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

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 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

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