Diagnosing Sales with Becc Holland - The Transaction - Ep #12

06/08/24 • 46 min

1 Listener

In this episode of The Transaction, Co-Hosts Matt Amundson and Craig Rosenberg sit down with Becc Holland, a sales expert known for her innovative approaches to diagnosing and solving sales challenges. They delve into the nuances of effective sales strategies, emphasizing the importance of proper diagnosis over traditional sales tactics. Becc shares her insights on understanding buyer metrics, discovering hidden problems, and delivering real value.

Takeaways

Effective selling is about diagnosing problems the buyer is unaware of.
Understanding and leveraging buyer metrics are crucial.
Sellers should focus on delivering insights, not just pitching products.
Discovery calls should be separate from demo calls to allow thorough diagnosis.
Providing value through actionable advice builds credibility and trust.

Chapters

00:00 Introduction
02:00 Viral Meme and Easter Bunny Anecdote
05:00 Transition to Business Discussion
08:00 Welcoming Becc Holland
10:00 Importance of Bold Moves in Marketing
15:30 Discovering Hidden Problems
25:00 Diagnosing and Solving Buyer Issues
35:00 Metrics and Industry Averages
45:00 Strategic Risk-Taking and Big Wins
55:00 Outro and Final Thoughts

Quote of the Show "It's not about showing me that you know me; it's about showing me that you know something about me that I don't know." - Becc Holland

Sponsor The Transaction is sponsored and produced by Ringmaster, the go-to branded podcast team. They handle everything from creative to guest booking, so you can focus on the conversation. Discover how your company can leverage B2B podcasts to deliver outsized ROI at ringmaster.com.

Connect with Becc Holland

LinkedIn: Becc Holland

Shoutouts

Gartner
Forrester
Jordan Peterson
Andy Raskin

Phrases Minted in this Episode

"Diagnose the Correct Things"
"Pain is Different from a Problem"
"Outlearn Your Competitors"

Follow the Show

Craig’s LinkedIn: Craig Rosenberg
Matt’s LinkedIn: Matt Amundsen
The Transaction on LinkedIn: The Transaction
The Transaction Website: The Transaction Pod
Substack: The Transaction Substack

Ways to Tune In

Spotify: The Transaction on Spotify
Apple Podcasts: The Transaction on Apple Podcasts
YouTube: The Transaction on YouTube

Takeaways

Effective selling is about diagnosing problems the buyer is unaware of.
Understanding and leveraging buyer metrics are crucial.
Sellers should focus on delivering insights, not just pitching products.
Discovery calls should be separate from demo calls to allow thorough diagnosis.
Providing value through actionable advice builds credibility and trust.

Chapters

00:00 Introduction
02:00 Viral Meme and Easter Bunny Anecdote
05:00 Transition to Business Discussion
08:00 Welcoming Becc Holland
10:00 Importance of Bold Moves in Marketing
15:30 Discovering Hidden Problems
25:00 Diagnosing and Solving Buyer Issues
35:00 Metrics and Industry Averages
45:00 Strategic Risk-Taking and Big Wins
55:00 Outro and Final Thoughts

Quote of the Show "It's not about showing me that you know me; it's about showing me that you know something about me that I don't know." - Becc Holland

Connect with Becc Holland

LinkedIn: Becc Holland

Shoutouts

Gartner
Forrester
Jordan Peterson
Andy Raskin

Phrases Minted in this Episode

"Diagnose the Correct Things"
"Pain is Different from a Problem"
"Outlearn Your Competitors"

Follow the Show

Craig’s LinkedIn: Craig Rosenberg
Matt’s LinkedIn: Matt Amundsen
The Transaction on LinkedIn: The Transaction
The Transaction Website: The Transaction Pod
Substack: The Transaction Substack

Ways to Tune In

Spotify: The Transaction on Spotify
Apple Podcasts: The Transaction on Apple Podcasts
YouTube: The Transaction on YouTube

Previous Episode

Bold Moves: Bold Results with John-Henry Scherck - The Transaction - Ep # 11

In this episode of The Transaction, Co-Hosts Matt Amundson and Craig Rosenberg sit down with John-Henry Scherck, a strategic marketing expert with a knack for bold, game-changing moves. Together, they dive into the evolving landscape of content marketing and the importance of taking risks for big wins. John shares his insights on why dipping your toes in the water just won't cut it anymore and how significant investments and bold strategies lead to remarkable results.

Takeaways:

Small, iterative approaches often lead to mediocrity; bold moves yield bold results.
Companies must have a unique and meaningful voice in a saturated market.
Building an owned audience is crucial for long-term success, rather than relying on rented channels.
Time to value and scannability are essential for effective content today.
Strategic risk-taking in content creation can lead to significant wins.

Chapters:

00:00 Introduction
02:00 Welcoming John Henry Scherck
05:00 Importance of Bold Moves in Marketing
15:30 Unique and Meaningful Content in a Saturated Market
25:00 Building and Leveraging an Owned Audience
35:00 Time to Value and Scannability in Content
45:00 Strategic Risk-Taking and Big Wins
55:00 Outro and Final Thoughts

Quote of the Show:

“Bold moves get bold results. Safe bets lead to mediocrity.” - John Henry Scherck

Sponsor:

Ringmaster Conversational Marketing - The Transaction is sponsored and produced by Ringmaster, on a mission to create connections through branded podcasts. Learn more at ringmaster.com

Connect with John Henry Schurk:

LinkedIn: John Henry Scherck

Shoutouts:

Eric Ries: The Lean Startup
Gremlin: Chaos Monkey Guide
Fonoa: International Tax Guides
Adam Robinson: https://www.linkedin.com/in/adam-robinson/
Apollo: Apollo Academy
Audience Plus: Audience Plus

Phrases Minted in this Episode:

"Bold Moves Get Bold Results"
"Time to Value and Scannability"
"Go Big or Go Home Approach"

Follow the Show:

Craig’s LinkedIn: Craig Rosenberg
Matt’s LinkedIn: Matt Amundsen
The Transaction on LinkedIn: The Transaction
The Transaction Website: The Transaction Pod
Substack: The Transaction Substack

Ways to Tune In:

Spotify: The Transaction on Spotify
Apple Podcasts: The Transaction on Apple Podcasts
YouTube: The Transaction on YouTube

Next Episode

Asymmetrical Marketing and Personal Branding with Adam Robinson - The Transaction - Ep # 13

In this episode of The Transaction, Co-Hosts Matt Amundson and Craig Rosenberg chat with Adam Robinson, founder of a $20 million ARR bootstrapped SaaS company. Adam shares his journey of leveraging LinkedIn for marketing, discussing the power of personal branding and asymmetrical marketing in today’s competitive business environment. He offers insights on content creation, audience engagement, and the future of sales strategies.

Takeaways

• Personal branding on LinkedIn can significantly impact business growth.

• Authenticity and transparency build strong audience connections.

• Asymmetrical marketing allows smaller companies to outmaneuver larger competitors.

• Sharing both successes and failures creates relatable and engaging content.

• Leveraging organic social media can lead to substantial business opportunities.

Chapters

• 00:00 Introduction

• 02:00 Viral Memes and Easter Bunny Anecdote

• 05:00 Welcoming Adam Robinson

• 07:00 Adam’s LinkedIn Journey and Personal Branding

• 15:00 Challenges in Outbound Sales and Market Trends

• 25:00 Importance of Authenticity and Transparency

• 35:00 Asymmetrical Marketing Strategies

• 45:00 Building a Personal Brand and Engaging Content

• 55:00 Outro and Final Thoughts

Quote of the Show

“Being famous within your target audience is the most valuable thing you could ever have as a founder.” - Adam Robinson

Connect with Adam Robinson

• LinkedIn: Adam Robinson

Sponsor

The Transaction is sponsored and produced by Ringmaster, the go-to branded podcast team. They handle everything from creative to guest booking, so you can focus on the conversation. Discover how your company can leverage B2B podcasts to deliver outsized ROI at ringmaster.com.

Shoutouts

• Andy Paul Podcast

• Scott Lease

• Chris Walker

• Sam Jacobs

• Devin Reed

• Dave Gerhart

• Anthony Kaneda

• Shopify Plus

Phrases Minted in this Episode

• “Asymmetrical Marketing”

• “Personal Branding on LinkedIn”