Ep 026 Prospecting and Social Selling Strategies That Work

02/03/22 • 58 min

Mental Selling: The Sales Performance Podcast

"Everyone acts like prospecting is binary- there's sending and not sending. It isn't. It's more than that. It's sending WELL vs. not sending well." -Ryan O'Hara What’s the best differentiator you have for standing out to prospects? It’s got to be the intricate, well-researched template you use, for sure... Or is it? 👀 Buying is individualistic now, which means sellers need to embrace the artistry and humanity of social selling. It turns out people are looking for more than a carefully constructed prospecting email sequence. They’re looking for YOU—your personality. I spoke with Ryan O’Hara about the shifting nature of sales and how he’s innovated his approach to connecting with new prospects. Join us as we discuss: ● The shift to individualistic selling and buying ● Strategies for injecting humor and personality into prospecting ● How leaders can enable sellers to prospect with individuality and personality Key Takeaways: - Harness the power of advanced sales prospecting to boost your clientele - Master the dynamics of hunter/farmer roles for increased profitability - Explore cutting-edge prospecting tactics to capitalize on hidden markets What to Listen For: - [02:58] The time and effort sales should spend on prospecting - [09:51] Getting out of a prospecting rut - [16:15] Injecting humor into your messaging - [20:56] The impact of creating 'win channels' - [22:41] Leveraging video for all it's worth - [33:20] Creating opportunities for people to get to know your name - [44:15] Obstacles and openings created for sales by the pandemic There is much to be done with personalization, and it doesn’t have to be stressful. In fact, it can (and should) be FUN. Ryan has cracked the code for having fun and breaking out of the “Groundhog Day” effect. From channeling the voices of different characters in emails to recording engaging videos, he’s tried it all. The future of sales and marketing is in unique connections, and people like Ryan are paving the way. “I want to figure out a way to attack (prospecting and social selling) in as creative a way as possible. And make it so that not only do they feel loved, and that I care about them, but they feel like I'm an interesting person that they want to do business with on an individual level.” — Ryan O’Hara Ready to take your prospecting and customer relationships to new heights? Listen now.

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Ep 025 When Top Performers Become Sales Leaders: Will vs. Skill

New sales leaders often feel as though all they do is put out fires. What they need to learn is that coaching is fire prevention. In this episode, I speak with Kevin Eikenberry, Chief Potential Officer at The Kevin Eikenberry Group, about empowering top performers to become great sales leaders. Join us as we discuss: - The blurry line between personal and professional development - 'Will versus skill' in leading people - Pitfalls for new sales leaders who were top individual performers - Transferable skills and skills to build - The underappreciated importance of sales coaching Raise your Mental Selling acumen with us on SoundCloud, Apple Podcasts, Google Podcasts, Spotify, on our website, or anywhere you get podcasts. Please rate our show — it really helps us!

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Ep 027 Rethinking Account-Based Selling and Marketing: Mindset, Strategy, and Focus

Relationships are not a one and done situation. You wouldn’t consider someone a friend if you spoke to them once and then didn’t hear from them again for years. Customer relationships are no different. If you create that initial contact, only to move onto the next lead shortly after, you’re setting yourself up for massive amounts of customer churn. You’ve spent time with a customer to identify a problem and commit to change. Don’t expect the customer to stay on course without holding their hand. Spend the time needed to gauge their progress. Communicate what is and isn’t being done. Otherwise you’re leaving all your hard work to chance. I speak with Matt Heinz, President & Founder of Heinz Marketing and host of Sales Pipeline Radio, about maintaining (and expanding) these relationships and more. “One of our largest jobs as sellers is to help build internal consensus towards a commitment to change.” -Matt Heinz Join us as we discuss: - Account based sales and marketing: how it has evolved & how to strategically select the right targets - The role an MQL (marketing qualified lead) can still have in an organization - Account based customer retention strategy & salesperson expectations - Rethinking the buying community & building your brand Want to learn more about the strategy, mindset and focus needed for account based sales and marketing strategies to work? Rethinking the buying community & building your brand? How to discern the right metrics to focus on from the wrong ones? This episode of Mental Selling is for you.