Down The Rabbit Hole
Why “The Three ‘C’s of Business Communication” are so Critical (Ft. Brian Burkhart)

Why “The Three ‘C’s of Business Communication” are so Critical (Ft. Brian Burkhart)

July 29, 2021

DTRH Episode 31

Why "The Three 'C's of Business Communication" are so Critical 

Ft. Brian Burkhart 

"The Three 'C's of Business Communication" are crucial to an internal or external communication structure in all businesses, no matter the industry or the vertical. Communication and understanding, or the lack thereof, is either beneficial or detrimental. The key is to elevate people and have a well-defined purpose.

 

"Justification subverts your own growth." 

- Brian Burkhart 

 

Key Takeaways: 

  1. The Three 'C's of Business Communication: clarity, conviction, and connection. When communication is broken, it's often one of the three 'C's, and one 'C' failing usually leads to the other three backfiring. 
     
  2. The best presenters all have something in common: Presenters like Steve Jobs are obsessive about what? About their audience. Sure they may not be the most tolerable people in an intimate situation, but speaking to the audience FOR the audience creates the best possible outcome
     
  3. Do not allow unawareness to control your success: Unawareness is a scourge upon a person or a business's effectiveness to communicate. One must look in to be able to see out with clarity. How well are you communicating with the people around you? 

  4. Your business must have a well-defined purpose: The purpose your business stands for should not be process or product-oriented. It should be almost a meta-purpose. The reason you exist. It goes much deeper than the superficial. It is not "what you do," it's "why you do it."

 

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Episode Summary 

In today’s episode of Down The Rabbit Hole, your host, Rob Turley, Co-Founder & Co-CEO at White Rabbit Intel, delves deep into the mind of Brian Burkhart who is a master of communications and public speaking. 

Brian and Rob talk about how mindset, business communication, and "The Three 'C's of Business Communication" are all connected to one another and drive a business (or a person) to the highest level of success and personal/organizational development. It's not what you know, it's who you know, AND how well you can communicate with them. Looking in to see out is so important. Understanding and accepting the problem is the first step to recovery.  

 

About Brian 

At the heart of almost every professional sales process is the actual sales presentation, or pitch, itself. Long or short, highly technical or simply skimming the surface, sales presentations are unique, critical opportunities to create trust, connection, and understanding. Do this well, and suddenly hitting quota becomes easy. Struggle along and soon you’ll be wondering if sales are the right occupation for you! Here’s the good news, sales presentations are a learnable skill. 

The best ones are rooted in brain science that works no matter the industry, nor audience. And best yet, once you know the secrets to success, you may even find these pitch opportunities to be downright fun. 

Brian is the Founder and Chief Word Guy at SquarePlanet Presentations, a Phoenix, AZ firm dedicated to “Elevating People” by helping individuals, teams and enterprise clients improve their pitch game. He’s been at this for decades. Literally.  

 

Join #SAFFG (Sales a Force for Good) 

 

Feel free to connect with Brian Burkhart or Rob Turley on LinkedIn or follow Rob @RobTurley2,  or Brian @BrianSaysBeBold on Twitter! 

#DTRHpodcast #FollowTheWhiteRabbit #SalesEnablement #PersonalDevelopment #BusinessCommunications #PresentationSkills #Purpose #MIssion #Vision #Mindset #PublicSpeaking

How to Build and Train Sales Teams (Ft. Fred Copestake)

How to Build and Train Sales Teams (Ft. Fred Copestake)

July 8, 2021

DTRH Episode 30 

How to Build and Train Sales Teams

Ft. Fred Copestake 

Building and training sales teams is a challenge that most businesses face and fail at establishing. Sales Managers and Sales Directors are often training teams to execute strategies and tasks that straight-up do not work. The traditional sales process is dead, and the ability to adapt and change is critical. According to Justin Michael and Tommy Hughes' book, Tech-Powered Sales, "SDR teams fail 80% of the time, and the sales industry is the only industry that this failure rate is considered acceptable." 

 

Key Takeaways: 

  1. Drive selling with the 6 Elements of Sales: Trust, win-win focus, interdependence, transparency, comfort with change, future-oriented. 
     
  2. End the "Olde Worlde" sales function: Selling as if it were 1985 is not only out-of-date but straight-up, ineffective. People don't buy the way they used to. Empathy is everything, and mutual benefit is the way. 
     
  3. PQ (Partnering Quotient): You may have heard of IQ, EQ, or TQ, but PQ is one of the largest drivers for establishing a successful sales or partnership relationship. Remember this: Companies don't partner, people do.  

 

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Episode Summary 

In today’s episode of Down The Rabbit Hole, your host, Rob Turley, Co-Founder & Co-CEO at White Rabbit Intel, delves deep into the mind of Fred Copestake who has trained quite literally tens of thousands of salespeople and hundreds of sales teams. 

Fred and Rob talk about the mistakes that sales organizations make, constantly, and the damage that it causes. They talk about what needs to be done to repair this tragedy of a situation. The failure rate of sales teams and coaching programs is borderline pathetic, and the willingness/awareness of the change within the sales industry is far from understood by the majority within it. 

 

About Fred 

Fred Copestake is the Founder of Brindis, a sales training consultancy. Over the last 22 years, he has traveled around the world 14 times visiting 36 countries, and worked with over 10,000 salespeople. 

He has taken aspects that make a significant impact on modern selling and put them into his book Selling Through Partnering Skills. The ideas within form the basis of Fred's work with sales professionals who are involved in complex B2B sales—to develop their approach and ensure that it is up-to-date, and has maximum impact. 

 

"Organizations don't partner, people do." 

- Steve Dent 

 

Join #SAFFG (Sales a Force for Good) 

 

Feel free to connect with Fred Copestake or Rob Turley on LinkedIn or follow Rob @RobTurley2  or Fred @FredCopestake on Twitter! 

#DTRHpodcast #FollowTheWhiteRabbit #SalesEnablement #Sales #SalesTraining #SalesTips #Coaching #PQSales #SAFFG #Career #ProcessImprovement

How to Accelerate Your Sales Career: The Adaptable Seller (Ft. Steve Bookbinder)

How to Accelerate Your Sales Career: The Adaptable Seller (Ft. Steve Bookbinder)

July 1, 2021

DTRH Episode 29 

How to Accelerate Your Sales Career

Ft. Steve Bookbinder 

Accelerating your sales career involves an unlimited ability to adapt, adopt, and embrace change. Adaptation is an essential element when it comes to navigating an ever-changing industry. Adoption is critical to the learning process, and no one process is correct—adopting attributes from multiple processes is key. Navigating the sales industry, an industry in a perpetual state of change is only possible by accepting and embracing it. 

 

Key Takeaways: 

  1. Experiment with the habits and mannerisms that successful people express: Experiment with the processes, qualities, or habits that are manifested by the successful individuals you follow closely and look up to—branch out from there and add your own personal flair or uniqueness. 
     
  2. There is no "right" or "wrong" way to do anything: "Right" and "wrong" are simply an opinion. Whether something is right or wrong isn't relevant, though what is relevant is what's working. Focusing on effectiveness first, and efficiency second will set you on a path that leads to accelerated success. 
     
  3. Be open to criticisms: Being open to others' opinions and critiques are how we learn and grow. Finding comfort in constructive criticism is far easier said than done—though it is essential to learn how not to take critique personally, and use it to your advantage by re-assessing yourself, your process, and your approach to drive improvement

  4. Don't be influenced by the exception(s): Just because something worked one time does not mean it will continue to work again and again. Be wise and think through the "why(s)" before making a concrete decision to adopt a new habit, practice, or process. 

 

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Episode Summary 

In today’s episode of Down The Rabbit Hole, your host, Rob Turley, Co-Founder & Co-CEO at White Rabbit Intel, delves deep into the mind of Steve Bookbinder to talk about how being adaptive and adoptive accelerates your career in sales. That, and pipeline management. Being flexible and open to criticism is the key to accelerated success. 

Steve has mastered the way of pipeline and pipeline management, though he is also a "jack of all practices"—meaning that he has adopted practices and processes from dozens of different sales methodologies, and has learned how to adapt and leverage aspects of each and every one of them, rather than following a single method. 

 

About Steve 

Clients rely on Steve to bring them best-practice tactics, strategies and habits observed first-hand around the world and deliver them with humor and passion. Participants report a dramatic increase in confidence and measurable improvements in performance. 

A consistent theme to Steve’s long career in sales, sales management, coaching, and training is "Adapt & Adopt." 

Steve’s latest breakthrough, Echo selling, introduces today’s salespeople to the influences of psychology, digital media, and word-of-mouth on buying decisions. Covid-19 has accelerated changes to the marketplace and to the way salespeople can effectively train for success. 

Steve’s company Digital Media Training (DMT) has developed new training methods, blending virtually-delivered training with on-demand videos and sales manager support. By leveraging technology with best practices, Steve and DMT have enabled Watch-Listen-Read-and DO learning methods—leveraging everyone’s preferred learning style. 

 

Fun Facts About Steve: 

  • Steve successfully swam the English Channel as part of a 4-man relay in August 2008. 
  • Steve has traveled more than 4-million air miles to train more than 50,000 people, conduct more than 5,000 in-person workshops. 
  • Steve has delivered over 500 keynote speeches in more than 20 countries throughout North and South America, Europe, Asia, and the Middle East. 

 

"The typical B2B customer is now behaving like a B2C customer." 

- Steve Bookbinder 

 

Join #SAFFG (Sales a Force for Good) 

 

Feel free to connect with Steve Bookbinder or Rob Turley on LinkedIn or follow Rob @RobTurley2  or Steve @DM_Training on Twitter! 

#DTRHpodcast #FollowTheWhiteRabbit #SalesEnablement #Sales #SalesTraining #SalesTips #Coaching #PipelineManagement #SAFFG #Career #ProcessImprovement

Why “Salesborgs” are the Future of Sales & Marketing (Ft. Justin Michael)

Why “Salesborgs” are the Future of Sales & Marketing (Ft. Justin Michael)

June 10, 2021

DTRH Episode 28 

Why "Salesborgs" are the Future of Sales & Marketing 

Ft. Justin Michael 

What is a "Salesborg," you may ask? A "Salesborg" is a human-machine combo, like a cyborg, but in the context of an incredibly tech-proficient individual working in harmony with software and automation to optimize selling and outreach. The future of sales and marketing lies in the hands of salespeople who leverage technology to maximize performance and output. 

This is an image of a fractal pattern. These are found in all of nature. 

Fractal Pattern

 

Key Takeaways: 

  1. Emails are actually visual communications that are best structured in fractal patterns (A.k.a. Fractal heuristics). Our entire universe exhibits these same repeating patterns. Why not our emails? At every level of scale, the pattern outlining the whole; emerges from everything in nature. It quite literally will make the email feel "just right," which will increase pipeline velocity, and therefore, revenue velocity.
     
  2. Do not innovate too far from familiarity: Innovation is what drives humankind forward, but innovating beyond familiarity will often be "too much to handle" for the majority of the population. This does not mean innovate less—it simply means keep innovation at a level of common understanding and normality, then spoon feed it further for people to adjust slowly and comfortably. 
     
  3. The science of personalization and heuristics: Personalization often is misinterpreted as desperation because it goes too far and often feels "creepy" to the prospect. Mention of a prospect’s alma mater and insistency of personalized content is a limiting heuristic. Ultimately it kills your productivity.

  4. Relevance at Scale: If you can’t find a first-degree connection who knows the prospect or an existing relationship in common—switch to industry or persona-based levels of personalization. 

 

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Episode Summary 

In today’s episode of Down The Rabbit Hole, your host, Rob Turley, Co-Founder & Co-CEO at White Rabbit Intel, delves deep into the mind of Justin Michael to discuss a profound and insightful explanation of using mathematical and heuristic principles in your sales and marketing communication and conversation strategies. 

Justin has mastered using the laws of natural form to effectively create content for sales that resonates with prospects and clients in a truly unique way. It resonates to the meta-level, whereas people who engage with his content are likely to subconsciously establish a desire to learn more or set up a meeting due to the nature of the language used. The way it quite literally "felt" to the prospect. 

 

About Justin 

Justin “TQ” Michael is an avid technologist and sales futurist that has sought to automate sales development itself for dozens of cutting-edge technology startups over the last two decades.

Justin has coined the term "Technology Quotient" (TQ) as distinct from IQ and EQ for sales and marketing. He’s releasing a book called “Tech-Powered Sales: Achieve Superhuman Sales Skills” in 2021 as a disciple of Aaron Ross and “Predictable Revenue.” He was the featured case study in “Combo Prospecting” by Tony J. Hughes as “the cyborg rep.” 

Justin has worked for Salesforce, LinkedIn, Sean Parker and consulted over 100 startups on cracking top funnel with converged tech stacks.

Justin started an entire organization (syndicate) for fellow Salesborgs to have a community called Salesborgs.ai.

Take the TQ test! See how tech-smart you are! >>> 

 

"Use resonance, pain, and fear to trigger people emotionally." 

- Justin Michael 

 

Join #SAFFG (Sales a Force for Good) 

 

Feel free to connect with Justin “TQ” Michael or Rob Turley on LinkedIn or follow Rob @RobTurley2 on Twitter! 

#DTRHpodcast #FollowTheWhiteRabbit #SalesEnablement #Salesborgs #Borg #EmpathaticSelling #Coaching #SalesTips #Heuristics #AI #SAFFG #TQ

Why Cold-Calling Isn’t Dead (Ft. Jason Bay)

Why Cold-Calling Isn’t Dead (Ft. Jason Bay)

May 27, 2021

DTRH Episode 27 

Why Cold Calling Isn't Dead 

Ft. Jason Bay 

Selling has become a world of outbound, especially after the pandemic. Some people say that cold-calling is dead, though, 2020 happened... Cold-calling has become one of the most effective forms of selling again. It has risen from the ashes like a phoenix! What are the need-to-knows for cold-calling? Well, Jason Bay's got you covered. 

 

Key Takeaways: 

  1. Leverage your prospect's value prop to strengthen your own: By doing so, you make the principal point of your conversation about their core values, beliefs, and overall company mission. It creates a well-defined way to make the prospect the hero while strengthening your own value prop in the process. 
     
  2. Share wins that clients are having over sales successes: Driving your team's knowledge and morale by sharing wins that your clients are having. It creates belief in the product, and each win becomes a powerful story for future selling efforts. A sales success on the other hand means the salespeople are literally just doing their jobs. 
     
  3. Proof + Passion x Persuasion = The Equation: It's the golden combo. Proof of concept by telling stories, passion while doing so (true belief in what is being sold), and the ability to persuade, and sell past the "no" is necessary for a successful cold call

 

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Episode Summary 

In today’s episode of Down The Rabbit Hole, your host, Rob Turley, Co-Founder & Co-CEO at White Rabbit Intel, delves deep into the mind of Jason Bay to discuss the cold-calling process, how to effectively sell while using a phone, and talk about the best practices to get the outcomes you desire. 

Cold calling has recently had another boom, though that boom is driven by mobile number access. Cold-calling has been dead for quite some time, though it has resurrected itself as a reprieve in our noisy digital world. 

 

About Jason 

Jason Bay is Chief Prospecting Officer at Blissful Prospecting. He helps reps and sales teams who love landing big meetings with prospects but hates no-to-low-response cold emailing, and salespeople who do not feel confident while making cold calls.

Jason works with reps and sales teams from companies such as Zoom, CBRE, Databricks, Bolton & Company, Fortinet, and numerous others. Selling is the only "adult job" Jason's ever had. And he’s done everything from selling house painting services door to door, running outbound call centers, to help hundreds of reps master cold outreach.

 

"80% of prospecting success is the art of conversation." 

- Jason Bay 

 

JOIN #SAFFG (Sales a Force for Good) 

 

Feel free to connect with Jason Bay or Rob Turley on LinkedIn, or follow Rob @RobTurley2 on Twitter! 

#DTRHpodcast #FollowTheWhiteRabbit #SalesEnablement #ColdCalling #Prospecting #Sales #Coaching #SalesTips #SDR #BDR #SAFFG

Making Sales a Force for Good (Ft. Marcus Cauchi)

Making Sales a Force for Good (Ft. Marcus Cauchi)

May 6, 2021

DTRH Episode 26 

Making Sales a Force for Good 

Ft. Marcus Cauchi 

When did the sales industry go down the proverbial toilet?  What happened to a customer-centric business model or buyer safety? The customer is not an afterthought. Value is delivered through transparency, commitment, and constructive conflict. Competency is measured by solving problems without fearing confrontation. 

 

“67% of buyers consider sales and salespeople to be 'morally bankrupt'.” 

- LinkedIn State of Sales 

 

Key Takeaways: 

  1. Engaged employees create 273% more profit: Salespeople and other employees are not "assets." They're human beings that need a mission, vision, and purpose to see value in who they are and confidence in what they do. 
     
  2. Buyer safety should be central: The customer should NEVER be an afterthought. Centralizing a business around protecting and serving the customer is proven to keep growth at a high trajectory. Play an infinite game. 
     
  3. Decision-makers want to be challenged: Do not avoid conflict with the customer or prospect. They're not "always right." If what they believe is actually hurting them—help them realize there's a better way

  4. Fact: quota-based sales are not effective: The performance of a sales team that doesn't have to "meet quota" with leadership that has a solid ethical foundation who have the freedom to build quality relationships sell more. 

 

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Episode Summary 

In today’s episode of Down The Rabbit Hole, your host, Rob Turley, Co-Founder & Co-CEO at White Rabbit Intel, delves deep into the mind of Marcus Cauchi to talk about how sales have become "morally bankrupt" and what we need to change to make selling a force for good. 

The sales industry has plummeted into a deep, dark hole that was dug by incompetence and tragic desperation. Salespeople have become feared and avoided and this has caused serious issues with the way we view business development. 

Something fell off in the 70s and 80s where salespeople became predatory, aggressive, and were told that "it's okay to lie if it gets you the sale." Sales leaders must work together to reconstruct the industry to become a force for good. 

 

About Marcus 

With over 30 years of experience in sales, Marcus believes that selling is a service profession, not a self-service profession. 

Unfortunately, he’s found not everyone sees it this way, which is why he’s a man on a mission to rewrite the sales industry. This is due to where the practice has been driven by the unscrupulous and incompetent. 

Marcus is furious that the financial cart is being put before the customer success horse. He's livid that salespeople are being trained, encouraged, and incentivized to lie, manipulate, and mis-sell by managers and leaders who make the customer pay a heavy price for their greed, lack of competence, and soulless immorality. 

 

"1/3 of B2B buyers want a 100% seller-free buying experience." 

- Gartner 

 

JOIN #SAFFG (Sales a Force for Good) 

 

Feel free to connect with Marcus Cauchi or Rob Turley on LinkedIn, or follow Rick @The_Inquisitor or Rob @RobTurley2 on Twitter! 

#DTRHpodcast #FollowTheWhiteRabbit #SalesEnablement #buyersafety #procustomer #SAFFG #channelsales #customerfirst #Scale #Growth #Mindset

How Entrepreneurs Embrace Change (Ft. Rick Meekins)

How Entrepreneurs Embrace Change (Ft. Rick Meekins)

April 29, 2021

DTRH Episode 25 

How Entrepreneurs Embrace Change 

Ft. Rick Meekins 

Embracing change and keeping what we like to call "change management skills" sharp is critical to master as an entrepreneur, no matter the phase you're in. Always maintain your entrepreneurial mindset, and listen to the market. Align your vision to it. It's not what you want; it's what they want. 

 

Key Takeaways: 

  1. Getting Comfortable is NOT a good thing: A perpetual state of discomfort is what you should be feeling at all times. Embrace it. If you become comfortable, you've given up. 
     
  2. NEVER lose your "entrepreneurial mentality": Being open to and embracing change is key. Always be prepared to pivot your business on a dime. Change is good. Change is the lifeblood of the market. 
     
  3. "If we build it, they will come" is a bald-faced lie: Enterprises make this mistake constantly. Building a solution around a vision without market demand is a HUGE potential loss. Build what the people want, not what you want. At the very least, try to make those two things align. 

 

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Episode Summary 

In today’s episode of Down The Rabbit Hole, your host, Rob Turley, Co-Founder & Co-CEO at White Rabbit Intel, delves deep into the mind of Rick Meekins to gain insight into a man who constantly faces the beast we call "change." 

As entrepreneurs, Rick and Rob dive into the mechanics behind change management and company-wide pivots. They have seen it all when dealing with and driving change within businesses because they quite literally do it for a living at a personal level, a services level, and a product level. 

This episode will help you learn to become "an agent of change." Doing so is one of the most important parts of becoming a successful entrepreneur, so listen up close because there is a lot to learn, ladies and germs. 

 

About Rick 

Over the past 30 years, Rick Meekins has started several companies and consulted for many more across various industries. 

He is passionate about working with small businesses to help them develop effective infrastructures and strategies that will support a business's growth. 

Rick enjoys working with individuals who are focused on bringing their unique gifts, abilities, ideas, passions, and inventions to the marketplace. Maintaining the status quo has never been enough for him. Instead, he always strives to make things stand out—beyond the superficial. 

Rick founded the company Aepiphanni Business Consulting in 2005 to serve the operational and strategic needs of small businesses. Aepiphanni has evolved into a global team of consultants and support specialists who work virtually but personally. They specialize in guiding companies to build extraordinary businesses positioned to achieve long-term goals. 

 

“When things change we need to just go ahead and dig back in.” 

- Rick Meekins 

 

Feel free to connect with Rick Meekins or Rob Turley on LinkedIn, or follow Rick @RickMeekins or Rob @RobTurley2 on Twitter! 

#DTRHpodcast #FollowTheWhiteRabbit #Change #ChangeManagement #SalesEnablement #Entrepreneurship #Pivot #StartUps #Scale #Growth #Mindset

How to Build & Scale a Solutioning Team (Ft. Bryan Whittington)

How to Build & Scale a Solutioning Team (Ft. Bryan Whittington)

April 8, 2021

DTRH Episode 24 

How to Build & Scale a Solutioning Team 

Ft. Bryan Whittington 

A sales team's capacity to solve problems is imperative for a valuable buying experience. C-Suite and VP-level executives' jobs are to solve complex problems. If you cannot help them solve complex problems, you're selling novelty, not a solution. How do we teach salespeople how to solution sell? 

 

Key Takeaways: 

  1. No one gives a sh*t about the product: Help solve a problem. Stop pitching products or features. No one cares about the product. They care about solving issues they're dealing with. That's it. 
     
  2. Use mind-mapping when selling: The technique of visualizing the problem to propose a solution while working with a prospect is a powerful and effective way to understand how it all connects. 
     
  3. Solution selling cannot be scripted: The ability to define a subject or a solution in multiple ways (at least five ways is recommended) is key to developing the buyer's understanding of a proposal. 


Setup a complementary solutioning session with Rob Turley
 

 

Episode Summary 

In today’s episode of Down The Rabbit Hole, your host, Rob Turley, Co-Founder & Co-CEO at White Rabbit Intel, delves deep into the mind of Bryan Whittington to learn how to build and scale a solutioning sales team. 

Solution selling is the most effective form of sales. A team trained to solve problems and understand how to break down the complexity of a set of issues that a business has, thread a solution into a well-crafted and easy-to-follow proposal will have a greater close ratio. 

This episode will help you understand how to build a team with well-developed solutioning skills that do not sell the product or product features as the value add. Products are a commodity unless a solution to an existing problem is tied into it and delivered as the value add first. 

Become a solutioning master by learning the ins, outs, tips, and tricks necessary to sharpen your team's solution selling competency. 

 

About Bryan 

Bryan Whittington, Founder at ebsGrowth and Sandler Sales Training Franchisee, believes that predictable growth enables a company to reach its true potential. 

Bryan often asks people if they are staring at the ceiling at night to figure out why they're stalled. A fresh set of eyes helps you boost your revenue to the heights you only dreamed about. 

Bryan is the bane of the sales leader that talks a good game but then never produce's existence.  

He helps B2B SMBs with technical and complex product offerings to assess their current structure, design a world-class revenue machine, and build and then innovate their revenue operations, enabling them to scale profitably. 

Bryan has already made the mistakes, had the hard life lessons, and has the scars to prove it.

Don’t suffer through the same grief that we’ve had to endure. Bryan helps save the heartache. (The time and money too). 

 

“We fight like we train so let's train like we fight.” 

- Bryan Whittington

 

Feel free to connect with Bryan Whittington or Rob Turley on LinkedIn, or follow Bryan @ebs_Growth or Rob @RobTurley2 on Twitter! 

#DTRHpodcast #FollowTheWhiteRabbit #Sales #SalesEnablement #TeamBuilding #SolutionSelling #SolutionSkills #Scale #Growth #BuyersJourney

How to Sell to Procurement (Ft. Jill Robbins)

How to Sell to Procurement (Ft. Jill Robbins)

April 1, 2021

DTRH Ep.23: How to Sell to Procurement - Ft. Jill Robbins 

Make procurement your ally, not your enemy! Stop avoiding them like they're the plague because they aren't there to kill the deal, they're the ones who make it happen. All they want is to be a part of the deal up front, treated equitably, and heard. The key to aligning with procurement is transparency and TRUST.

Key Takeaways: 

  1. Trust is EVERYTHING: Gaining the trust of procurement is not easy, but once it's established, you're at an advantage—never risk losing it. 
     
  2. NEVER be dishonest: Once you've lost the trust of a procurement officer, you've lost the trust of all of them. It's a small, tight-knit group of people in the field, and they all talk to each other. 
     
  3. It's NOT about the price tag: Cost of product is not the main concern, or even a blocker (as long as it's reasonable). It's about the trust that you'll deliver quality, the proper quantity, and have consistency. 

  4. Negotiate from a position of strength: Standing your ground during a negotiation is of the utmost importance, but at the same time, to not be aggressive. It's about being assertive.

 

Episode Summary 

In today’s episode of Down The Rabbit Hole, your host, Rob Turley, Co-Founder & Co-CEO at White Rabbit Intel, delves deep into the mind of Jill Robbins to learn how to make procurement your ally. 

Most individuals believe that procurement is the enemy, though no, they are the people who are going to be making it all happen. Making procurement your ally is of dire importance, to say the least. 

If you want to be a "choice" supplier, you must understand your customers deeply to deliver value beyond getting the contract signed. There is a relationship to maintain quality of communication, service level, and acute timeliness that follows the contract signing upheld. 

Negotiating can become heated, and usually, one side wins, but with good negotiation, everyone loses (which means everyone wins). You must negotiate from a position of strength to get what you need, most of what you want, and the least amount of "loss" as possible to be at an advantage. 

 

Warning: Aggressive sellers beware. You are not welcome in the procurement world. 

 

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About Jill 

Jill Robbins, President at Business Fierce, has been sold to by the world's largest companies, seeing the good, bad and ugly from sales professionals. 

Jill is now advising companies how to navigate the “dark side” of working with procurement, negotiating effectively, and delivering stronger results. 

She was inspired to found Business Fierce helping clients elevate their selling game as they sell to and through procurement. Her clients become "Procurement Insiders" and learn how to sell smart. Results include closing deals faster, collaborative working relationships with procurement, winning more competitive bid opportunities, and increasing sales. 

Jill has spent the last 20+ years as a global procurement executive with various Fortune 500 companies, including Eli Lilly & Company, Elanco Animal Health, Ingersoll-Rand, etc. She has built and transformed global Indirect procurement teams, elevating the procurement brand to one that delivers both top-line and bottom-line productivity and making it easy for internal stakeholders to buy smart. 

Jill also provides strategic consulting to startup biotech and medical device companies to establish procurement governance, digital transformation, and implement a culture of buying SMART. 

While working in the corporate world, Jill and her husband have been successful entrepreneurs. • Jill has a 5-year-old son, written a children’s book, and is an avid athlete. 

 

“Make procurement your ally, not your enemy. They may forgive, but they'll never forget.” 

- Jill Robbins 

 

Feel free to connect with Jill Robbins or Rob Turley on LinkedIn, or follow Rob @RobTurley2 on Twitter! 

#DTRHpodcast #FollowTheWhiteRabbit #Sales #SalesEnablement #Negotiation #SalesTips #Procurement #Business #MassProcurement #RelationshipBuilding #Trust #SalesEnablement

The Power of “No” in Sales & Negotiation

The Power of “No” in Sales & Negotiation

March 25, 2021

DTRH Ep.22: The Power of "No" in Sales & Negotiation - Ft. Arturo Del Rio Jr. 

Saying "no" to prospects, clients, partners and while negotiating is a powerful thing. Being a "yes man" doesn't get you where you want to be. Backing up that "yes" can be very difficult and, in some cases, destroy relationships. No is often the factor that gets you the outcome you want. 

Key Takeaways: 

  1. "No" is a powerful word: It can reframe an entire negotiation and defines your limits. 
  2. No one likes a "yes man," it takes "no" to grow: You'll get used up dry—over and over again.
  3. Stand your ground: If you even give an inch, you'll be at a disadvantage. No means no.

 

Episode Summary 

In today’s episode of Down The Rabbit Hole, your host, Rob Turley, Co-Founder & Co-CEO at White Rabbit Intel, delves deep into the mind of Arturo Del Rio Jr. to rant about how saying "no" and using technology as a strategy is of the greatest importance for both your team and your business. 

Rob and Arturo are both CEOs of artificial intelligence companies and announce their partnership to create the world's first AI growth suite. 

Warning: This episode gets intense. 

 

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About Arturo 

Arturo Del Rio Jr., CEO & Co-Founder of ADMD Solutions, brings seasoned leadership and executive direction with his deep passion for delivering substantial revenue growth to customers (our Fans) in highly competitive markets. In the last two decades, Arturo collaborated side by side with organizations, including IBM and Sungard, to create & build top-performing teams. 

Moving forward with his vision for ADMD, Arturo couples his passion for growth with disruptive AI-based technologies to bring to the Global Marketplace the World's first end-to-end AI Growth Suite. 

When Arturo isn't growing businesses, you’re sure to find him in the woods or on some lake fishing, playing flamenco guitar and singing, or cooking up a storm while enjoying a glass of Spanish wine. 

 

“Help others achieve their dreams and you will achieve yours.” - Les Brown 

 

Feel free to connect with Arturo Del Rio Jr. or Rob Turley on LinkedIn, or follow Rob @RobTurley2 on Twitter! 

#DTRHpodcast #FollowTheWhiteRabbit #Sales #SalesEnablement #Coaching #SalesTips #Negotiation #No #SalesEnablement #AI

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