Down The Rabbit Hole
Innovation: The Agent of Change (Ft. Tom Allen)

Innovation: The Agent of Change (Ft. Tom Allen)

December 2, 2021

DTRH Episode 39

Innovation: The Agent of Change

Ft. Tom Allen

Technological innovation has been accelerating at an exponential rate since the mid-20th century, and it won't be slowing down anytime soon. Where is the world is headed? What will be driving the next "boom?" How will future innovation transform the way we live, do business, and the world we live in? 

 

Key Takeaways: 

  1. BEWARE the status quo! It is your greatest competitor, whether you like it or not. 
     
  2. Technology isn't "evil." It's only a tool. How people intend to use it for either "good" or "evil" makes it so. 
     
  3. Failure is necessary to drive innovation. 

 

Episode Summary 

In today’s episode of Down The Rabbit Hole, your host, Rob Turley, Co-Founder of White Rabbit Intel, delves deep into the mind of Tom Allen. Tom is a technology mogul and entrepreneur. Tom and Rob have an in-depth conversation about where the world is headed and what the future of technological innovation will potentially hold for the world. Buckle up because it gets a bit rocky and controversial! 

 

About Tom 

The best way to describe Tom is as an AI enthusiast. Tom's been featured in Forbes, Business Insider, Yahoo! Finance, MarketWatch, Reuters. He founded a media company that hosts "The AI Journal"—which has been labeled as the fastest-growing new media company "you need to watch." 

Board Advisor to Alphalake AI, a technology company, supporting the healthcare sector by giving a better Digital Patient Experience through RPA and Intelligent Automation

 

"I love to take calculated risks, gets my blood pumping. Always enter a situation with all my energy. Always optimistic. Love to read, aim to do two books a week." — Tom Allen

 

Key results Tom's delivered in the past three years:

  • Added £9m of new business to companies revenue within nine months, which added an initial £35m+ customer lifetime value to the business

  • Improved organic inbound lead generation from 8 inquiries a month to a minimum of 20 a month within six months. Please note the minimum order value was roughly £100k with the largest being £5.8m

  • Handled partnerships with £B robot providers/manufacturers including KUKA, ABB, Fanuc, Mitsubishi, and Staubli

  • Done successful inspection and analysis leading to improved operational excellence for various automation lines within food, manufacturing, aerospace, and logistics

 

Clients Tom's worked with: DPD, Hermes Int'l, Avara Foods (supplies TescoSainsbury's), Amazon, Dataiku, Robocorp, Coca-Cola, Howdens.

 

Feel free to connect with Tom Allen or Rob Turley on LinkedIn or follow Rob @RobTurley2 on Twitter! 

#DTRHpodcast #AI #ML #TheAIJourn #Technology #Futurist #Innovation #Blockchain 

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Top-of-the-Funnel Optimization (Ft. Patrick Joyce)

Top-of-the-Funnel Optimization (Ft. Patrick Joyce)

November 18, 2021

DTRH Episode 38

Top-of-the-Funnel Optimization

Ft. Patrick Joyce

Optimizing the top-of-the-funnel is not an easy job, but it doesn't have to be difficult. Multi-threading is a misunderstood process, it takes time and effort, but the fruits you can bear from being an effective multi-threader speaks for itself. Engagements we have with prospects and how we interact with their network and environment is critical to a new buyer feeling safe, familiar, and comfortable. 

 

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Key Takeaways: 

  1. Build your network: The age-old saying of "it's who you know, not what you know" has a lot of truth behind it. Modern sales do need the consultative expertise driving the conversation to achieve successful outcomes, though the connections you have and are able to leverage are a great way to connect with a new prospect through introductions
     
  2. Multi-thread your outreach: Multi-threading is a powerful thing. It enables you to have something we like to call "coverage." The more coverage you have, the better the outcome—usually. 
     
  3. 30:70 rep to prospect talking ratio is ideal: According to Sandler Sales Training's theory, it is ideal to have a 30:70 talking ratio. Rule of thumb, "If your lips are moving, you're not learning." 

 

"'Approach those with pain but aren't ready to visit the doctor yet." 

- Patrick Joyce

 

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 Patrick Joyce. Patrick is a top-of-the-funnel expert. We discuss how Patrick became a salesperson after being a math teacher, how he evolved into an entrepreneur, and how he got to where he's at now. Patrick specializes in sophisticated multi-threaded outreach to penetrate and navigate difficult enterprise accounts. 

 

About Patrick 

Patrick trains sales reps and builds outbound sales funnels that reliably start new business in new markets. The techniques I use to penetrate new accounts are unprecedented and have proven highly effective. Patrick helps businesses ranging from $6M-$1B valuations. 

 

Feel free to connect with Patrick Joyce or Rob Turley on LinkedIn or follow Rob @RobTurley2 on Twitter! 

#DTRHpodcast #SalesEnablement #MultiThreading #TopOfTheFunnel #SalesStrategy #Prospecting

How to Grow Your Business Profitably (Ft. Mark Allen Roberts)

How to Grow Your Business Profitably (Ft. Mark Allen Roberts)

November 15, 2021

DTRH Episode 37

How to Grow Your Business Profitably 

Ft. Mark Allen Roberts

Growing a business generally involves a copious amount of debt, and rides the line, hovering from the black, red, and green constantly. Mark Roberts, who's masterful while working with enterprises and hyper-growth mid-market businesses to enable them to grow faster and maintain profitability while scaling. Profitably scaling operations is not an easy task, so learn from one of the best. 

 

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Key Takeaways: 

  1. Listen to your customers to understand how to best serve them: Get your customers to share their pain points. Ask them what their challenges are and what changes have occurred in their market's ecosystem. Doing so will give you the advantage of truly understanding their needs, and holds the key to how you need to improve and where to innovate or expand your offering.
     
  2. Proudly sell your product for what it's worth. Nothing more, nothing less: People often undervalue or discount their products and services to land new business, especially with smaller deals. Don't give in to the temptation of giving "buddy-buddy pricing" to accounts that are not consistent customers and/or big spenders, and have a damn good reason for doing so.
     
  3. Always and continuously nurture your relationships: Even if a prospect is not ready to buy yet, nurturing the relationship you have with them is critical to acquiring their business because a competitor can swoop in and steal the deal if you slip up. Sames goes with your existing clients. The better the relationship, the higher the sales volume. All good things come to those who nurture.

 

"'Pitching your product is not selling." 

- Mark Roberts

 

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 Mark Roberts. Mark is an expert in generating profitable growth and scalability. He has been successful in making some of the largest firms in the world substantially more profitable while operating at a considerable level of effectiveness and efficiency within their revenue operations (RevOps) by building scalable sales, marketing, and procurement architecture and processes into their business models. 

 

About Mark 

Mark Roberts is a senior-level sales and marketing leader with over 35 years' experience driving profitable sales growth in market-leading organizations. He has driven profitability and effective revenue operations and architecture at numerous enterprise companies, including Timken, VMI, Gardner Denver, Mobility Works, Frito-Lay, and many others. 

Mark is an author, public speaker, sales trainer, and sales coach. In 2018, he received the Business Excellence Award from NSME and in 2019, the Highspot Sales Enablement Award. He was also recognized by Sales Hacker Inc. in the Sales Enablement Category. Mark founded OTB Solutions, LLC, and the popular business development blog, NoSmokeAndMirrors.com, ranked #1 in fixing sales problems.

Today, he is the Founding President of OTB Sales Solutions where he helps clients diagnose and improve sales effectiveness and hire and develop their sales talent to improve sales results. 

 

Feel free to connect with Mark Roberts or Rob Turley on LinkedIn or follow Rob @RobTurley2 on Twitter! 

#DTRHpodcast #SalesEnablement #Growth #Scale #Enterprise #Operations #RevOps #BusinessStrategy #RevenueOperations #Profitability

How to Use Existing Resources to Ignite Business Growth (Ft. Khalil Stultz)

How to Use Existing Resources to Ignite Business Growth (Ft. Khalil Stultz)

October 21, 2021

DTRH Episode 36

How to use Existing Resources to Ignite Business Growth 

Ft. Khalil Stultz

Often a large majority of potential revenue lies within your existing client and partner ecosystem. Many business owners do not realize how much revenue can be produced with what they already have. Growth does not mean you necessarily have to scale your business or your team. 

 

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Key Takeaways: 

  1. There’s a difference between growth and scale: Scaling requires more resources, while growth does not. Growth can be blood squeezed from the blood bag disguised as a stone. 
     
  2. Your strongest allies often are your closest competitors: Adjacent competition is more than likely one of the most powerful partnership moves a business can establish. They are not your enemy. 
     
  3. You can achieve resources by being “resourceful” rather than obtaining investment: There is power in “thinking broke.” Almost all entrepreneurs have been there and experienced it. Being broke forces people to become as resourceful as possible and make the most out of what you’ve got, so getting into that mindset, even with funds available, can create incredibly profitable opportunities by stretching resources to their limit. 

 

"'Toxic growth' is when a business puts more money into marketing efforts or growth which often dilutes your success and elongates your goals." 

- Khalil Stultz 

 

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 Khalil Stultz. Khalil is an expert growth architect. He has been successful in building successful businesses with little to no resources. 

Khalil and Rob discuss how making the proper use of existing resources while lacking the capital needed to make significant investments in marketing, and new employees can be as effective as having the budget to throw at the problem. Growth does not have to be a resource-heavy achievement. It can be done, but the question is... “How?” 

 

About Khalil 

As an Operating Partner of I Know A Guy Network, Khalil brings his experience as an investor and entrepreneur to the table. Before launching I Know A Guy Network with G. Wayne, Khalil churned and burned in the field of phone sales, converting cold calls into cold hard cash. 

Khalil now works with business owners so that they don’t have to waste their time with outdated and inefficient marketing methods. 

His growth strategies have grown his business, and he’s excited about doing the same for others. 

Khalil and his wife Precious have been married for eight years and have three boys. He and his wife raise their family in Central Florida, and they love traveling just as much as they love lounging at the beach.

To reach out to Khalil - Go here: https://directkonnection.com/training/

 

Feel free to connect with Khalil Stultz or Rob Turley on LinkedIn or follow Rob @RobTurley2 on Twitter! 

#DTRHpodcast #SalesEnablement #Sales #Growth #ROI #GrowthStrategy #Startup #Resourceful

The Art of Prospecting (Ft. Denis Champagne)

The Art of Prospecting (Ft. Denis Champagne)

October 14, 2021

DTRH Episode 35

The Art of Prospecting 

Ft. Denis Champagne

Prospecting is an art form. The key to closing is opening masterfully. The ability to make a real human connection with an individual you've never met before is of the utmost importance. It is a necessary skill to have. Selling is not about the sale. Selling is about the buyer, what they want to talk about, what they're experiencing, and for you, the seller, to share empathy with the buyer about their goals, their pains, their excitement, and their life experiences. Genuine care for the buyer and their needs is a must. 

 

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Key Takeaways: 

  1. You cannot fake "caring" for the prospect. Remember, it's all about them: Empathy while selling is important because the buyer has to be heard. They are the most important person in the room, but treating them as an equal is important as well. Treat them better than you would like to be treated, though remember that challenging someone is not mistreating them. 
     
  2. Be down-to-earth with prospects: Being yourself is critical to building any honest relationship. "Fake it till you make it" simply doesn't cut it. People will find out. Always. Simply be yourself. 
     
  3. Never rush the prospect and DO YOUR RESEARCH: Be prepared to know your stuff about the company and the individual. So many salespeople do not do this and it is detrimental to making a strong connection between individuals. It's the difference between guessing and knowing about the buyer.

 

"The key to closing is opening masterfully." 

- Denis Champagne 

 

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 Denis Champagne. Denis is an expert, prospector. He has trained hundreds of salespeople on how to prospect effectively and make a real connection with the individuals they target. 

Denis and Rob discuss how making that connection is valuable to the buyer, and will set you apart from other sellers out there. Being the person who listens, who understands, and that has the knowledge and expertise is critical to the process of effective top-of-the-funnel lead generation. 

 

About Denis 

With a wealth of knowledge gained through the last 35 years in the sales industry, Denis integrates his Old School proven sales practices with New Age methods, leveraging technology to enable sales professionals to predictably scale pipeline, win more deals, and enable client success. 

He has prospected successfully for the last 15 years as an executive connecting to the C Suite for various clients on 5 continents, coached over 1000 reps in his own call center during the ten years of ownership, and now coaches all over the world. 

Denis now specializes and focuses on coaching and training Account Executives or SDR, BDRs who are mandated to reach the same targets he did. 

As a former elite master athlete in cycling and a racquet professional earlier in his life, Denis brings this mindset of preparation and training to help sales teams operate with the mentality of elite athletes. Denis' focus is on helping sales professionals develop consistency, relevance, courage, confidence, and narratives to prospect effectively and reach their targets. 

Just like sports, achieving excellence is the non-negotiable standard for Denis and he knows that a caring coach or mentor can make the difference in reaching the highest level of the sales profession. Denis is married and coaches in English, French, and Spanish. 

 

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

#DTRHpodcast #FollowTheWhiteRabbit #SalesEnablement #Sales #Prospecting #TopOfTheFunnel #RelationshipBuilding #Connection #Targeting

Why Building a Relationship Narrative is Critical in Marketing (Ft. Dacia Coffey)

Why Building a Relationship Narrative is Critical in Marketing (Ft. Dacia Coffey)

October 7, 2021

DTRH Episode 34

Why Building a Relationship Narrative is Critical in Marketing 

Ft. Dacia Coffey 

Relationships and quality conversations are critical to effective marketing experiences. There is a conversation happening between you and the consumer, whether you're present or not. This means the content you market "speaks" to them. During that conversation, a relationship and trust are formed over time. The expectation is that they will give a little more to you in the form of personal information, attention, or effort in response to a quality experience. 

 

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Key Takeaways: 

  1. Business marketing is about turning strangers into collaborators: The cold market stays cold until there's a need or desire that must be entertained. This is driven mainly by pain, the need for convenience, or the cost being too high to fulfill an action or outcome. 
     
  2. Tell the truth early and often: It is crucial to tell the truth because lying in business is a tremendous mistake. If you have to lie to keep or create a relationship, then you're targeting or working with the wrong people. 
     
  3. It's not the technology that fails, it's the people and the process: Technology can fail, but if it's a decent marketing/advertising platform, then it's not the culprit. Techn is built to execute for you. If a campaign isn't working, the culprit is likely the target, message, execution, or process itself. It means it's time to reflect. 

 

"Repitition in the buyer's journey is the only way to get them to truly advance." 

- Dacia Coffey 

 

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 Dacia Coffey. Dacia is an experienced, purpose-driven marketer. She is talented in creating content and experiences around incredibly sophisticated or complex products that make a large impact. Hands down, doing what she does is one of the most difficult tasks to be successful with. 

Dacia and Rob discuss how the process and mindset behind the content itself are driven by the purpose, the impact, and the outcomes that a product, service, or experience will deliver to the audience or consumer. The end goal is to establish trust with the viewer. To make an impact, and leave them better off than they were before, even without selling them anything. Value in the takeaway to create a natural Call To Action (CTA). 

 

About Dacia 

Dacia Coffey is the CEO of The Marketing Blender and she's known for her energy, effective marketing strategies, and her impact as a professional speaker and author. She's also a fractional CMO that offers corporate workshops, group training, and one-on-one coaching. 

The Marketing Blender helps companies in highly technical industries stand out in the sea of sameness. They mix The Seven Fundamentals of B2B Marketing: Strategy, Branding, Website, Advertising, Digital Marketing, Trade Shows, and Sales & Marketing Alignment. 

As a top-tier sales professional & copywriter, Dacia has been on the front lines and has discovered the secrets of what grabs people's interest, and what catalyzes action. We help our clients build a massive competitive advantage. 

Dacia loves to speak at conferences, trade associations, and corporate events. Her topics focus on how to maximize influence by improving communication. She believes that people disrespect their own potential by treating work like a 4-letter word. 

She believes that "safe," bland marketing sabotages sales. She asks you this; "what is "safe" about marketing that doesn't work?!" 

Her areas of expertise include KPI Development, Sales & Marketing Alignment, Sales Mapping, Marketing Plan Development, Core Values, Mission & Vision Development, Messaging Choreography & Differentiation, B2B Brand Strategy, Succession Planning, Mergers and Acquisitions (M&A) Communication Planning, Investor Strategies, Digital Technology Integration & Alignment, Distributor Relationship Optimization, Data Management & Dashboard Creation, and Fractional CMO Services. 

 

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

#DTRHpodcast #FollowTheWhiteRabbit #SalesEnablement #Marketing #ContentStrategy #RelationshipBuilding #ConversationalIntelligence #Targeting #MarketOps

How to Increase Conversion Using Identity Graphing & Psychographics - Part 2 (Ft. Tommy Liantonio)

How to Increase Conversion Using Identity Graphing & Psychographics - Part 2 (Ft. Tommy Liantonio)

September 30, 2021

DTRH Episode 33

How to Increase Conversion Using Identity Graphing & Psychographics - Part 2 

Ft. Tommy Liantonio 

Identity graphing is the future of lead management—the ability to recognize who is who within your website traffic and content consumers is critical. You must go above and beyond expectations, to crush that quota. When adding psychographics and AI calculated Ideal Customer Personas (ICPs) split into micro-personas, the opportunities are endless, and the level of precision and accuracy is unparalleled. 

 

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Key Takeaways: 

  1. Marketing starts before a product is even created: The market must be asked about a set of problems, and asked if those problems need, or are even worth being solved. "If we build it they will come" is the greatest lie ever told. 
     
  2. Don't change your target, remove the wrong people within that target: Doubling the sales, doubling the emails, doubling the team, doubling everything is not the answer when trying to scale. The key is a removal process. We don't need more leads, we need more focus on the individuals who will buy. 
     
  3. When a sale fails, it's usually because we fail to execute properly: Enough said. 

 

"You need to prove to that it is a good buying decision. Most things that people buy are because it's how it makes them 'feel,' so salespeople should be building relationships and helping to solve a problem, not products or services." 

- 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 Tommy Liantonio. Tommy has created IP around identity graphing and will be partnering with Rob to create the ultimate data-driven bundle for lead generation and high-precision sales and marketing. 

Tommy and Rob talk about how the root of all sales and effective marketing stems from the target—following your target, is the messaging. The two are tied together, kind of like conjoined twins. They are critical to one another’s lifeblood. They share the same heart, lungs and need each other to survive. 

Most businesses have not been successful with their targeting accuracy and have perfected their message around the incorrect target. Once the target has been corrected, often the messaging fails because, again, it was built for the wrong audience. These two aspects fit one other like a glove and are always going to be directly related.  

 

About Tommy 

Tommy Liantonio is the Founder & CEO of iiintent.io, LiftCertain, and two other marketing and advertising businesses. He is dedicated to building and applying identity-based AI to grow profitable companies in B2B and B2C. 

 

Feel free to connect with Tommy Liantonio or Rob Turley on LinkedIn or follow Rob @RobTurley2 on Twitter! 

#DTRHpodcast #FollowTheWhiteRabbit #SalesEnablement #Targeting #ICP #Message #Sales #Marketing #WinLoss

How to Increase Conversion Using Identity Graphing & Psychographics - Part 1 (Ft. Tommy Liantonio)

How to Increase Conversion Using Identity Graphing & Psychographics - Part 1 (Ft. Tommy Liantonio)

September 23, 2021

DTRH Episode 32

How to Increase Conversion Using Identity Graphing & Psychographics - Part 1 

Ft. Tommy Liantonio 

Identity graphing is the future of lead management—the ability to recognize who is who within your website traffic and content consumers is critical. You must go above and beyond expectations, to crush that quota. When adding psychographics and AI calculated Ideal Customer Personas (ICPs) split into micro-personas, the opportunities are endless, and the level of precision and accuracy is unparalleled.

 

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Key Takeaways: 

  1. Matching personas from historic sales can increase conversion by 30-40%: Your data tells a story of who, what, and why prospects decide to become a customer. 
     
  2. Looking at a person’s behavior and psychographics will tell you what is important to them: What people do, follow, and act upon representing who they are, what they believe in, and what core values they have. 
     
  3. Finding the one who resonates with you best to pinpoint the champion within your deals: People buy from people they like, trust, and can relate to. The champion of any deal is likely to feel all three ways about you as the seller and is critical to building a strong, successful relationship. 

 

"There are only two reasons why somebody doesn't buy into what you're offering. Either your have the right message for the wrong audience, or the wrong message for the right audience." 

- Tommy Liantonio 

 

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 Tommy Liantonio. Tommy has created IP around identity graphing and will be partnering with Rob to create the ultimate data-driven bundle for lead generation and high-precision sales and marketing. 

Tommy and Rob talk about how the root of all sales and effective marketing stems from the target—following your target, is the messaging. The two are tied together, kind of like conjoined twins. They are critical to one another’s lifeblood. They share the same heart, lungs and need each other to survive. 

Most businesses have not been successful with their targeting accuracy and have perfected their message around the incorrect target. Once the target has been corrected, often the messaging fails because, again, it was built for the wrong audience. These two aspects fit one other like a glove and are always going to be directly related.  

 

About Tommy 

Tommy Liantonio is the Founder & CEO of iiintent.io, LiftCertain, and two other marketing and advertising businesses. He is dedicated to building and applying identity-based AI to grow profitable companies in B2B and B2C. 

 

Feel free to connect with Tommy Liantonio or Rob Turley on LinkedIn or follow Rob @RobTurley2 on Twitter! 

#DTRHpodcast #FollowTheWhiteRabbit #SalesEnablement #Targeting #ICP #Message #Sales #Marketing #WinLoss

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! 

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