li&gt;&lt;a href="https://amzn.to/2VO1Itt"&gt;&lt;span style= "font-weight: 400;"&gt;SPIN Selling&lt;/span&gt;&lt;/a&gt; &lt;span style= "font-weight: 400;"&gt;by Neil Rackham&lt;/span&gt;&lt;/li&gt; &lt;li&gt;&lt;a href="https://amzn.to/2VYcMEd"&gt;&lt;span style= "font-weight: 400;"&gt;The Old Man and the Sea&lt;/span&gt;&lt;/a&gt; &lt;span style= "font-weight: 400;"&gt;by Ernest Hemingway&lt;/span&gt;&lt;/li&gt; &lt;/ul&gt; &lt;h2&gt;Sponsor&lt;/h2&gt; &lt;ul&gt; &lt;li&gt;&lt;a href="https://andcostello.com/?salestuners"&gt;Costello&lt;/a&gt; - What if every sales rep inherited the habits of your best rep? With Costello, they do.&lt;/li&gt; &lt;/ul&gt;</description>

Takeaways  Speak a Common Language: As Greg was learning to sell, he was taught baseball idioms like ‘batting 1.000,’ ‘drop the ball,’ ‘be in the ballpark,’ and of course, ‘touch base.’ But to many of you listening, these phrases no...

126: Greg Zapletnikov | Breaking the Code to Find Your Own Style

SalesTuners is an interview where I talk with great sales leaders and high performing individual salespeople about the Behaviors, Attitudes, and Techniques that have made them great. Learn more at SalesTuners.com

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