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Stop Selling Start Connecting with Larry Kaufman #338 Stop Selling Start Connecting with Larry Kaufman #338 Larry Kaufman, author of the best-selling book the “NCG Factor, A Formula for Building Life-changing Relationships from College to Retirement” is a connector, giver, and rainmaker and in this episode Larry shares how to connect warmly with strangers, how to get comfortable being uncomfortable, and how to ask everyone you meet “How are you doing how can I help you?” Production of Habanero Media

How To Earn Your First Startup Sales and Scale with Ravi Abuvala

Build a Sales Estimating Process That Works with Marcel Petitpas #336 Your ability to predict success for a service industry is dependent on your skills to estimate accurately.  Too often businesses fail to have a profit centered process when selling.  Yes sellers are able to close deals, but sadly too often these deals don't pay the bills.  According to our guest Marcel Petipas, revenue is a liability unless you make a profit. In this episode Marcel shares his sales estimating process for making solid estimations that add to the bottomline. Production of Habanero Media

5 Minute Selling with Alex Goldfayn #335 Alex Goldfayn is the author of the book Selling Boldly: Applying the New Science of Positive Psychology to Dramatically Increase Your Confidence, Happiness, and Sales. In this episode we interview Alex on why people avoid the phone, fail to ask for the business, or referrals because of FEAR. We discuss ways to deal with this fear, and then teach them exactly what to do — and how — to make more money for their themselves and their family quickly selling boldy.   Published by Habanero Media 

Sharetivity Startup Sales Features with Ankesh Kumar #334 Six weeks ago our guest Ankesh Kumar visited Sales Babble to share his new startup Sharetivity. This tool is designed to help sellers personalize their outreach when prospecting on LinkedIn. Ankesh happily sponsored Sales Babble in order to get beta testers to try the tool and get real user insights. The feedback loop worked and he's now able to iterate on the tool and create new sets of features and functionality. In this episode he explains these features and how they increase the likelihood of converting a LinkedIn lead into a real qualified prospect. Make sure and listen to the end for links to the free chrome extension.  Produced by Habanero Media 

Cold Calling is Not Dead with Tony Morris #333 According to guest Tony Morris,  cold calling is not dead. Othen times, the quickest and fastest way to connect with a prospect is to pick up the phone. In this episode, Tony shares how to prepare for a cold call. Secondly he explains how to make a pitch that adds value. He also shares scripts. stories and examples of voice mails that have a 1 in 3 chance of getting returned.   Produced by Habanero Media 

Super Simple Follow Up with Contact Mapping and Tom Chenault #332 Tom Chenault, the inspiration behind Contact Mapping. Contact Mapping is a simple process for documenting  everyone you meet. Each note contains details about the meeting and an automatic follow process to keep people top of mind. Despite the evolution of CRMs, many sellers struggle to take notes. People love to be remembered and that’s the trick to building relationships. What is it the researchers say? The average seller follows up twice when the data shows you need to follow up at least 9 times?  Tom says let’s get organized and contact map your network. Published by the  Habanero Media Podcast Agency

Sales Enablement in the 21st Century with Andy Paul #331  In this episode we meet Andy Paul, host of the Sales Enablement podcast, formerly known as the Accelerate, and recently acquired by RingDNA. Andy has had over 760 guests on the podcast since it's start. This week Andy and I talk about sales enablement and the selling and marketing  lessons he's learned from his guests. Despite what you hear, sales people will always be necessary. Buyers desire real people to consult with during a sale. Published by the  Habanero Media Podcast Agency

Technology Sales for Non-Sellers with Sanjit Singh  #230 Sanjit Singh believes sales isn't natural for tech founders. Having worked in the startup world for years, he's found that focusing on an iterative process that fine tunes sales, marketing and product design is the key to startup success. We chat about how sellers make great entrepreneurs and the opportunities the current pandemic creates for both new and existing companies.  A lively chat on technology sales for  non-sellers.  Produced by Habanero Media

How To Grow a Law Firm Business with James Voigt #329 In this episode Jim Voigt shares his experience growing a law practice, business development lessons learned, and tips for success. Jim is on a mission to help new attorneys grow their law firm. He is writing a new book that focuses on growing new clients with relationship selling. These are skills you don't learn in law school . But they are skills solo attorneys need to grow a law practice. Three Step Business Development Process 1. Pipeline - bring people to you 2. Closing - convert people into clients 3. Maintain client relationship for more work and referrals. The personality you have right now is perfect for some clients. You don't need to change who you are. Find clients that appreciate you for being you. Have a narrow focus, just don't advertise that focus. Network groups and client referrals are two ways Jim fills his pipeline. Be authentic and people will be naturally attracted to you and do business. Produced by Habanero Media

Do and Don't of Social Media Marketing with Joe Sanders #328 Today we meet  Joe Sanders of Relevant Elephant. In the interview Joe shares common mistakes businesses make when attempting social media. Then he shares a 5 step strategy for promoting your brand and closing the prospects. Great stuff and dare I say, quite relevant.  Habanero media helps busy B2B companies  attract new customers and clients through the magic of podcasting! Start your B2B podcast today and grow your brand, authority, influence and trust. This is a production of Habanero Media. 

The Power of Questions with Sales Consultant Nancy Kazdan #327  Could you answer this question? It's about questions. In this episode Nancy Kazdan returns  to discuss purposeful questions and ways they can differentiate you from the competition. Nancy is a sales consultant and believes in the power of questions.  Do not guess! Find out the challenges buyers face with good solid open ended questions.  This is a production of Habanero Media.

How To Find Your First 10 Customers with Collin Stewart #325

How Personalized Prospecting Generates More Leads with Ankesh Kumar #324 Ankesh Kumar is a serial entrepreneur who has taken 2 companies from zero to $20m, raised over $50 million in venture funding and sold patents to Google. He was born in India, raised in London and now lives in Palo Alto with his wife and 2 daughters. In this episode Ankesh shares ways personalized prospecting can be used to generate highly qualified leads. Today set appointments using the Sharetivity tool, a product of Ankesh's new software startup company.  One click personalization  Sharetivity.  Production of Habanero Media 

What is Selling Mindfulness with Peter Bond In this episode guest  Peter Bond discusses selling mindfulness and things sellers can do to build a mindful practice into their professional live. Peter is a business mindfulness coach. Why Selling Mindfulness It's tough in sales. There are significant pressures and stress to address. These challenges can debilitate selling productivity and success. Selling mindfulness can help four ways? Reduce stress Create confidence Boost productivity Help  listen   Brain scans show improvement in research mindfulness studies compared to  stress reduction classes.  A five minute guided meditation can provide a big productivity boost. So why does it work?  Notice when you focus on one thing, another thought pops in your head. Learn to focus back on your breath, brings you back to the presence. Why? The best gift you can give someone, is being present and giving your full attention. Journaling brings awareness.  Awareness is the first step.  In conversations focus on eye co

Defending Sales Development Reps with Nikki Ivey #322 Hello Sales Babblers this is Pat Helmers hoping you had a great Memorial Day weekend. I'm still on vacation so I'm going to makes this brief. Our guest is Nikki Ivey, and she's a member of SDR Defenders an advocate for sales development reps. Today she shares strategies and tactics for business development, old habits we need to stop and new areas where we should focus our energy. In this episode it's all about respecting prospecting and the people that do it. 

How to Convert Leads with Video with Matt Barnett #321 You can't argue with 2 million years of evolution says today's guest Matt Barnett a proponent of using video to catch the interest of prospects.Why? According to Matt video contains all the facial expressions and visuals that are missing in emails and voicemails. It's not as good as meeting in person but it's a wonderful second substitute especially valuable if you sell around the world.Today's topic: How to produce a quick and economical individualized video that converts. Produced by Habanero Media

Build a Daily Sales Activity Process with Lisa Torrez #320

How to Optimize Sales through Marketing with Josh Ramsey Josh Ramsey helps business owners and leaders better understand their unique industries, set goals and KPIs, and lay out powerful marketing strategies that will help them dominate the competition across every advertising medium. In this episode Josh share 8 examples marketing sales professionals can use to attract and optimize sales through marketing.

How To Use Podcasts for Business Development with Scott Ingram #318 In this episode Scott shares ways you can grow authority, influence, and trust that attracts new business through  podcasting.  We're going to learn how to use podcasts for business development.  This is a great topic because I believe that podcasting is the easiest way to become a  thought leader with content that reaches your ideal buyers and grows your business. This is what my new podcasting agency, Habanero Media is all about. When it comes to business development, trust is the tallest hurdle. With steep competition and a plethora of online choices, it’s often easier to choose nothing. When clients trust you have their best interest at heart and accept your council. When you’re an authority and influencer, buyers know you’re the right choice for their company. Podcasts build trust at Habanero Media