Sales Game Changers | Tips from Successful Sales Leaders

This is episode 386. Read the complete transcript on the Sales Game Changers Podcast website. SHANNON'S TIP FOR EMERGING SALES LEADERS: "Grit is critical to our success, every single one of our successes. At the same time, understand that it's not a sustainable operating mode. Remember, we're talking about our own hearts, and the hearts of others. That means you've got to take care of yourself, in order to be able to have the strength to employ that grit. What I would say is the piece that you put into practice today is find ways to really go deep and drill down on those parts of The Grit Factor. You want to give yourself the space to do that work, and then give yourself the space to turn off that computer and turn off the cell phone and go spend time with your family. Go outside and move your body, and drink water and eat your vegetables. It really is about taking care of yourself so that you can not only take care of others, but then also go do that hard work that requires that grit. That is that balance that requires boundaries and thoughtful applications. I think we're pushing ourselves pretty hard right now and it's not sustainable unless you put some boundaries on it."

This is episode 385. Read the complete transcript on the Sales Game Changers Podcast website. This episode was sponsored by Cox Business. JAMY'S TIP FOR EMERGING SALES LEADERS: "Sales professionals fail when they make it about themselves. The more that you can make it about what is best for the customer and how you can meet their needs, the better you'll be. I see too many salespeople trying to make a sale by just giving the, "This is what you got to do because I want you to do it." It's all coming from my standpoint, my point of view, my perspective when the reality is people rarely are going to buy from me just because it's going to help me out. It doesn't matter if you're selling computer parts, airplane parts or you're selling an 18-year-old on why they need to come to your college. If you just give your sales pitch, no matter how great it is, that person must leave the interaction feeling better about themselves."

This is episode 384. Read the complete transcription on the Sales Game Changers Podcast website. Gv's TIP FOR EMERGING SALES LEADERS: "Have more patience with yourself, give yourself permission to try and experiment and play. Do it with compassion. Do not beat yourself up. We are our own worst enemies. If we took this voice that lives in our head and if we manifested them out, and we sat them in front of us and we acted like they were our best friend, that voice in our head is a crap talker all day long. We would never want to hang out with that person. He is not our friend, he's not my friend. The more we can improve the self-care and the self-talk to more positive versus negative, the better off we're going to be. So patience, permission and compassion. That's what I would leave you with."

This is episode 383. Read the complete transcript on the Sales Game Changers Podcast website. EDMOUND'S TIP FOR EMERGING SALES LEADERS: "Think about the margins. That's something that's not really a step but an example of what I'm talking about, if you're making cold calls, what time of day are you calling? What's the time that people are going to typically pick up the phone versus times that they don't? Make sure you push calls into that time. If it's a 5% difference and that increases your chances that you're going to get somebody 5% in the long run and it increases your sales, there's margins like that all across the board throughout the sales process. Whether it's email, whether it's social, whether it's how you present, how you frame things, how you say things. There's all kinds of things that you can take advantage of. Just think about little areas like that where you can get better."

This is episode 382. Read the complete transcription on the Sales Game Changers Podcast website. WESLEYNE'S TIP FOR EMERGING SALES LEADERS: "Manage up. When you're trying to grow your career to get to the next step, when you're trying to show your boss that you are the right person for this job, they need to know that you're a strategic thinker, so stop being so much of a tactical manager and start being a strategic manager by managing up."

This is episode 381. Read the complete transcription on the Sales Game Changers Podcast website. JP DAVITT: "Speak from the heart. Allow your spirit to speak through you. Everyone has their own internal vibration and your vibration resonates in your communication, your tone, your nonverbal and even your endurance. Everyone knows as a salesperson how important endurance is. Meditate on speaking with a pure heart and speak it into existence the same way you do your sales goals. Post on your mirror, use the secret to manifest your goals. The more you can speak freely and with a pure heart, the more opportunities that will appear clearly that were meant just for you. The reward for speaking with a pure heart is the physical, financial and emotional freedom." GREGG KIRK: "Joseph Campbell has a famous quote, "Follow your bliss." Follow your passion. The best thing you can do is follow what sets you on fire so that your work is not work, it comes easy and it's easy to do. That's basically what I did. If you're chasing money, that's all you're going to get." TANYA HOEBEL: "With whatever you do in your life, you need to be passionate about. You can't really sell something if you don't believe in the product. For instance, if I sold cars, my why would be because I want to protect other families from having one of their loved ones be involved in such a horrific accident. That would be my why, so you can protect every human driving so that their loved ones don't ever get that phone call. That would be your reason to do what you're doing and it's so important to have the why and be passionate about it."

This is episode 380. Read the complete transcription on the Sales Game Changers Podcast website. SHAWN'S TIP FOR EMERGING SALES LEADERS: "When you think about value, think about it in the form of a pyramid. There's five different levels of value that we can share with any buyer. Information value simplifies the research, value that helps them determine what they need to determine. Fundamental value is really value itself that ultimately satisfies the basic expectations that the buyers have. There's unique value, that's value that sets you apart from the competition. There's individual value which is the value that satisfies the individual that you're dealing with so you have to pose some questions and be able to understand what they value in order to respond to that and offer that kind of value. Then there's monetary value which is about the return on investment."

This is episode 379. Read the complete transcript on the Sales Game Changers Podcast website. GAY'S TIP FOR EMERGING SALES LEADERS: "Take 10 seconds and give yourself 10 seconds of pure appreciation for everything you are and everything you are not. Just 10 seconds of pure appreciation of yourself. It's an essential nutrient. We don't need a whole lot of it, but if you don't give yourself just a little bit of it, you're not going to feel centered all the time. So take a couple of breaths and give yourself 10 seconds of solid, loving appreciation. Then go do that with a few other people you care about today, and watch the magic unfold."

This is episode 378. Red the complete transcription on the Sales Game Changers Podcast website. MARIBETH'S TIP FOR EMERGING SALES LEADERS: "Have your value proposition, video it and make sure it is the best, most crisp value proposition that you believe is a home run. If you don't believe it's a home run yet, do it again and video yourself until you have what you think is the home run. Most people won't take this action step, they'll say, "I don't need to do that" but the best will, because that's how you get better. If you really want to get better, that's how you do it."

This is episode 377. Read the complete transcription on the Sales Game Changers Podcast website. TODD'S TIP FOR EMERGING SALES LEADERS: "It's all about getting a lead and pursuing that lead. If you're a seller and you've got good relationships, I'd call your best customer and ask for a referral. Think about who we sell to, it doesn't matter. We sell to investment bankers, that investment banker knows other investment bankers. That other head of corporate development knows other people. You're probably going to get a really warm introduction if you've done your job and been responsive and covered that account. I would call your best customer and ask them to give you a lead to the best prospect and here's the beauty, it might not be in your patch. But what a wonderful cultural moment that would be when you get to swivel in your chair hopefully one of these days and go to the cube next to you or whatever, or pick up the phone across the country and say, "I've got a lead for you."