Emerge on Purpose: Mastering the Art of Sales Enablement
In this episode, Pete and Lindsay are joined by Roderick Jefferson who is the CEO of Roderick Jefferson and Associates. Roderick Jefferson is an internationally recognized, business-focused speaker. Pete and Roderick Jefferson have a mutual passion for helping salespeople become successful. Roderick talks about how he began coaching athletics due to the symbiotic relationship between what he received and was doing professionally, and how it relates to learning how to deal with other teammates, handle winning and losing, and constantly improve through practice.
Join us for a discussion on mastering the art of sales enablement and building connections to provide support. This skill is crucial not just for sales professionals, but for anyone looking to better understand and meet the needs of their customers and colleagues.
Watch this episode if you're a sales leader who wants to boost results and team success. Learn practical strategies and techniques to optimize sales performance and reach your revenue targets. Get ready to take your sales game to the next level!
Timestamps
0:00:00 - Conversation with Roderick Jefferson: Accelerating Speed to Revenue and Increasing Productivity
0:02:43 - Sales Enablement Professional Discusses Challenges of Assisting Salespeople
0:04:50 - Strategies for Building Rapport, Community, and Customer Service 0:06:33 - Heading: The Impact of AI on Sales Enablement
0:08:55 - Exploring the Impact of AI on Sales: Helpers vs. Sellers
0:12:47 - Conversation on Differentiating Between Sellers and Helpers
0:14:54 - The Value of Hiring Athletes for Sales Teams
0:19:16 - Exploring the Difference Between Managers and Leaders in Sales
0:24:12 - Qualities and Attributes Needed for Successful Salespeople in Today's World
0:29:20 - Critical Skills Needed for Salespeople and Leaders
0:31:00 - Qualifying Prospects and Effective Leadership
Key Highlights:
- Adjusting to the new virtual environment presents challenges in building rapport with customers and staying engaged in virtual meetings
- Importance of finding ways to help customers increase productivity and efficiency while working virtually
- Some sales reps were initially resistant to the shift to virtual meetings
- Transitioning to AI may be difficult, but will likely create more productivity in the end.
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35:35
New Quarter, Same Money-Making Behaviors: Sales Activities that Close Deals
In this episode, Pete and Lindsay break down each quarter and the behaviors, attitudes and techniques involved.
As sales leaders, do you know why this particular quarter is important for your team members?
Do they have a specific behavior-plan, focused on money-making activities that they can track, tweak and repeat?
Do they have the skill-sets to execute to make the most of every opportunity? Tune in for more!
2:20-3:13 BAT Going into a New Quarter
8:29-9:30 Why is this Quarter Important to You?
9:40-10:37 Active Listening is Part of Observation
13:56-15:00 Tracking Leading Behaviors 16:30-17:15 Accountability and Motivation
20:04-21:07 Work Hard. Work Smart.
Money-Making Behavior Examples:
• Re-capture Reach-Outs
• Asking for Intros to Other Departments
• Channel Partner Reach-Outs
• Tech Partner Reach-Outs
• Client Business Reviews
• Client Reach-Outs/Warm Touches • Target Account Reach-Outs
• Social Networking Time LinkedIn First Connection Requests 2nd Connection Research / Intro Requests 1st Connection Research Ask yourself:
• What is going to be the most effective for you?
• What is something you can commit to doing on a weekly or monthly basis
• What are your top 3-5?
Reach out to us for learn more about cookbooks and money-making behaviors: https://www.salefish.sandler.com/discovery
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31:29
Emerge on Purpose: 3 Coaching Tips to Turn B Players to A Players
What's the makeup of your team?
Whether you are new to leadership or inheriting a new team - first things first - we must assess our players.
The A Players - The Super Stars
The B Players - Good, Not Exceptional
The C Players - Fall below expectations
Sales Managers tell us they are:
• Unsure how to approach a coaching cadence with the 3 different types of players
• Lack the how-tos when unlocking motivation for the C-players
• Concerned about how to keep the A-players happy and engaged, so they don't look elsewhere
If this sounds like you, tune in:
0:00 Intro
More details coming soon!
Pete and Lindsay will discuss 3 coaching tips, specifically, to turn B players to A Players.
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37:16
Top 5 Reasons #5: No Clear Understanding of the Investment Process
We are often unclear on the client’s process of investing in new products or services.
How does this show up within our opportunities?
Claim too little budget, wrong budget cycle or release time.
Demand pricing early to justify going up the chain.
Customer uses words like spend vs invest.
What can I do to prevent this from happening?
Get comfortable asking about budget early and often.
Map out path to budget to avoid late stage hurdles.
Leave yourself time for budget solutions.
Time Stamps:
* :54 - Head Trash around Money Concept and How it Gets In the Way
* 11:00 - Clarifying Their Investment Process 11:00
* 12:30 - Ask-Bracket-Create (Budget Step) Example
* 14:50 - Roleplaying ABC Technique (CIGAR)
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23:06
Top 5 Reasons Deals Don’t Close #4: No Pain No Sale
If you don't uncover the emotional reason to buy, it is unlikely you will get the sale.
Sales reps must ask themselves: "in my discovery process, have I gotten beyond superficial pains to gain a clear understanding of the business impact and/or the individual’s personal impact?*
How does this show up within our opportunities?
Smaller deals or deals focused entirely on price (this for that)
Limited scope deals
Lost deals; notably to doing nothing
What can I do to prevent this from happening?
Build urgency by understanding the difference between ‘symptom’ (what) & pain (why).
Design a solution grounded on solving a customer problem / business outcome.
Time Stamps:
* 1:30 - Pain Iceberg, Why aren’t we getting to impact?
* 5:30 - Rushing to the present
* 7:40 - Self Reflecting on Your Pain Step
* 12:30 - UFC before Pain + Open Ended Questions
* 17:40 - Using CIGAR: Amateur Reps and Helping them Climb
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