Barbara Giamanco

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How To Get A Meeting With Anyone with Stu Heinecke

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In this episode, I talk with Stu about his best selling book – How To Get A Meeting With Anyone – and the creative approach that he uses to break through the competitive noise. We know that it is tougher than ever to get in front of buyers using traditional approaches like email and the telephone. That doesn’t mean you throw out those approaches but I talk to Stu about other ways to stand out.

We talked about:

  • How cartooning and marketing led to Stu’s breakthrough approach to getting a meeting with anyone.
  • What contact marketing is and how it works.
  • How contact marketing integrates with today’s Account Based Marketing strategies.
  • How you can get a meeting with anyone even if you don’t have a skill in creating cartoons.

Enjoy the interview!

About Stu:

stuheinecke.jpg

Wall Street Journal cartoonist, DMA Hall of Fame-nominated marketer and author of the new #1 best-selling book, How to Get a Meeting with Anyone, Stu Heinecke discovered the magic of “Contact Marketing” early in his career, when he launched a campaign to just two dozen Vice Presidents and Directors of Circulation at the big Manhattan-based magazine publishers.  That tiny $100 investment resulted in a 100% response, launched his enterprise and brought millions of dollars worth of business.

The ability to connect with the people most important to realizing one’s goals ultimately became an obsession.  While Heinecke regularly employs his own cartoon-based contact methods, he became intensely interested in how others have solved this age-old challenge.  As a result, he has uncovered a unique form of marketing that until now has had no name, yet it produces response rates as high as 100% and ROI figures in the tens, even hundreds of thousands of percent.  In How To Get A Meeting with Anyone, he not only gives Contact Marketing its name but provides us with a definitive guide to what it is, how it works and has cataloged twenty categories of Contact Campaign types.

Heinecke is also the host of Contact Marketing Radio and President and Founder of “Contact,” a first-of-its-kind Contact Marketing agency based on Whidbey Island, Washington.

Connect with Stu on LinkedIn or follow him on Twitter

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Not Taught with Jim Keenan, A Sales Guy Consulting

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The 21st Century has ushered in the information age, and with it a new set of rules for success. In this current episode, I talk to Keenan about his new book – Not Taught. What it Takes to be Successful in the 21st Century that Nobody’s Teaching You.

Not Taught shares how the rules of 20th century and the industrial age no longer work and that if you want to be successful you must learn the new rules of success. Get ready for a dose of reality about work today and offers clear strategies on how to be successful in this crazy information-driven world. 

We talk about: 

  •        What’s changed in business today and why you need to change too. 
  •       The new keys to succeeding in today’s digitally driven world. 
  •       How to be deliberate in managing your career and your brand. 
  •       What happens when you digitally anonymous. 
  •       Why your degree doesn’t have that much relevance today. 
  •       Why experience is far less important than expertise and hard work. 
  •       The fastest way to start ramping up new skills. 

In his blunt, motivating and passionate style Keenan tells you why doing what you’ve always done is no longer an option!

Enjoy the interview. Then go buy the book! 

About Keenan: 

Keenan, is CEO of A Sales Guy Inc., a sales consulting and recruiting firm. He’s a Forbes Columnist, a Top 50 Sales and Marketing Influencer, author of the popular sales blogA Sales Guy and is a highly sought after speaker. Keenan is the father of three crazy (but in a good way) girls, a PSIA Level 2 ski instructor for Vail Ski Resort and a finder of the elephant in the room.

Filed Under: blog, business, entrepreneur, personal branding, sales process, Uncategorized

Accelerate Sales With People and Process: George Bronten and Robert Jones – Membrain

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Sales teams who are the most successful sell differently, not just more effectively. Largely, according to George, this is being spurred by global competition and the internet. Makes sense that salespeople need to be able to differentiate themselves from the competition. You can do that by helping your salespeople become skilled at consultative selling, which is married together with a solid sales process that is consistently followed. Avoid the common temptation to simply measure activity, because the right activities should be progressing the sales opportunity forward. 

During the conversation, we talked about: 

-Why sales organizations need to institute a solid on-boarding learning and development process for their people. Get beyond teaching product features and don’t assume your salespeople really know how to sell. 

-Setting salespeople up for success by starting with a clear set of expectations. Don’t assume salespeople know. 

-Key reasons why salespeople need to follow a process and stop killing deals by skipping important steps in that process. Did you know it can take 60% longer to lose a deal and that’s the result of not following a process consistently. Your salespeople need an actionable checklist that they can follow. 

-Sales coaching and why that’s critical to ensuring that salespeople not only follow the process, but that you keep reinforcing the skills and behaviors that will help them achieve their sales objectives. 

Finally, learn how the Membrain platform drives the right sales actions with a solid sales process. I’ve started to use the platform myself and love it! 

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Win/Loss Analysis with Stu Perlmeter, 1st Resource

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In my latest podcast conversation, I talked with Stu Perlmeter about why sales organizations should conduct a thorough win/loss analysis to understand why deals either closed or did not. 

 
Those organizations that do some sort of win/loss evaluation are often making incorrect assumptions based on what their sales rep tells me or the data that they’ve asked the sales rep to try and uncover. 
 
Human nature being what it is, you will rarely get the full picture of what happened throughout the course of the decision making process that led to a go/no go decision. This is especially true if the deal was a loss to a competing company. Having spent time with the salesperson during the process and recognizing that time and money has been invested in trying to secure the business, buyers are often very reluctant to be truthful about what went wrong. This is where a 3 party can help.

 
During my conversation with Stu, we talked about:

  • What win/loss analysis is and why it B2B companies should care.
  • How sales leaders can learn from the analysis and use it to drive and improve sales performance.
  • The benefits to both the sales organization and the organization as a whole.
  • How to get the most accurate data when doing an analysis of deals won and lost.
 
And more…
 
Enjoy and feel free to share with others!

 
About Stu Perlmeter: Stu brings 30 years of marketing and research experience to 1st Resource, which he founded in 1996. Stu’s primary expertise is in understanding the market insights that tie to success formulas for companies seeking to grow their business in strategic ways. 

Stu is an expert in designing and implementing market research that incorporates a deep understanding of social psychology and behavioral economics. Stu leads a team of ten talented researchers at 1st Resource, covering all relevant components of research: primary, secondary, qualitative and quantitative.

 

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Misusing Social Channels in Selling

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Salespeople always seem to be looking for that quick fix, as if one actually exists. Rather than taking a targeted and focused approach, salespeople often resort to a “spray and pray” approach by broadcasting the same message to everyone. 

Now with social media, spamcasting has taken on a whole new level of “please don’t do that”. Broadcasting over social channels is a quick way to created a less than positive brand impression – for you and for your company.

In this episode, Barb Giamanco and Doug Lehman talk about the common misuses of social channels and why you should avoid them.

Filed Under: Uncategorized

Your Sales Message Matters – What Does Your Say About You?

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Most sales messaging is overly “me” centric and are focused on what companies and their sales people want to sell versus actually caring about what buyers want and need. 

“According to sales management, the salesperson’s ability or inability to communicate value messages is the biggest inhibitor keeping salespeople from achieving quota.” –SiriusDecisions

Can you really blame buyer’s resistance to dealing with salespeople? Their experience is, more often than not, a waste of their precious time. The inability to create a value message is at the heart of this problem. Feature dumps don’t cut it, and simply making more phone calls, sending more spam emails, or broadcasting your pitch to more people on social channels aren’t helping you. Your sales messaging has to change!

Barb Giamanco and Doug Lehman talk about why your message matters and what yours is probably saying about you! 

 

Filed Under: Uncategorized

Are You Adding Value of Just Pitching Products?

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The quota year is winding down for many of you, but that doesn’t mean you can rest on your laurels. Learn how important it is to focus on solving problems for customers versus trying to pitch them.
 
While you are busy closing the deals you can in the final December push, don’t forget that you need to be thinking ahead to the New Year. Planting the seeds for your sales future must be top of mind.
 
Sales acceleration is an inside job, and it is all about velocity. The common myth is that buyers slow down the sales process, but it might be a big shock to many sellers to know that they are the ones slowing down the purchasing decision.
 
If you sell, you have one job to do. 
Contrary to what you might think, it isn’t to sell something.
 
Selling is about helping customers solve their business problems and make buying decisions. Think about delivering value in a different way. Think of adding value as providing information quickly, in order to move buyers one step closer to a purchasing decision. Make it easy for them to make a decision.
 

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How to Generate Higher Quality Sales Leads

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In this episode, Barb Giamanco and Doug Lehman chat about strategies for generating higher quality leads, in less time.

 
WHY?
 
Access to decision makers is tough! An IDC study reported that inundated with data and sales pitches, buyers return only:
  • 10.5% of phone calls
  •  9% of emails from new vendors
Yet, pressured by management KPI’s, every day salespeople use the same tactics – cold calls and cold emails – in an effort to convince a prospective customer to agree to a sales meeting.

In IDC’s Social Buying Meets Social Selling whitepaper they concluded that “While time is scarce, trust and confidence can be even rarer. Buyers making high-impact decisions will gravitate toward methods that make confidence building easier.”
 
 

 

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Creating a Winning Social Selling Strategy

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In this episode, Barb Giamanco and Doug Lehman break it down for you in Lehman’s terms. There is no easy button called social selling. Like all aspects of being good in sales, how you utilize social channels as part of your sales process takes work.  

Patience, planning, the right mindset and sales and technology skills all factor into the success equation too. In response to a different kind of buyer, salespeople and their leaders need to change their mindset and selling behavior.  

With 2016 right around the corner, now is the perfect time to put your strategy in place, or to adjust the one you already have. 

Remember, you cannot slap new technology – social channels – onto outdated sales approaches and expect to win. Cheesy selling, or is that sleazy selling, is still cheesy and buyers hate it. Adopting a new type of selling mindset means change. It means doing things differently, regardless of what worked back in the day. 

It all starts with a sound strategy, backed up with great sales skills and consistent execution of your strategy.

Filed Under: Uncategorized

Closing the Sales Productivity Gap with Robin Saitz, CMO of Brainshark

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In my recent Razor’s Edge podcast, I talked with Robin Saitz, CMO at Brainshark. The focus of our conversation was sales productivity and specifically, we talked about what is behind the sales productivity gap and what companies can do about it. 

Though we’ve heard through the years from CSO Insights that roughly 52% of salespeople do not achieve quota each year (and that’s in a good economy!), Robin told me that the TAS Group reported that the number is as much as 67%. If that doesn’t keep a sales leader up at night, I don’t know what does! 

As with all my guests, I learned a lot in talking with Robin.

Sales Productivity Defined

She defined sales productivity as the yield per sales rep. In other words, hitting quota in the most efficient way possible. As I came to learn and as the TAS Group numbers suggest, productivity in sales is way off the mark.

What Causes the Gap

In particular, I was struck with Robin’s point of view regarding why we have such a problem with sales productivity at all. She told me that it comes down to several things, like: 

Lack of an onboarding process and specifically, a lack of focus on training selling skills. Some 38% of companies lack any kind of formal process or program for preparing new reps. 

Salespeople cannot find the content/information they need when they need it. Up to 40% of their time is spent searching or trying to create the content that they need. Breaking it down that equates to 2 out of 5 sales days each week. 

Sales conversations are not effective enough and there is a lack of visibility – on management’s part – in terms of understanding the behavior and knowledge of their salespeople.

What Companies Can Do

During the interview, Robin shared her suggestions for what companies need to do to close the productivity gap, who needs to be involved in addressing the issues and what to measure to ensure that you are closing the gap. 

With C-Suite and corporate Board members extremely concerned about sales productivity, this interview is certainly worth 35 minutes of your time.

Learn more about how Brainshark can help your organization close the sales productivity gap.

Follow Robin on Twitter.

 

Filed Under: Uncategorized

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