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 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

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 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

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

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