Selling in Tough Times

Apr 14, 2020

You need to hear this message on how to sell with what's going on in the market and the world.

 

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Interview with Ido Bornstein-HaCohen, CEO at Conversocial

Jan 17, 2020

Bornstein-HaCohen joined Conversocial as COO in 2017 to oversee all commercial operations. Before coming on board, he achieved significant success growing and scaling companies with more than 15 years of experience in executive leadership positions at LivePerson, a leading Salesforce Consultancy and SAP. In early 2019, he was appointed Conversocial's president, expanding his responsibilities to include product and engineering oversight.

 

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Podcast #267 - Upselling Conversations Starters Part 2

Dec 14, 2019

Here are four (4) more upselling conversation starters that you can use!

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Podcast #265 - Upselling Conversation Starters (Part 1)

Dec 09, 2019

In a sale, how do you shift to upselling naturally and casually without spooking the customer or client?  Find out in this episode of the sales influence podcast with Victor Antonio.

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Sales Influence Podcast #259

Nov 23, 2019

Find out how to use 'decoy pricing' to shift a buyer's preference.

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Sales Torpedo

Nov 22, 2019

Years ago I worked for Honeywell in the Underseas Systems Division (USD). More specifically I worked in the Signal Processing group of their MK50 torpedo system.

The torpedo's sonar and guidance system use repetitive pings which were then processed in order to detect the underwater signature (outline) of an enemy submarine.

The guidance system continually updates its data (environmental information) with every successive ping and then makes the necessary prediction and adjustments until it finds its target.

Sales presentations, cold calls, demos should be viewed in the same context as a 'hunting' torpedo. Initially, you're not going to hit your target (i.e., perfect pitch, conversation or demonstration).

But like a torpedo's algorithm, with every iteration, you will learn, you will get better and you will get smarter.  And eventually, you'll hit your intended target (stride).

VA

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Sales Disablement

Nov 22, 2019

We've gone from CRMs to Sales Automation and now Sales Enablement which is comprised of Tech Stacks, Social Ecosystems, Acceleration Platforms, Revenue Intelligence Machines, and even (insert favorite phrase here). 

I'm just wondering, 

  • With all this technology why is it that salespeople still have about a 50/50 chance of achieving or exceeding their quota?
  • Why is it with all this technology, executives still say that over 75% of all presentations by salespeople provided no added value?
  • With all this technology, why are salespeople only spending approximately one-third of their time on actual sales-related activities?

At times, it seems to me, that the more we engage with (depend on) technology, the less we engage (connect) with clients.  

When does sales enablement becoming sales disablement?  

VA

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The Huevón Zone

Nov 20, 2019

About a year ago, a young man whom I've known for a few years called for advice. He had a dilemma. He was offered a full scholarship to a 4-year university and was thinking of putting his training business on hold.

I asked, "Why? Why do you want the degree?"

He responded, "Well, it's free and I always wanted a bachelor's degree?"

There were three problems with his thinking:

1) Just because someone offers you something for FREE doesn't mean you should accept it.

2) Nothing is ever free! Payments come in three forms: physical, financial or psychological. Opportunity cost is real!

3) Want and Need are two things. You may WANT something, but do you NEED it? He wanted a degree but he didn't need it to be successful in his business.

After stating the above, my parting words at the time were,

"You know what you want and its to have your own business and you're tossing it away because you think you need a degree and it's free. Stop being a huevón (lazy idiot...

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Chief Friction Officer (CFO)

Nov 20, 2019

I was thinking about the book, The Effortless Experience by Dixon, Toman and DeLisi which was published in 2013. I recently discovered it a few months ago and have read it twice. It's that good!

One of the key tenets of the book is to forget about trying to 'WOW' customers and focus on simply meeting their expectations. What a novel concept!

It's not about trying to impress your customers, it's about being able to serve them (i.e., resolve issues quickly when they call in) or better yet, allow them to serve themselves (i.e., solve a problem on their own without calling customer support).

The authors used the term 'effortless' but as an engineer, I like to think in terms of friction. The more you can reduce the 'coefficient of friction' between two surfaces, the faster an object will travel.

The same holds true for a customer and an organization. Being able to reduce the friction between the two will allow for a frictionless experience allowing the relationship to evolve...

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