Creating a New Sales Process

338 | Creating a New Sales Process

Do you want to improve your sales? Improving means you might have to change the way you actually sell and how you engage the team to do so. It takes a complete revamp of sales inside of the company and it is a long sales cycle so if that’s you, then let’s talk about creating a new sales process.

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Jack Kosakowski

279 | How to Sell Socially with Jack Kosakowski

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Jack Kosakowski

Selling in business is part of the journey. Well, it is actually a huge part of your growth. No sales means no business. Sales has changed with the impact of social media. This interview is with Jack Kosakowski who runs a digital agency. He has been on the front lines of “social selling” for years. Jack shares the 3 keys to selling using social channels effectively.

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263 | How to Handle Objections in the Sales Process with Petra Foster

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Petra Foster

Today we chat with Petra Foster about PRICING. So many of us entrepreneurs have struggled or are currently struggling with our pricing packages. On this episode, we talk about how to get out of that rut. We begin with building trust and understanding our potential clients’ inner dialogue. Discover how you can tackle the objections and climb up the sales ladder.

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227 | Getting to Yes. The Art of Professional Persuasion with Matthew Kimberley

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Matthew Kimberley

Getting someone to YES is a part of life. It might in business or in your personal life. Have you ever tried to get a 9 year old to say YES to cleaning his room? Well it takes certain skills. Our guest is Matthew Kimberley who shares insights on getting to YES in business. Matthew is a sales master and his wisdom on sales will help you grow your business.

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218 | Sales Is About Adding Value With Each Step With Andy Paul

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Each and every business has to have sales. This is obvious. However, the sales process we take a day in and day out is rarely challenged. Does your business need some new steps to ensure value is the cornerstone of the sales process? Today’s guest is Andy Paul. Andy has extensive experience with sales from his work with Silicon Valley start-ups. We talk about sales from a new perspective. Enjoy.

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Overcoming the Fear of Sales in 4 Simple Steps

Flickr-Kevin Dooley

This article originally appeared in Entrepreneur Magazine.

Do you procrastinate or completely avoid doing any kind of sales for your business? Or do you think that the whole process of sales is a slimy and shifty experience that you just don’t want to do?

Well, here is a secret for you — sales is a necessary process in having a business. Ok, not much of a secret. The reality is your business depends on your ability to understand sales so that you can continue to serve your clients. Your resistance to this necessary part of your business is only costing you money and adding stress to your life.

If you do have a fear of sales, you are not alone. The fear is quite common. Creative, purpose-driven entrepreneurs like you seldom start a business because they are sales rock stars. You got in the business to do what you love to do.

Unfortunately, there is a myth out there that says, “Being great at what you do is enough to make your business grow.” Being great in your chosen field is only part of the business. The other part of your business hinges on you understanding how to sell your products and services in a way that is in alignment with who you are.

The fear of sales shows up in very interesting ways. I have had many clients who have related sales in their own business with the stereotypical used car salesman. When you dig into it, there is usually the one central fear — “What will they think about me?” This is where the slimy and shifty feelings seep into your thinking. You avoid sales in every way possible, even if that means not selling at all.

Let me share with you four simple steps to overcome the fear of sales:

1. Understand the real problem you solve.

Get a deeper understanding of the problem you solve. This means knowing how others approach the same problem. It is also about knowing the real cause of the problem and how the causes are different than the effects of that problem. The better you understand the problem your prospects face, the more likely you are to offer a creative and innovative solution to the problem.

Write a narrative story of the essential problems you solve. Include the root causes and the effects of the problem. Add to it why your approach is different than your peers.

Special Note: Don’t be afraid to break norms with industry standards. Going against the grain is a great way to separate you from your peers.

2. Get to the value you provide.

The value here is the client’s perceived value of what their problem is costing them. It is essential to understand the monetary impact of your work. If you cannot directly compute the “payoff” of your work, it will be hard to communicate it to your prospects.

Value is the root of the sales process. Your product or service addresses a real problem, right? Your job is to use all the tools available to you to see the value from the eyes of your clients and communicate that to future prospects.

Document all the cost savings and financial growth your work provides for clients. Also, document the qualitative parts of your solutions too.

3. Establish a sales process based on integrity.

Sales without a defined process are likely to wander. Wandering sales rarely build a strong business with repeatable results. The flip side of this is a defined step-by-step process for your sales. This includes the invitation to the first conversation, the steps after that conversation and all the steps in the between.

When you have a sales process aligned with integrity you are more likely to remove any points of resistance. This “integrity” part of sales is all about truly believing that your time with the prospect is valuable, versus simply being an interruption. When you believe it is valuable you will minimize your resistance.

4. Learn to love sales.

Loving what you do means so much to your overall results for your clients. Loving the actual process of sales will help you create a powerful business, too. When you accept that your work is valuable, and you know exactly who can get the most value from your work, you will enjoy the sales process more.

You can get by with two or three of these steps on your journey to overcoming the fear of sales but focusing on all of them will give you more confidence in your ability to serve others. In today’s markets, sales are about understanding how to add value to others before, during and after the sales process.

Photo: Flickr/ Kevin Dooley

This article originally appeared in Entrepreneur Magazine.

149 | Hiring and Managing Sales Rep Series 3 of 3 With Gene Hammett

Gene HammettJoin us for our final episode in a 3 part series of Hiring and Managing a Sales Rep! We’ll dig into the process of hiring and firing in this one too. Reflecting back on this series, episode 147 with Mark Jamnick focused on how to motivate your team for heightened performance, while episode 148 with Joe Kouffman focused on hiring traits you should look for. This episode builds upon the series and expands into how to fire a sales rep too. Listen in to get the full scoop on why you MUST take your time on this one!

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Gene’s Target Audience: Gene works with entrepreneurs who want to find the perfect match between their unique value and the people who will become their best clients and biggest fans.

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148 | Hiring and Managing Sales Rep Series 2 of 3 With Joe Koufman

Joe KoufmanToday is all about the hiring process for your first or your next sales rep. Don’t take this lightly. Hiring the wrong person will derail you in many ways. Be smart about bringing in the RIGHT person. Our guest today is Joe Koufman with AgencySparks. Joe didn’t start out as a master of sales. It took years of work and likely a kick in the pants too. Joe shares insights on what characteristics make for high performing salespeople. Joe shares one book that he recommends to all businesses, especially digital agencies. Listen in to this episode to be enlightened on what it takes to hire right when it comes to sales.

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Joe’s Target Audience: Includes marketers and vetted, specialist agencies.

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147 | Hiring and Managing Sales Rep Series 1 of 3 With Mark Jamnik

Mark JamnikSales is a critically important part of your business success.  In fact, it’s arguably the most important part. Most business owners have to learn to sell and position their products and services with blood, sweat and tears.  When they figure it out, they hold on to this part with tenacity and refuse to let go.  Meanwhile, there are others eager to hire someone to do the networking, relationship building and the endless calls to prospects.  Well, one of the most important hires you will make as a business owner will be the one that makes it rain (rain with money that is).

Today’s guest on the show is Mark Jamnik, who helps his sales team do more and sell more. Listen in on the conversation as we discuss hiring and managing sales reps.  If you want a team or have a team, this series is for you. Tune in to all three episodes to get the full picture.

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Target Audience: Mark serves business owners who have been in business for some time. Their business has become bigger than them and they are trying to grow by 1 million or more. They’ve also got a team and so Mark directly with their sales team.

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114 | Money Is An Echo Of Value With Bob Burg

Bob BurgMany people mistakenly interchange “money” and “value.” However, value comes first. Value is the relative worth of a service or product. Value is always from the perspective of the buyer. Our guest today is Bob Berg, Wall Street Journal bestselling author. Bob has written many books on sales and his perspective on value is critically important for leaders. Bob clarifies what he means with the quote “money is an echo of value.”

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Bob’s Target Audience: Bob serves the entrepreneurial market. Specifically, he targets those who love what they do, understand what they provide but are also uncomfortable with the sales process. They may not be completely aware of their worth. Bob aims to helps them develop better communication skills. Inevitably he then shows them how to make more money and serve more people.

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111 | Overcoming the Challenges of Customer Onboarding with Sujan Patel

Sujan PatelAdding new customers is the name of the game. There are many moving parts to growing a SAAS (Software As A Service) business to add those new customers. It takes savvy marketing and the ability to really solve a problem. Sujan Patel, VP of Marketing for When I Work, talks about the challenges of onboarding trial users-what not to do and the important aspects of success. Sujan shares the ins and outs he has learned to add 250,000 users in four years. Discover the fine line in marketing that Sujan had to learn the hard way.

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Sujan’s Target Audience: Small businesses seeking for more organization and ease within the workplace.

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109 | Making The Move to Premium Pricing with Gene Hammett

Gene HammettGrow your business with more customers, more offers or higher pricing. Having all three is ideal. Developing your own plan to create premium pricing will help you grow your business. With this episode, we unpack the whole process of developing premium pricing for your service business. Increase your awareness around ‘enemies’ to pricing and get the 5 steps you need to implement to increase your prices.

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Gene’s Target Audience: Gene works with entrepreneurs who want to find the perfect match between their unique value and the people who will become their best clients and biggest fans.

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