The Sales IQ Podcast

10 Pivotal Insights From Our First 150 Episodes

November 10, 2021

The Sales IQ Podcast

Join us as host of the show Luigi Prestinenzi talks to thought leaders from around the globe about the art and science of sales and marketing, personal development, and the mindset required to sell more everyday. Luigi is a master of creating pipeline and breaking down targets, he specializes in helping sales professionals build the mindset to achieve greatness and #bethebestyoucanbe.

When Luigi started the Sales IQ Podcast, he had one goal in mind: help sellers to become the very best they can be. Each guest on this podcast has given us valuable insights, advice and perspectives that they've earned over their careers.

In this, our 150th episodes, we take a look back at some of our favourite moments to help you #bethebestyoucanbe.

Episode 37 How to Optimize Your Sales Cadence, with Gabe Larsen listen here.

Episode 41 Finding Your Tribe, with Seth Godin listen here.

Episode 48 The Power of a Growth Mindset, with Brad Lea listen here.

Episode 71 Making the Most of Your Day, with Craig Ballantyne listen here.

Episode  40 The Sales Mindset, with Jeffrey Gitomer listen here.

Episode 1 Are We Starting With the Right Prospects, with Mark Hunter listen here

Episode 87 Developing a Mindset for What's Possible, with Chris Muddell listen here.

Episode 39 The Perfect Close, with James Muir listen here.

Episode 75 Smart Calling, with Art Sobczak listen here.

Episode 53 The Perfect Email, with Kyle Coleman listen here.


Not finishing 2021 the way you would have liked? Set yourself up to be the best you can be in 2022 by joining the next intake of our Create Pipeline program. Limited places are still available, find out more here 🚀

Connect with Luigi on LinkedIn.

This episode is sponsored by RingDNA. They make RevOps possible. Visit them here.

Luigi Prestinenzi
CEO & Co-Founder, Sales IQ
Luigi is Co-Founder and CEO of Sales IQ Global. He is highly regarded in the Learning and Development industry having lead major transformation projects with some of the world's most respected companies. He is also a recognized thought leader in the field of B2B selling.
Gabe Larsen
Vice President Marketing, Kustomer
VP of Growth, Customer Experience Expert, Podcast Host, Helping Brands Treat Customers as People, Not Tickets
Seth Godin
Founder and CEO, Seth Godin Productions
Founder of the altMBA, blogger, entrepreneur and author.
Brad Lea
Chairman & CEO, LightSpeed VT
As the Founder of LightSpeed VT, my mission is to get the knowledge from the people who have it to the people who need it.
Craig Ballantyne
Co-Owner and Editor,
Don’t have the discipline or structure to grow your business? I'll show you how to make more money and work less!
Jeffrey Gitomer
CEO of Buy Gitomer
Jeffrey Gitomer is the CEO of Buy Gitomer. He is an author and speaker on Sales Training, Customer Loyalty and Yes! Attitude. He has published 13 books including The Little Red Book of Selling and hosts training events across the U.S and Canada.
Mark Hunter
Author of A Mind for Sales. Sales Hunter. Speaker. Sales Leader.
Talks about #sales, #mindset, #prospecting, #salesleadership, and #salesmotivation
Chris Muddell
Business Development AU, Employsure
Global sales executive using proven commercial acumen to help clients realise maximum business potential.
James Muir
James Muir is the founder and CEO of Best Practice International and the bestselling author of the #1 book on closing sales – The Perfect Close. James is a 30-year veteran of sales having served in every role – from individual contributor to executive VP.
Art Sobczak
Business By Phone Inc.
Smart Calling™ prospecting and inside sales trainer/keynote speaker | Award-winning author | podcast
Kyle Coleman
VP, Revenue Growtht & Enablement at Clari
Sales & Marketing leader with a passion for people development, identifying & solving problems, creating & optimizing processes, and unifying departments across the revenue org.

[00:00:00] Luigi Prestinenzi: Welcome. This is the Sales IQ Podcast. My name is Luigi Prestinenzi, and I'm on a mission to help salespeople be the best sales professionals they can be. Each week we will bring you a different message from thought leaders around the globe so we can help you master the art of selling.

When I started the Sales IQ Podcast, I started it with one goal in mind: to help sellers become the very best they can be.

Now in a world where there is so much incredible content. There are so many podcasts that I listened to. So many books that I read, one would say, Hey, why do sellers need more content to help them be the best they can be? Because the more content a sales professional can engage with the better they will get.

It's not a one size fits all. And so, as I reflect upon, you know, all the episodes, all the incredible people that I've had on the podcast, we decided this week for our 150th episode to compile sort of the best, the best of the sales IQ podcast, best hits. And we decided to break this episode down from 10 different episodes from the likes of Seth Godin and Brad Lea and Craig Ballantine. You know that the, the king of sales Jeffrey Gitomer, get them all just to take some snippets of each of the podcasts, because sometimes you want to go back, not just to the Sales IQ Podcast, but other podcasts. I hear the content from a different perspective.

And so this week we've got some incredible content that we've compiled. We've gone through a whole bunch of episodes and taken some cases now. To help you be the very best you can be.

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And as we progress to the last stage of 2021, it's hard to actually, you know, when you look at what has been an incredible tough year for many, but we we're almost in 2022, for many of you, you're, you're working hard on getting some deals across the line before this last quarter for the calendar year ends.

And for many you're starting to set up what will be an incredibly strong first quarter for next year. We have to create pipeline program, which is delivering incredible results for sellers, from a variety of different industries from all over the world. We have a few openings for the next cohort. If you can hit me up on LinkedIn or jump on sales IQ, go to courses and check out the create pipeline program.

The results our participants are seeing are amazing. It's a coaching cohort as well. So you will have the opportunity each and every week to engage with myself and Tony, we come together on a zoom call on top of a whole bunch of incredible modules that you'll get all aimed at helping you create net new self generated quality opportunities for yourself.

Don't let 2022 control you. You have the opportunity to control your pipeline in the new year. Enjoy this episode. I'm very much looking forward to hitting the 200 episodes. Next year. We have some incredible guests coming on. We're going to change up some of the content as well in the new year. So look out for some refresh content, different perspectives, because we do this one room to help you be the very best you can be.

Episode 37 from November, 2019 with Gabe Larsen and how to optimize your sales cadence.

[00:04:25] Gabe Larsen: It's just so many people, they hear these words now, cadence sequence play. And I feel like some people that I, yeah, I think that, I think I understand that, but in. And I'll make this short, but guys, in order to build a good play in order to build a good sequence, I went to my data science team.

I said, guys, look at these, these data points, look at as many as you can. And we've got, you know, billions and millions of data points and all these different activities companies kind of use our software. Anyways, I said, break it down for me just so if I went trained someone who never. Done sales before.

I can't just tell them, do a cadence. I got to tell them what, what is the case? So I love the definition, but we then really came out with these five pillars. And I think that'll dovetail nicely into kind of some of these elements. So let me just go through, because it'll set the stage guys, number one is attempts and everyone knows that they're gay, but got it.

Totally. That makes sense. And even my data science seems to, it looks like everybody gets that people are doing it and they're, they're under. The second pillar we call media and that's the media pattern used, right? Are we using just like we said, which of the channels are we using? We're using phone, email, voicemail.

How are we mixing and merging them? When are we mixing and merging them? So number two is meeting number three is duration, and this is an often forgot one. How long should your cadence be? We can say here and talk about it. You might have an opinion. I might have an opinion. What does the data say? And duration is start to finish.

So I start on a Monday. I end on the next Monday. That's a total of X number of days, right? That's the length of my kids. Next was spacing. Spacing is time between each activity. So I do a call on Monday and then email on Tuesday. So I do two calls on Monday and then another email Wednesday. How do I space out those actions?

And then last but not least was content content. Even with the team, this, this is kind of the cherry on top, right? Hard to kind of really depict and break down because you can send one great email and all of a sudden it explodes the rest of your cadence because you get that response. And you're now in dialogue, but attempts, media duration, space and content is these are the DNA of a cadence.

Is, are you thinking about building them if you're not maximizing each one of those points? I think you're amiss.

[00:06:36] Luigi Prestinenzi: Finding your tribe with the incredible Seth Goden. This was episode 42 back in March, 2020.

[00:06:46] Seth Godin: Most of us have no chance of creating a truck. Okay. Tribe, Steve jobs did not create the tribe of computer nerds know he just showed up to lead them.

Bob Marley did not invent the roster. He just showed up to lead them. The Beatles didn't invent teenagers, they just showed up. Right? So there's this group of people there who, before I showed up, knew they wanted to do work. They were proud of knew. They wanted to count, knew they wanted to get through the things that were holding them back.

And I'm like, well, there's a bunch of us over here doing that. You want to come. But if I went away tomorrow, They'd still be here.

[00:07:28] Luigi Prestinenzi: And so I asked everyone more guests, this is sales, an art or a science.

[00:07:32] Seth Godin: Well, this is complicated. First of all, sales and marketing are really different things. It's a thousand times easier to sell. If you have good marketing there, all these people who claim to a built Google and the sales. No Google built Google, you just took orders.

You have to be really clear that he'd been at. Like I was brought to Vista. You wouldn't have saved those companies. Google built Google that's where marketing swamp sales. Art is what I call it when a human being does something that might not work. I'd be half of someone else. Yeah. Science is a very specific thing and science is repeatedly failing with an open mind in search of something that will.

And so by those two definitions selling is both. Yeah. And most people don't do either. Most people follow the manual, they are a cog in the system and that's why they're not any good at it.

[00:08:31] Luigi Prestinenzi: I mean, it's probably hard to isolate to one thing, but what's something that comes to mind that you would do before. In your career?

[00:08:37] Seth Godin: Well, the problem with that is if I did something differently, I wouldn't be here now because I change history. And so I would do all the failures all over again. Every failure benefited my ability to go to where I got.

I would try if I could still have the same outcome to make sure no innocent bystanders got let down. I, you know, we I saw the. Coming long before anybody else. And when the world wide web shut up, I famously said to my team, this is stupid. It's never going to work with, let's go back to. Well, that costs me 40, $50 billion and it costs my team all that upside.

So I went to prefer to help them out by being right about that. But on the other hand, if I had done that, I wouldn't have been invented email marketing and inventing email marketing is pretty cool thing to be able to say you did.

[00:09:29] Luigi Prestinenzi: The pair of growth mindset with Brad Lea, episode 41. From May, 2020.

[00:09:37] Brad Lea: Well, number one, you know, I like to call it the million dollar morning.

So if I gave someone a million dollars, they'd be elated. They'd probably be pumped for the whole month, maybe even the whole year, depending on their income and lifestyle. But if I gave you a million dollars cash right now, would you be fired? Pretty much. Yeah. I'd be fired up. Yeah. Yeah. Everyone would be fired up.

They'd be excited. So, so, so you got to think about this waking up in the middle. Is more valuable than a million dollars. And I can prove it because if I said, I'll give you a million dollars, but you're done when you wake up, you'll have no more, you know, you're done. If I give you a million dollars, nobody would want the million dollars to trade it for their life.

So that means when you open your eyes, when you open your eyes in the morning, you must realize that you just received a gift more valuable than a million dollars. Yeah. So, so nobody realizes that, but if you really put that into perspective, you wouldn't take a million dollars to not wake up, which means waking up is worth more to you than a million dollars.

So every morning you're receiving something worth more than a million dollars. So how can you be pissed off? How can you be grumpy? How can you think? Oh, I got to go to work and I got a prospect and man, all these problems, no, you get to go to work. You get to process. I want it boils down to it, dude, the more hands you shake, the more money you make bottom line.

And right now you can shake more hands virtually than you can physically anyway. So there's no better time on earth to be in sales than right now. So how do you fix your mindset? Ultimately, you wake up realizing that you're very lucky that you got to wake up period, and that puts your mind in the right perspective.

And now you're, now, now everything seems like an opportunity and you get up with a different mindset altogether because you're grateful. The gratitude is overwhelming. And then what I do is I like to focus, focus on four things in the morning, my health, my mind. My relationships and my money. So what I do is I spend a minimum, doesn't matter how busy I am, a minimum of 15 minutes, usually, you know, an hour, but 15 minutes on my health.

And I make sure I eat at least one healthy meal. Then I spend 15 minutes minimum on my mind by reading a non fiction self-help book, whether it be sales or leadership or whatever, every single morning. Then I go to my relationships where I send out five text messages and just give a kind message to five people that I want to build relationship with.

Cause I believe relationships with the new economy, the every seven figure deal I've ever done. I've traced it back to a relationship that I had. So relationships are invaluable. So, so for 15 minutes every morning, I'll send five messages to somebody and just start building those relationships, build those relationships.

And then I'll pick five things that I must do today to drive revenue because revenue is extremely important. Making the most of your day with Craig. Episode 71 from September, 2020. Everybody that I coach goes through these three steps. The first step is a brain dump. You can use a scrap piece of paper.

You can use a giant whiteboard. You can use the little scripting pads that we give to people and in our coaching. And you just write down all the things in your head. You know, I got to call this person. I got these free calls. I gotta run this errand. I gotta go to the gym. You know, go to F 45, we got to, you know, whatever it is.

Right. You got all these things, 18 things are on the list, but when you do that, you go that's all right. I'm glad that's out of my head now. It's kinda like, it's kinda like, have you ever played Legos with your kids? Yeah. Okay. So, so what's the biggest Lego set you bought? That's a good question. From the old techniques I bought one of my business partners.

I thought this was the greatest gift I bought him the desk. Yeah. It's 4,000 pieces and he looked at me and went, I hate you for what you've done here, because all I see his picture on box and Lego inbox. I don't see Lego all over the place. Right. But as entrepreneurs, busy parents were walking around with 4,000 pieces of Lego in our head, all jumbled up.

Right. And so it's a very unclear. The brain dump is like taking the Lego and spreading it out over the table are very much like when I was a kid, you know, I did play with some Lego, but also played with jigsaw puzzle, you know, things and you take a thousand pieces out and it's like, okay, it's still a mess, but at least it's, now we can organize and start putting it together.

So step number one is. It's not the number two is now we organize it into a priority to do. If you're doing your two lists to do list in the morning, you're already too late and that's why people are stressed out. You need to do your, to do list the night before, because first thing in the morning, you have the greatest willpower, discipline and intense.

The greatest willpower, discipline and intention, which means if you have to write a new sales script, but you have to read chapter for your book, or you have to do hard, hard work doing it. First thing in the morning is a greatest chance for you to do it. But most people, what they do is they wake up and they do gratitude, journaling and yoga and meditation and exercise.

And then they do their to-do list. Like, okay, well now you've been up for an hour and a half and you haven't gotten to any work. So do the to-do list the night before. And then when you wake up, go to your hardest activity as quickly as you can, and you'll make more progress, which will release more of the pressure belt.

So that's the second step is taking those 18 things, identifying your top two or three really important tasks, making very clear that you're going to attack them and priority. And then also scripting out your day so that yeah, you pick up the milk and you get the F 45 and all that stuff, but you attack the day.

And then the third thing, cause most, most people who are good to get there, but they missed this third thing. And the third thing is something that I stole from chip and Dan Heath and their book switch, which was all about habit change. And they said you want to make the path to success as smooth as possible.

So for example, like if somebody listening to this has ever tried to take up an exercise habit and you're not a natural exercise. You've probably heard all, you know, wake up in the morning and we'll go for a run, but you wake up in the morning and you're like, oh yeah, I don't know where my shoes are. So, you know I dunno where my workout clothes are and it's kinda, you know, it's kinda cold out there, but it's warm in bed.

But if you put the exercise clothes on the shoes, right beside the bed, you put them on and you know, half the gone this half done as Mary Poppins one set. So yeah, so there it's the same sort of thing with our work. If we know what we have to do, and then. Like, like I'm a writer. I read two books. So if I like, if I say, okay, my number one priority for tomorrow morning is read chapter two.

And then I wake up when I open this computer and there's nothing but a blank document staring at me. I'm going to go I don't know. But if I have a title in five subtitles that I thought of the night before, and that process planning all of a sudden, it becomes a whole lot easier to write 300 words for five subtitles rather than 1500 words.

So think about what you can do the night before in a minute or two to make tomorrow morning to work easier so that you slide writing. And wow. If you do that, you will triple your productivity, which means opening up more time for either homeschooling. The kids are finally getting that exercise or being able to have a little bit more sleep, getting to bed early or whatever it is tonight, the next night.

[00:16:56] Luigi Prestinenzi: The king of sales, Jeffrey Gitomer episode 41. This was the sales mindset back from March, 2020.

The mindset that you have of, you know, creativity and, and, and, and, and constantly learning. You know, do you ever have fun challenges where you know, your, your mindset diverts away from that such a positive and abundant mindset, and sometimes you find yourself in a negative frame.

[00:17:25] Jefffrey Gittomer: Of course you do. Everyone does the key is to recognize it and get over it. Yeah. P well, who said that? Oh, I'm having a bad day. That's their choice. I might have a bad few minutes. But I'm not going to have a bad hour. Yeah. I'm going to, I'm going to process it and let it go through and done. You know, my, my I can tell you the day my mom died the day my, my dad died.

And a couple of other days I literally had a bad day. Yeah. Other than that, I have a bad minute. Here's the deal? Several years ago, I'm going to call it 20 years ago. I'm rounding the corner, going to a big meeting in South Carolina, about three hours away, a big meeting for me. Cause one of my mentors was there.

The whole nine yards. I might have a steering wheel stuck and I ended up hitting a pole and the airbags went off. Yeah. Now what'd I do. Good old pissed off Nat. I call the insurance company, got tow truck called enterprise Rent-A-Car and told them to bring a car over as fast as they possibly could. I'm two blocks from my house.

I got in the car and drove to the, to the place. Yeah. I'm not going to, give a shit about that kind of stuff. Yeah. If you lament it and you get all pissed off about it or you just let go, babe. Cause it's no big deal. Nobody got hurt. Nothing bad. Huh?

[00:19:07] Luigi Prestinenzi: You know, and this is interesting that you talk about this because you know, a coach, a few salespeople, and you know, one of the things that we're finding is the one day turns into two turns into a week, turns into a quarter, and then all of a sudden. You know, they really struggling to hit number. And, you know, I had one yesterday and I actually, I flipped it and I said, well, you know, he said, are the leads are bad, you know, or the CR on the system. And I said, but hang on, you know, four months ago you show me a sales person. That's probably a hundred percent. And that's the conversation we had

. I said, mate, when you would pay. With the leads are same. Yes. Did you have the same manager? Yes. Did you have the you know, like tell me what was different about your company will nothing. So the only difference is your mindset and he actually got it.

Going back in time for this one to the very first episode we did on the Sales IQ Podcast. Are we starting with the right prospects with Mark Hunter from November, 2018?

[00:20:12] Mark Hunter: This is the difference between. Cold calling. Hey, let me just give you a telephone directory and have you call phone numbers, you know, you know, I don't care what. They right now we have to be targeted. So this means I'm going to do research on a party. I was just with a gentleman this week and he sells into a number of different industries, but he did research on this is a really critical industry.

Here's some critical companies in that industry. In other words, he did research to begin to narrow it down. He then began to do some research as to who in his company, getting the internet, all Russians there. And within two phone calls. Company. He was able to get an in-person meeting because he had done a little bit of background, a little bit of research, and he said, you know, the cost of me traveling to go to this meeting and have this meeting.

There's certainly costs, but the value, the outcome, I know that I can help them with and the revenue that I know they can provide to me and my company, certainly a warrant. For me to go have that meeting because he had done a little bit of research. So I think we're way past, let's just, let's just pick up the phone and let's just start punching in digits.

No, we're, we're, we're way past that, but I leave by just doing a little bit of research. So what we can do. Is now we begin to feel okay, here's the right market. Now what's the right timing. Well, what's the critical event happening in their industry. What's the critical event. And, and because suddenly this is going to trigger them, trigger in a prospect's mind, a need that they may have to change behavior.

They may have to do something different. So, boom. I can sit there and call what's the. He's analogy of when they buy, how they buy. I mean, all these various elements come into play and allow you to say, you know what, I need to make these calls this particular week, or I need to make these calls this particular week.

Now there's one other piece that I can't let slide. You know, some of the best sales advice is found in our shower, in our shop. Nah, I'm not talking about me being no, no. Look, look in your shower and you're going to see a bottle of shampoo. And there's two very critical words on that bottle of shampoo.

And you can take these one, these two words to the bank, rinse and repeat, rinse and repeat. What does this mean? You may have to reach out to that, that prospect four or 5, 6, 8, 10 times. But, but here's all thing that first word was. Now the whole idea of rinse is why you don't wash off the old shampoo and put that all shampoo back when your hair, no, you get new shampoo, you get a new message.

She get a new message. What you'll want to be continually doing is coming back to that prospect, providing them with new insight, new information, new questions, and ultimately what happens is they do say, Hmm, I need to talk with this lad. I need to talk with this gal. I need, I need to speak. They have information I E to know.

[00:23:31] Luigi Prestinenzi: Who could forget the sales athlete, Chris Muddell, developing a mindset for what's possible episode 87 from December, 2020.

[00:23:43] Chris Muddell: Yeah. So I had a one of the owners of the company is a billionaire. His name's Peter. He he came out on the road with me one day and he made a call. To me that resonated and it was about family and how important family was. And at that stage being number one, I was all in. And my, so in other words, I was 100% selling and I was probably 20% everything else.

Yeah. So that's good for cashflow for clients, for awards, for accolades, but it wasn't so good building and forging relationships with the people close to. So within one day my daily routine went from 12 hours of selling to 10 hours of selling. And then by the end of the year, I scaled it back to eight hours of selling per day.

So what that meant for me was I had to do the same or similar sales results in approximately two to four less hours every single day. And if anyone's ever done that, it's not easy to do that at all, because I'm not saying you suppress your expression of you. You sort of have to be all in to become number one in my, in my opinion.

But what I was able to do is, cause my habits were so disciplined and my rhythms every day, it is four meetings, booked face-to-face C3 meetings or C3, potential new customers, qualified meetings, and with an intention to engage one new client. The average client size in my world is $22,000 per client. And as long as I do that every day and every week, every month recall.

On average, I'll be seeing 150 new clients on board, the services that I'm representing and $3 million of business every year. Yeah. So basically that's been my averages every year, whether I've been working 12 hour days, 10 hour days, eight hour days. So the system works and the disciplines work. So even in COVID as an example, same.

I get up at four o'clock. I do my morning routine. I've spent time with the kids. I've then came into the office today. We're doing a podcast this morning at 6:45 AM. I've got my first sales meeting at eight 30. Currently I've got five sales meetings and because it's COVID they via zoom at this stage.

I've got my calls in between those meetings already shed ruled. And in my mind, I'm going to come away or I'm going to be able to help and engage with one new client by the end of today. Now this isn't anything new. The only thing that's changed today compared to maybe two months ago is my technology, my environment, my process, and my pitch had to slightly varied to match the new circumstance.

But it's the same disciplines. It's the same numbers. It's the same. And it works. And when I coached this to other people in sales, it's the same thing. There's a certain amount of activity which equals a certain amount of results. So technically I argue, I don't have lots of time to go into social media and put all these posts on all these sort of stuff.

Of course I do. And that's an excuse and limiting belief, but I'm just saying if a sales person is doing the right job, they're very, very successful. They don't have to further. Because they've got enough existing clients to help. They've got enough existing partners to help. And as I said, most of my business is done through referral.

So technically I'm doing inside social selling as opposed to outward. I don't know what the phrase ology would be, but my social selling is in my networks. Not out there. Cold people. I've got no idea who they are. Put that coffee down, always be closing a very famous line from a very famous movie, but no, this is not that line. And this is not that movie.

[00:27:28] Luigi Prestinenzi: This was the episode with the man himself, James Muir, author of The Perfect Close, episode 39. 26th of February, 2020.

[00:27:43] James Muir: Well, you have to discover what it is that weather, weather challenges, and what's actually going to help them get there. And that's going to be unique for every client. So we don't go into a sales situation, assuming that the, that this, you know, the thing that's going to help this guy. You don't assume that.

And so we just it's called tabula rasa, right? We just go into the situation thing. All right. Well, what can I do to serve this person to help this person? And by the way, adopting this mindset will make your selling so much funner because you you actually don't have control. So that degree you keep leaning into it to try to control a situation that you can't actually control because there's another free agent involved.

You're going to get frustrated with that. What you can do though, is you can walk in knowing that you're going to self serve that person as, as well as you can. And then the key is just to understand, you know, how can I walk them through what questions can I ask them? What things can I ask that will help them develop their understanding of their situation, help me understand it.

And then we can together think, okay, well, what's the best solution. And you should also walk in any situation. With the, the the idea that if you can't serve this customer best, you're going to point them to the person or the solution that can help them the best. Right. And and so that way all you have to do is you can walk in completely congruent into any situation.

Knowing that you're going to walk out of there feeling great about yourself and the customer. And I would just tell you a crazy story. So I had a a client that I did this with and we actually did not make the sale. I actually recommended this was a group in Arizona, a medical group. And I actually recommended that they go purchase a different solution.

Two years later, that person recommended Glen Edwards out of banner health systems in Phoenix, Arizona. And that turned it ultimately to a $10 million deal. Now, if I hadn't just served that person correctly at the very beginning, Right. Would I have ever gotten the referral to the account that landed us?

What the biggest deal that we've ever gotten? I don't think so. And so that's the whole thing is you as the salesperson, you know, we have quotas and we have things like that. And so I call it commission breath. But when you go into a situation with all that pressure of, am I going to achieve a quota and you know, how can I close this deal?

You're sending a whole ton of nonverbal signals that you do not want being sent. Yeah, just adopt a different mindset. Where were you going into this situation? You're thinking, how can I best serve this person? And I'm going to serve this person as best as I can, regardless of the outcome, whether it benefits me or not.

And if you do that, you'll end up with situations like the one I just told you now I had to wait two years for the payoff. Right. But that was a very big payoff. Right. And I, and a very big validation that that's the right way to serve people.

[00:30:09] Luigi Prestinenzi: Smart Calling with Art Sobczak episode 75, back from September 2020.

[00:30:17] Art Sobczak: I believe sales is the greatest profession in the world, and we should all be proud of what we do as sales professionals, but there most definitely is a difference between a sales professional and a sales hobbyist, or dabbler. It's like, there's a difference between a sports professional and the person who plays a pickup game in their backyard.

You know, on the weekends or whenever. And the professional is somebody who works at their craft. They fine tune it. They, they are constantly gathering new information, new knowledge, so they can better themselves. They can fine tune their skills. They're constantly practicing as opposed to the person who just puts in their time and just going through the motions.

And they're, they're just mailing it in. So yeah, most definitely. And I know in your business, like in mine, we've seen boats and in almost every air organization, There are both right now, but

[00:31:13] Luigi Prestinenzi: I want to ask you a question when it comes to cooling, let's start with what should people know?

[00:31:19] Art Sobczak: Well, what people should not do is simply followed the numbers game mentality, which is I need to just place more calls. And part of that has to start with management as well, but it's not totally up to management because I still believe that whatever situation anybody is in right now.

They control for the most part, granted with the pandemic, when, when we're recording this, some people have been really thrown a curve ball and they're in bad situations, but still life is full of choices. I mean, we can go find new opportunities. We, we can change things. So what, what can people do? Number one, have the mindset of, I'm not just placing cold calls.

If you are prospecting, if that's part of your. Okay. That's, that's primarily what we're talking about here. So I'm not going to place a cold call. Matter of fact, I have this fear. I have this horrible fear that I would call somebody up and not be relevant to what's going on in their world. And that's what part of the thing that drives me all the time.

Every time I pick up the phone is that I want to make sure that I'm talking about what's going to be relevant and interesting to them so I can create some curiosity and they don't perceive me as the stereotypical salesperson. Not. You know, like I said, we're professional salespeople, but let's face it.

For a lot of people out there, their view of salespeople is still the, you know, the stereotype, the fast talking person, who's just trying to jam something down their throat. Okay. So number one is the mindset. So don't have the mindset of the smile and dial, throw it up against a wall. Also, I'm getting a little bit tactical here and in the book I've got, I think 29 mistakes that people should not make in the first 10 seconds of a phone call.

And many of these are actually perpetuated and. And used by people out there. I mean, there, I am just going through LinkedIn the other day again, and I was pulling my hair out what I have left. And because people were suggesting all these goofy things that they said, they say at the beginning of a call, and I can't imagine anybody has any success with it.

And it was actually troubling to me because I was hearing things like. They would start out the very, they wouldn't even introduce themselves to their company, but they would start out with, I want to let you know that this is a cold call and I am a salesperson, or this is a or I am a Salesforce and this is a sales call, or I know you're busy.

I won't take too much of your time or I won't waste your time. And I'm thinking in all those situations, what is the salesperson doing? They are embarrassed and they're apologizing for what they're doing. And. We are a professional salesperson. We need to believe with all of our hearts, that we have something that is going to make somebody's life better and make their organization better.

It's going to cause a change that they want. And if you don't believe that you shouldn't be placing a call and if you have to start out a call with an apology, to me, that is ridiculous and professional. I mean, how are they going to view you? They're going to view you like, oh yeah. Okay. Yeah, you are bothering me.

What do you have? As opposed to following the process where we introduce ourselves, we make a connection, a connection being, I know something about you. I understand this is going on in your world, or I know this is one of your initiatives. And then what I do is I'll give them my specialty and say, what I do is I specialize in working with, and then I could either give their title or their type of company or their situation.

I specialize in working with with sales teams that have new business quotas who are now doing cold outreach, but aren't getting the type of results that they're looking for for a variety of different reasons. And what we do is help them implement a proven process that in many cases increases their response anywhere from 10 to, in some cases as high as 80%.

I simply like to ask you a few questions. To see if we should have a further conversation.

[00:35:10] Luigi Prestinenzi: And finally, the perfect email with Cole Coleman. This was episode 53 from June, 2020.

[00:35:19] Kyle Coleman: The best guidance I can give for subject lines is keep them short. Okay. One to three words. Is that kind of the sweet spot try to avoid using their company name.

That tactic has been completely overused and is now no longer working killed. I think that if, if you have personalized something, well, the rest of the email, well, or at least the opening, I should say, then using the words, you or your in a subject line, you know, your press release or your article on LinkedIn or whatever it is.

I think that's still a pretty good tactic. I know it's one that John Barrows has made popular and yeah. And maybe is less effective because of its popularity. But the reason that keeping it short is so important, the subject line is because what I mentioned before, every single email client in the world shows the first 20 or so words of the actual email itself, you have.

Don't compromise that real estate with a really long subject line. Okay. So have a subject line that's really short that bleeds into the first line or frames up that first line of your email so that you maximize the chance of the person, a realizing that this is not just another automated email and be that.

Yeah, it's, that's the best you can do with subject lines and intros.

[00:36:35] Luigi Prestinenzi: So we've spoken about the email we spoken about, you know, three words short, it compels them to open and you're maximizing the real estate of that, of the actual intro of the email. So then they've opened the email. And what should you know, what should it look like? Should it be long form? Should it be sure? Should it be pictures? Should it be no pictures? Should it be branded? Should it not be branded? Tell us a bit about sort of how to send high quality, you know, outreach emails in a body now?

[00:37:06] Kyle Coleman: Yes, I'm a few tips. Text only. I don't like images. I don't like gifts. I don't like branding text only 125 word limit and separate thoughts.

The long on separate lines with a white space in between them. You need to make your message as easy to consume, as easy to digest, as easy to scan as possible. And if you send a block of text, good luck, it's getting deleted. So separate thoughts first in separate lines is a hugely important tip that a lot of people completely overlook.

And then before you send your email to your prospects, Read your email out loud. I know it sounds crazy, but read your email out loud and if it sounds like something that you wouldn't say that I wouldn't say. Why are you saying it to your prospect? Yeah. Like make it, keep it professional, but don't be overly formal.

That's crazy. And don't be filled with jargon that only makes sense to your company. Make sure you're speaking in plain professional language that will peak their interest. Yep. If you can do those things your, your, your response or it's going to skyrocket. And the last thing I'll say is send your email to yourself first and look at it on desktop and look at it on mobile.

You get one swipe on a mobile. And if it's more than that, they're not going to respond. It's too long. So 125 words is kind of the key there. So just on that, right in that 125 words, how much should be your value prop or your narrative positioning statement, whatever word you want to call it, how much should be about you versus them should all will be about them.

Okay. It should all be about them. And you can couch the value that you provide to them. But it should all be about them. And so if you can prove to them that you understand what's top of mind for them or the pains that they're experiencing, and you can segue pretty seamlessly into the value that you provide, the benefits that you provide with that your solution provides, then you've done your job correctly.

The way that's done is by softly providing. That they can explore that they can click through that. They can get the details of exactly how you solve X, Y, Z thing by you just saying, Hey, here's something that other folks have found. Interesting thought you would too. Thanks a lot. Have a good day. And that's your call to action in those first few emails, very soft, very inviting it's this concept that a person on LinkedIn, his name is Josh Braun has made.

Making deposits. You want to make a few deposits first before you try and make any withdrawals. If you go in guns, a blazing asking for an hour of their time without any framework or any context for why they should care, they're not going to care. Yeah. So that, that would be my suggestion is keep it short at the beginning and provide value via content first.

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