Down the Rabbit Hole
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

Social Selling: Explained (Ft. Alexander Low)

Social Selling: Explained (Ft. Alexander Low)

March 19, 2021

DTRH Ep.21: Social Selling: Explained - Ft. Alexander Low 

It's about time someone really explained how social selling works... Become a social selling Jedi by learning social sales psychology and the best practices to master the art. Alex and Rob joined forces to leak the esoteric recipe for success. 

Key Takeaways:

  1. The Paradox: The point of social selling is to sell. If you sell while social selling, you'll never sell a thing. 
  2. Do Not Pitch: The pitch is for the birds. It's not the point. The point is to connect and set a meeting.
  3. Be Human: Just because it's virtual doesn't mean you should change your typical social patterns.

 

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 Alex Low to tear away at the facade created by a virtual selling environment we call LinkedIn. 

Selling on social media platforms is not unlike any other form of selling. That is usually where people end up going wrong. They feel like they have a license to pitch at will when, in reality, nobody wants to be sold to. No one. 

Though, people love communicating and love to buy things. The key is to approach as if you were meeting someone for the first time at a cafe, and have a damn good reason to be doing so. Being genuine, showing real interest, and understanding the psychology behind what people need to be willing to engage with you is the secret sauce. 

 

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About Alex 

Alex Low likes to refer to the following story to describe his mission and purpose. 

 

In 1519, Ferdinand Magellan set sail from Spain with five ships to find a western route to the Moluccas. Battling storms, mutinies, and the unknown, Magellan died before reaching his destination. One ship ultimately returned to Spain after circumnavigating the world. 

We are in a world of firsts at the moment, all of us trying to navigate our way through 2021 and what the future will mean for us. 

Why, your digital Magellan you may well ask? 

In the world of Sales & Marketing, it may feel like at times you are all at sea, not knowing where to begin with your digital transformation journey. Or maybe you are part way through and now feel like the programme has lost its bearings. 

Alex helps teams map out a digital transformation journey, across sales and marketing, ensuring you reach your destination. 

 

Feel free to connect with Alex Low or Rob Turley on LinkedIn, or follow Alex @alexander_low and Rob @RobTurley2 on Twitter! 

#DTRHpodcast #FollowTheWhiteRabbit #Sales #SalesEnablement #Coaching #SalesTips #SalesTraining #askdigitalaskalex #socialselling #guidedselling

How to Effectively Sell to CXOs (Ft. Ben Hippeli)

How to Effectively Sell to CXOs (Ft. Ben Hippeli)

March 3, 2021

DTRH Ep.19: How to Effectively Sell to CXOs - Feat. Ben Hippeli 

Confidence, competence, and executive presence. That's the name of the game when selling to CXOs. Being confident and having strong product knowledge is the foundation of competence. Tie that in with dynamic solutioning skills, and you're good to go! 

 

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 Ben Hippeli to discuss how confident solution selling is a craft that can be mastered—that supports the development of executive presence while selling to CXOs. 

Having the utmost confidence, product knowledge, executive presence, and know-how behind the curtain of the prospect's industry pain-points are the ingredients for coming off as competent. Competence is the most important ingredient when it comes to a successful high-level sell. 

  • What is "executive presence," and how do I know if I have it? 

  • What is "solutioning," and why is it important? 

  • How do I become more "confident?" 

  • How do I know if I'm "competent?" 

Listen and find out! It'll help you on your journey to a successful career in sales! 

 

About Ben 

Ben Hippeli teaches Professional Selling and Sales Management at the University of North Florida (UNF). Ben leads the UNF Professional Selling Advisory Council and is the founder of Benchmark Training, a firm dedicated build strong sales culture via recruiting, sales team training, and coaching. 

Ben’s customer-centric sales approach has been the secret to his success as a 4-time start-up entrepreneur and executive director of a national non-profit. 

He learned early in his career that great sales professionals are not born but are trained and nurtured and consider building great sales teams a must to succeed in any business. 

Ben received his BBA from Georgia State University, his MBA from the University of North Florida, and his sales trainer certification from Florida State University’s Sales Trainer Academy and is a member of the HandsOn Jacksonville Blueprint for Leadership Cohort

Ben brings his real-world experience, combined with a collegiate educational background and hands-on sales coaching techniques, to sales leaders and professionals worldwide to ensure success in various industries and markets. 
 

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Feel free to connect with Ben Hippeli or Rob Turley on LinkedIn, or Follow Ben @GetSalesFlow and Rob @RobTurley2 on Twitter! 

#DTRHpodcast #FollowTheWhiteRabbit #Sales #SalesEnablement #Coaching #SalesTips #SolutionSelling #SolutionsArchitecture #ExecutivePresence #Competence #Confidence #Mindset #ThoughtLeadership 

Technology & Marketing Psychology - “Get Shit Done” (Ft. Angela Proffitt)

Technology & Marketing Psychology - “Get Shit Done” (Ft. Angela Proffitt)

February 25, 2021

DTRH Ep.18: Technology & Marketing Psychology "Get Shit Done" - Feat. Angela Proffitt 

"Get Shit Done." Yeah, that old chestnut. The ultimate question is, "How?" Getting shit done is a formula. An age-old recipe. How do we get shit done? By using technology, marketing effectively, and reading a potential buyer's mind before meeting them.

 

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 Angela Proffitt to discuss how to "Get Shit Done" with the "Queen of Productivity" herself to fill those sales and marketing funnels.

Growth hacks are life lessons that are essential to success. Using the tools that enable you to require far less effort yet still be able to do more with more efficiency and effectiveness is critical to getting yourself into the most advantageous position possible. Learn how to get more done in less time and how to get better results with less effort.

Reading a potential buyer's mind using key elements of marketing psychology is critical to a smooth pipeline, and a shorter sales cycle. Creating a community around a product or a service is the most effective way to generate revenue from marketing materials, such as podcasts, webinars, and blog articles.

 

About Angela

Angela Proffitt is an award-winning 8-figure entrepreneur and CEO of GSD Creative. She is no stranger to the spotlight and is currently the host of the Business Unveiled podcast. As a consultant with several books as well as an in-demand speaker, Angela has appeared on ABC, CMT, TLC, E! as well as other national networks.

With a degree in psychology and proven expertise in productivity strategies that scale your business, her work has been featured in publications such as INC, Success, US Weekly & People magazine.

When she is not speaking, writing, or creating content, Angela can be found working with other CEOs, executives, entrepreneurs and or solopreneurs to implement and master processes that can turn any business into a profitable business.

Angela’s expertise has been extended to clientele such as Kellie Pickler of American Idol, Hillary Scott of Lady A, Patrick Carney of The Black Keys, country megastar Jason Aldean, and Eddie George former, a former Tennessee Titans football player—to name a few.

Angela currently serves as Mentor Chair for the Nashville chapter of the Entrepreneur's Organization; a global business network for entrepreneurs who make over one million in revenue.

 

Click to define YOUR Ideal Customer Persona! >>

 

Feel free to connect with Angela Proffitt or Rob Turley on LinkedIn, or Follow Angela @AngelaProffitt_ and Rob @RobTurley2 on Twitter! 

#DTRHpodcast #FollowTheWhiteRabbit #Sales #SalesEnablement #Coaching #SalesTips #productivity #gsd #getshitdone #Motivation #Business #smallbusiness #productivitytips #Entrepreneur #leadership #planahead #timemanagement #goals #visionboard #vision #innovation #technology #distractions #mindset #gsdacademy #foundation #timeblock

What About the Middle of the Funnel? (Ft. Phil Gerbyshak)

What About the Middle of the Funnel? (Ft. Phil Gerbyshak)

February 18, 2021

DTRH Ep.17: What About the Middle of the Funnel? - Feat. Phil Gerbyshak 

Whatever happened to the middle of the sales funnel? That's right, the "messy middle." The part of the sales funnel where we have to keep relationships alive, even when they don't result in immediate new business. Learn to navigate one of the most ignored parts of the sales process where much of what goes on—is truly organic and constantly changing.

 

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 Phil Gerbyshak to navigate the infamous "messy middle" muahahaha!

The Middle of the funnel is the greatest weakness for the majority of salespeople. Even more so than closing. That's right—more difficult to navigate than the close.

Listen to the discussion between Rob & Phile that will help you understand how to effectively navigate the sea between the open and close so you can drive up your number of proposal opportunities and close-ratio!

 

About Phil 

Phil Gerbyshak knows sales. Phil is a sales speaker, executive, expert, leader, mentor, podcaster, and coach.

Phil has written five books, more than 3,000 articles, and has been quoted in the Wall Street Journal, Daily Globe, Financial Times, Investor's Business Daily, Inc. Magazine, and many other publications.

Phil's been on three covers, including earning three covers: Speaker Magazine, Marketing Media and Money, and Social Selling Made Easy. Recently he was recognized as one of 25 Sales Leaders to follow by Crunchbase.

Phil is currently the Chief Revenue Officer and Partner at Process and Results, LLC, where he and his team help tech agencies and SaaS businesses sell more. They specialize in sales and SalesOps so that teams can stay focused on what they do best.

 

Target New Sales Opportunities With 35x More Accuracy! >>

 

Feel free to connect with Phil Gerbyshak or Rob Turley on LinkedIn, or Follow Susy @susyrosado and Rob @RobTurley2 on Twitter! 

#DTRHpodcast #FollowTheWhiteRabbit #Sales #SalesEnablement #Coaching #SalesTips

Sales is Not a Numbers Game (ft. Jamie Martin)

Sales is Not a Numbers Game (ft. Jamie Martin)

January 13, 2021

DTRH Ep.14: Sales is Not a Numbers Game - Feat. Jamie Martin 

Why is it so damn hard for people to understand that sales and selling is not a numbers game?! Ever... From start to finish, from new hire to seasoned veteran, selling is and always will be driven by people, culture, empathy, and relationships. Period. 

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 Jamie Martin to define what it means to maintain a healthy sales organization that is driven by people, culture, and relationships. The key to a healthy sales organization starts at the recruitment, and ends at the way we treat, coach, and incentivize our sales teams. After all, it directly affects how we sell! 

Understanding how to recruit and why it's important to recruit properly is a massive gap in the sales industry. There is a lot to be learned from recruiting and recruiters that strategically applies directly to sales strategy and organizational goals—especially learning to focus on the quality of prospects and qualifying leads based on relationship potential while social selling is an integral activity in sales for businesses to survive in a digital/modern environment. 

If we fail to put the people first, there will always be something amiss. There will always be issues amongst the hierarchy of the teams and the satisfaction of the employees. When there are hindrances with the aforementioned, the leadership will feel it too by seeing results that aren't quite up to snuff and pushback from their staff. 

 

About Jamie 

Jamie Martin BSc (Hons), PGCert is the Managing Director & Founder of Correct Careers Coaching is an award-winning (3x) sales professional, cocreator of a B2B sales e-Learning course. He is an author, podcaster, and public speaker. Jamie is passionate about sales strategy, social media, and sales training to improve their revenue and processes. 

Jamie helps streamline business sales strategy - enhancing a strategic approach to selling, resources, developing employees' selling skills, ICT/materials utilized during the sales process, etc. He delivers modern sales training (full sales cycle), including social media marketing/prospecting, lead generation, new business conversion, client relationship management, negotiation, and his own pioneering program called "Sales Psychology." 

Jamie has 10+ years of experience in B2B & B2C—working within the corporate sales, marketing, media, and the recruitment world and provided sales training to over 28 different industry sectors while working with all businesses' levels and sizes.  

Jamie has received the "Best SME Sales Training Consultancy - South West England (2020)" Award and the "SME News - Sales Selling Strategy Training of the Year 2020 - South West England" Award. 

 

Feel free to connect with Jamie Martin or Rob Turley on LinkedIn or Follow Jamie @CorrectCareers, and Rob @RobTurley2 on Twitter! 

#DTRHpodcast #FollowTheWhiteRabbit #SalesEnablement #SalesTraining #SocialSelling #CorrectCareers

The Origin of Sales Enablement (Feat. Roderick Jefferson)

The Origin of Sales Enablement (Feat. Roderick Jefferson)

January 5, 2021

DTRH Ep.13: The Origin of Sales Enablement - Feat. Roderick Jefferson 

Ever heard of the term "Sales Enablement"? Well, you're about to learn not only what it is but what it means and uncover the origin of the term from the man who coined it himself—Roderick Jefferson. The man, the myth, the legend. Oh yeah, baby, you gonna learn today! 

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 Roderick Jefferson to unearth the truth about sales enablement and sales team strategies by aligning with The Buyer's Journey

The Buyer's Journey is the most critical piece to a successful sales strategy while enabling sales because people buy from people! That's the truth. There is nothing fictitious about a business's success that drives selling via customer engagement and relationship building. The key is to think on your feet to put oneself into the buyer's shoes as best as possible, and to do that, you need to understand not only them but their industry as well. 

How would you want to buy the product or service you're selling? Do you want to be treated as a "cha-ching" or a number? Nope! You want to be treated like a valuable asset. Like you matter. Like you are the most important person in the room. It's all about getting helped and being shown, not told and sold. Simple as that. 

If your sales strategy does not drive this simple concept, then you're not going to get very far, and you're not going to last. That's when the relationship starts, not when it's concluded. Your job as a sales professional is not done until the relationship has concluded to its entirety, and even still, staying in touch and on good terms is vital to success. 

If a sales professional believes that the sale is over after the close, they're dead wrong. It has only just begun.” 
– Rob Turley 

About Roderick 

Roderick Jefferson is the CEO of Roderick Jefferson & Associates. He has 20+ years of sales leadership and is an acknowledged thought leader and keynote speaker in the sales enablement space. Roderick is a highly regarded executive whose expertise and insight is sought after because he understands how to create bridges between internal organizations to empower sales to exceed expectations. 

Prior to Roderick Jefferson & Associates, he held various executive leadership, sales, sales enablement, operations, and customer experience roles for Marketo, Oracle Marketing Cloud, Salesforce, 3PAR, Business Objects, NetApp, PayPal, Siebel Systems, & AT&T

Check out Roderick's new book Sales Enablement 3.0 and mention that you got referred by Down The Rabbit Hole Podcast and you'll get a massive discount! It's worth it because it's a hell of a read. 

 

Feel free to connect with Roderick Jefferson or Rob Turley on LinkedIn or Follow Roderick @ThevoiceofRod, and Rob @RobTurley2 on Twitter! 

#DTRHpodcast #FollowTheWhiteRabbit #SalesEnablement #SalesCoaching #Leadership #SalesEnablement3dot0 #TrainAnimalseEnablePeople #HopeIsNotAStrategy 

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