EP 88 - Rob Liano - Asking for referrals

Explicit content warning

10/20/21 • 27 min

Rob Liano is not only one of my best friends and mentors but he's a Telesales Trainer, Coach, and Consultant, Best Selling Author, Keynote Speaker, Ready to Rock!
From Rob
If your sales force needs effective telesales strategies designed to qualify and close more sales, lower your CPA and gain more referrals, I can make it rain.
I never planned on getting into sales. I was a drummer with dreams of being a rockstar. Music was all I needed, well, until I realized I also needed to make money. To do so, I followed in my dad's footsteps taking a job selling vacuums, door to door. It sucked! Well, I sucked, because I didn't know what I was doing. But after attending the way too early 7:30 AM meetings, I learned sales skills and miraculously started to "drum up" business.
But I was a musician so it was just cash. I eventually went on tour and performed on TV and radio, and it was awesome! When the tour ended, the reality of having no income hit me. Basically, I went from signing autographs to signing bad checks and almost went bankrupt. Since sales was the only other career I was good at, I decided "I'm going back into sales."
That's when the love affair started. Through avid study, trial and error, and innovative thinking, my skills steadily improved. I discarded archaic tactics while cultivating insight that was simple, logical, and uncommonly effective. Serving prospects became euphoric to me.
And then the breakthrough happened!
My methodologies allowed me to change the face of insurance sales. I revolutionized an industry whose primary focus was product knowledge but lacked sales training. My modern telesales process became the catalyst to agents and agencies becoming multi-million-dollar producers. Those results inspired me to take the show on the road, branching out into all sales industries.
They say I'm genuine, enthusiastic, and funny, I say I'm results-driven, and getting results is all that matters. Plus, I like to be center stage, so speaking and training is a natural fit. I'll even ditch the leather pants and wear a suit upon request. ; )
Are you ready to rock? Get in touch and let's chat.
At your service,
Rob Liano

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Previous Episode

EP 87 - Jason Cutter - From Order Taker to Quota Breaker

Jason Cutter is the Author of Selling With Authentic Persuasion and a Sales Success Architect & Keynote Speaker.

From Jason
“Your mandate is to ensure that if I want to double the number of sales, I don’t have to double the number of employees.”
That was the conversation with my boss, many years ago, as I was brought in to help create scalable systems.
To me, it was simple but wouldn’t be easy.
They were a B2C enrollment company helping consumers mitigate their debt.
When I began, we had 2 sales offices with 40 reps total.
Each office had a trainer that taught what they thought was best. One even made up his own script.
For every 10 people hired, maybe 2 were still there after 60 days.
Inbound leads went to whoever was available, independent of performance.
Only one metric was discussed: total sales for the day (# of leads, closing % wasn’t important to the sales managers – want more deals? Buy more leads)
Reps were promoted to Team Leads (assuming they knew how to help their team win)
No performance improvement process, structured coaching, support, documented accountability or consequences were in place.
My job became building systems, processes, and structures for each part of the sales operation.
Within 12 months, the sales team had:
• 100+ reps, across 4 offices (2 were offshore)
• Results-based recruiting process
• Revised compensation & accountability plan
• Structured New hire training program (built into an LMS), complete with testing
• Real-time performance-based inbound lead distribution
• Structured gamification program
• Progression plan for reps, based on results
• Structured sales rep skills coaching program
• Ongoing education program
• Leadership/management mentoring program
All this = Scalable Sales Operation
There were bumps along the way. I learned a lot about how to build scalable sales ops.
One key was that I instilled the mantra “Marry the Vision, Date the Strategy!” (which helped the team embrace change)
Now as a consultant, this is what I help guide companies to create.
Whether it is full-scale sales ops transformation, Authentic Persuasion training workshops and coaching for the reps and managers, or mentoring and mastermind programs for sales leaders to help them get their organization to the next level.
Want to find out if I can help you/your team and to get a copy of the Scalable Sales Success Iceberg & Checklist -
DM, email ([email protected]) or call/text me – (206) 234-1848

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Next Episode

EP 89 - Jake Lynn - Absolute Certainty - 3 C's - Confidence, Conviction, and Clarity

This is a framework for achieving Absolute Certainty.

You can overcome so many challenges by implementing this strategy.

The 3 C’s are Confidence, Conviction, and Clarity. We’re going to break this down as a person, salesperson, and from the perspective of customers.

By true definition: