In this episode of the Startup Selling Podcast, I interviewed Marylou Tyler.
Marylou is the author of Predictable Revenue and Predictable Prospecting. She has worked with a number of co-authors and produced a book that will certainly help any startup company out there. Being one of the best sales enablement strategists, she is an expert when it comes to maximizing your resources and is always willing to share her knowledge to anyone who needs help.
This podcast focuses both on the incredible things that a startup business owner can do to improve sales and the common mistakes everyone should avoid.
Some of the key topics and questions that we covered in this podcast are:
Links & Resources
Marylou Tyler on LinkedIn: www.linkedin.com/in/maryloutyler
Marylou’s website & book-related resources: maryloutyler.com/swag
Jeremey Donovan on LinkedIn: www.linkedin.com/in/jeremeydonovan
(Amazon) Book by Neil Rackham: SPIN Selling
(Amazon) Book by Neil Rackham: Major Account Sales Strategy
(Amazon) by Marylou Tyler and Jeremey Donovan: “Predictable Prospecting: How to Radically Increase Your B2B Sales Pipeline”
Listen & subscribe to The Startup Selling Show here:
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In this episode of the Startup Selling Podcast, I interviewed Louis Jonckheere.
Louis is Co-founder and Co-CEO of Showpad. Showpad activates millions of pieces of content for over 850 companies around the world, including Johnson & Johnson, Fujifilm, Audi, Intel, and Kimberly-Clark.
Some of the key topics and questions that we covered in this podcast are:
Links & Resources
Showpad Website: www.showpad.com
Louis Jonckheere on LinkedIn: www.linkedin.com/in/louisjonckheere
Louis Jonckheere on Twitter: www.twitter.com/louisjonckheere
Listen & subscribe to The Startup Selling Show here:
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Thanks so much for listening! Tell a friend or ten about The Startup Selling Show, and please leave a review wherever you’re listening to the show.
Days get crazy running your startup – sales, customers, fundraising, hiring, firing, product, managing...
At home, we’ve got kids home from school because of quarantines, Veteran’s Day, Thanksgiving.
Far away, we’ve got loved ones we haven’t seen in two years.
Every day is a reason to be a little anxious. To be a little worried. To go a little nuts.
So always, every day, make time for your Self.
A midday walk. A three-mile jog. A 15-minute meditation. Cracking open a novel before bed.
Make time for your Self. It’ll help you be your best Self for everyone around you.
Do More. Be Happy. Surprise Yourself.
Check out my post here on LinkedIn.
Listen & subscribe to The Startup Selling Show here:
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Thanks so much for listening! Tell a friend or ten about The Startup Selling Show, and please leave a review wherever you’re listening to the show.
David Sandler famously said:
“If you don’t have a process for selling you’re at the mercy of your buyer’s process for buying.”
One of the biggest challenges startups selling to the enterprise have is keeping control and momentum through the sales process.
As a startup, when we're selling our new product, knowing our sales process is crucial to landing your next customer.
Why?
Because your prospects don’t know how to buy our thing.
They’ve never bought anything like it before. They know how to order new laptops and renew their CRM subscription. But they don’t know how to buy YOUR product.
Most startups sell products that replace spreadsheets… or manual processes… or Sharepoint… some antiquated system that was installed around the same time as Windows NT…
That means that it’s our job as sellers to lead our prospects through the sale, and that starts with the next call.
Remember that your prospects want to be led. This is your opportunity to take control of the sale.
This daily dose shows you a framework I developed years ago that works a charm every time, in every sales call.
Yes, really.
It’s called Confirm-Ask-Explore.
Confirm: Start every call recapping the last conversation or new developments that have come up since the last call. Then confirm the purpose and intended outcome of the meeting.
Ask: This is the centerpiece of your meeting — discover new information by asking questions. Showing your product and asking the prospect how they could see themselves using it – how it solves the problems and helps them achieve their business objectives. Ask about their key objectives and priorities.
Explore: Always leave time to talk about next steps — the next meeting with whom and when, how they'll share that sample data file and who’s responsible for getting it to you, and who else should be involved in the process going forward.
Leave every meeting with clear next steps - a mutual action plan.
Follow this structure and you’ll nail every sale call every time. Yes, really.
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BTW… If you want some help building more structure and repeatability into your startup’s sales process, I’d like to help.
Next week, I’m running a FREE Sales Masterclass for B2B startup founders & CEOs.
I’ll teach the core frameworks and systems that every B@B startup needs to implement to achieve a repeatable, scalable sales process.
Plus, we’ll do a diagnostic of your startup’s sales process so that you can see exactly where to focus on building repeatable systems in the next 3 months.
Here’s the link to our next Sale Masterclass: https://www.salesqualia.com/masterclass
Listen & subscribe to The Startup Selling Show here:
BluBrry | Deezer | Amazon | Stitcher | Spotify | iTunes | Soundcloud | SalesQualia
Thanks so much for listening! Tell a friend or ten about The Startup Selling Show, and please leave a review wherever you’re listening to the show.