“How can I hook my prospects in the first few minutes of the call?”

“How is the economic downturn affecting my prospects of connecting with prospects?”

If any or all of these questions are on your mind, you’ve come to the right place (page).

Cory is a renowned expert on B2B sales and sales management. He is the founder of CoachCRM and ClozeLoop and a partner in 2.12 Angels, a seed-stage venture fund. He has written 8 best-selling books on sales techniques and has experience building successful sales teams in various industries, from manufacturing to technology. 

In this podcast (and the following blog), Cory answers questions about effective prospecting, personalizing cold outreach, and the effects of the downturn on sales.

Listen to the complete podcast below.

Question: Most sales reps are consumed with self-doubt when it comes to cold outreach. How can they stop breaking into a cold sweat while making a cold call?

Cory: I think what people are scared of is not winning, and maybe that’s not necessarily losing, but maybe it’s being stagnant. And what we often find is that the best cure for hesitation, concern, and for call reluctance is winning. So the thing that organizations can do is equip salespeople with the messaging, the lists, the technology, the tools, and everything that they need to do to sit down, do their job and win. Because if they’re not doing that, then it’s gonna be hard to keep people motivated. And that’s really the answer here. It’s not something that you can just snap your fingers and do. But if you’re not winning, if you don’t feel like you’re winning, then things are gonna seem harder than they are.

Question: What’s one phrase or line sales reps can open with that will make the prospect want to talk to them?

Cory: Cold calls are common, and people may be tired of the same pattern. To better engage prospects, it is important to interrupt the usual pattern and pique their curiosity. One way to do this is to say something unconventional that hasn’t been said before. For example, ask if a query from CoachCRM sounded familiar in a negative format. If they don’t know what it is, move on to explain why the company is calling. It is important to avoid sounding like every other salesperson and not try to sell something immediately. This creates fear in potential customers, and they will likely just brush them off. Trying something new and different can help break away from the regular cold call pattern and better engage prospects.

Question: The world is slowly entering a recession. How can salespeople weather the storm? How can they sustain existing deals and build their pipeline? 

Cory: One could argue that the world is slowly exiting a recession, as it has been over nine months since we entered one on January 1st. An old saying claims that when cab drivers start talking about investing in stocks, it’s time to get out. This idea is reinforced by what many venture capitalists are discussing on their podcasts: good news for early-stage companies. On the other hand, some folks on LinkedIn are freaking out about the idea of a recession, which could mean they are nine months behind. Historically, recessions don’t last more than three quarters, although in 2001 it lasted for six. When COVID began, people panicked, but three to four months later, the economy was booming. This is why it’s important to be careful of what random people are saying and listen to the experts.

Despite this, when I drove to the bank recently, I received the biggest check our business has ever gotten. This was an uplifting moment, as it showed we were out of danger despite people still thinking that a recession might be around the corner. My advice is to keep an eye on the experts and not just listen to random people online, as this can help give you a more accurate outlook on the situation. The takeaway here is that recessions don’t last forever, although they can be painful while they do. As long as we remain cautious and trust in the experts, it’s likely that the world will come out of this period strong.

Listen to the complete podcast.

The post How To Prospect Like a Pro Ft. Cory Bray appeared first on Hippovideo.io.

They also provide a great opportunity to hear from experts and sales leaders without having to dedicate precious hours of our day to reading books and watching videos.

Here, competing with time is a completely normal phenomenon.

Getting Started with Sales Podcasts 

Sales podcasts are the major source of learning for 47% of salespeople. But creating your own podcast playlist requires you to go through each channel, episode, and read about hosts and speakers.

We did that, so you don’t have to.

Begin your 2023 with these 23 best sales podcasts.Whether you are new to sales, a seasoned pro, or a veteran thought leader, these hand-picked sales podcasts up the ante in 2023.

23 Best Sales Podcasts for 2023

1. The Art of Charm

Let’s start with this not-so-salesy podcast, which offers lessons from thought leaders in art, science, psychology, and sales. It’s about how to master the art of personal charm. Isn’t selling all about it?

2.The Advanced Selling

With over 14 million downloads, 850 episodes, and 16 years, this is one of the longest-running sales podcasts and is considered the Godfather of the genre. Here you will be enlightened about discussions about mindset, sales process, and true selling. 

3.Sales Enablement with Andy Paul

Hosted by Andy Paul, who is the author of two award-winning sales books and ranks #8 on LinkedIn’s list of the Top 50 Global Sales Experts. This podcast features candid conversations with global sales leaders such as Dan Pink and Tiffani Bova.

4.The Sales Hacker

A true B2B sales podcast that features seasoned sales experts. Follow this channel for tangible sales insights, tips, hacks, and strategies that you can put into practice in your day-to-day sales life.

5. What’s Next with Tiffani Bova

This is a podcast channel every aspiring or seasoned sales professional should follow. You are in for insightful sales lessons that will surely influence your sales growth positively. Tiffany Bova is one of the global growth evangelists, a Salesforce business strategist, best-selling sales author, and keynote speaker.

6. Outside Sales Talk

Hosted by Steve Benson, this channel features some of the best out there in sales. The episodes cover strategy, sales growth, and how to be the best performer in your team time and again.

7. Sales Babble

One must be pushy to bring in a sale—Pat Helmers started the Sales Bubble podcast in 2014 to burst this myth. The episodes are fun and entertaining, unlike most serious sales podcasts.

8. TSE 000

The Sales Evangelist podcast is hosted by Donald Kelly. Follow his talk for intense strategies for maintaining productivity and consistency, as well as tips and hacks to convert prospects into customers by following simple tactics.

9. B2B Growth Show

The podcast channel is meant for marketers but is a must-listen for B2B sales folks too. They test the trends, debate with experts, and bring clarity on what really works in the B2B space.

10. Sales Engagement

Focused on only one topic—sales engagement—it is a must-listen to be a great salesperson. This is more of a radio show than a traditional sales podcast, and it features some of the best minds in the sales field. If you are in the early stages of your career, this should be on your “subscribed” list.

11. The Prospecting Expert

Steve Kloyda, best-selling sales author, is the host. Yes, the very man behind the “Art of Prospecting” is your guide to getting in the door. The episodes focus on sales behavior, trends, and strategies.

12. Sales Gravy

You are reading about the world’s most-downloaded sales podcast. Jeb Blount is a name that needs no introduction in the sales fraternity, and he hosts the Sales Gravy podcast. Jeb is the best-selling sales author, keynote speaker, and sales acceleration specialist and brings in the most influential sales leaders to this show.

13. Outbound Squad

Formerly known as Blissful Prospecting, this focuses on the engaging sales stories, secrets, and skills of the world’s most successful sales professionals. If you are into cold calling, this book shares a lot of stories that you can learn from.

14. Sales Pipeline Radio

The podcast solely focuses on the converging points of sales and marketing and offers implementable strategies as to how to integrate both seamlessly. This is a sales podcast hosted by marketing thought leader Matt Heinz.

15. Conversations with Women in Sales

This podcast is hosted by Lori Richardson, who brings in unique stories of women in sales who have made their mark in B2B. Follow this award-winning podcast to learn the most important lessons of sales and explore the path to success.

16. Make it Happen Monday

Do you hate Mondays? Who wouldn’t? Still, you get up, show up, and face it like a hustling champ. John Barrows podcast helps make your Mondays better and is personally curated for salespeople.

17. SaaStr

A podcast that deals with numbers is one of the favorites of budding investors. Very few podcasts can answer intense questions such as “how to get from $0 to $100m ARR faster?” and “what does it take to scale successfully?” or even “how to deal with, survive, and succeed in a fiercely competitive world like SaaS?”

18. The Catalyst Sale

Hosted by two famous Mikes in sales—Mike Conner and Mike Simmons. Give this a listen as you can gain insights into sales enablement, workforce management and deployment, sales strategy, training, optimization, and execution.

19. The Salesman Podcast

It’s an Apple Award-winning podcast show hosted by Will Barron, the founder of Salesman.org. Not only did the podcast feature the best in sales, but it also featured NASA astronauts, F1 drivers, Olympic athletes, and UFC fighters. This is a blend of life lessons served one episode at a time.

20. In the Arena

As intense as it sounds, this is a series hosted by Anthony Iannarino. This channel can be your everyday guide to driving your sales pipeline while sharing a fair share of knowledge about your coordinating teams, like inbound, outbound marketing, revenue, and support teams.

21.  Reveal: The Revenue Intelligence

Okay, this one is for revenue leaders, but hey, who drives revenue? It’s salespeople like you. These insight-packed conversations are collected from sales practitioners and leaders based on their revenue intelligence rather than market opinions.

22. Sales Game Changers

Listen to the motivating and powerful sales stories, success methods, and frameworks from people who have changed the way the sales game is played. You can use this as your go-to source to do better today than yesterday in terms of selling.

23. Limitless – A Sales and Marketing Podcast

A podcast channel that offers something valuable for everyone in sales. Limitless, with its diverse topics and discussions, is that one channel that does not fit into any sales category but to which every salesperson can relate. 

Be a PRO by listening to the best sales podcasts

Start with these 23 top sales podcasts and follow them on whichever app you use to listen to them. Go through the episode notes once you are done listening to remember the key highlights of each episode.

Get this list of the best sales podcasts ready and start listening. Here’s a name suggestion for the playlist: My Sales University. The university that fits in your pocket, requires no student loans, and allows you to learn while multitasking.

How about that?

The post 23 Best Sales Podcasts to Follow in 2023 appeared first on Hippovideo.io.

In our conversation with Richard as part of Hippo’s Limitless Sales and Marketing podcast series, we dive into the modern-day skills that every salesperson should have for a successful career in sales.

Q: How would you say the sales landscape has changed from, say, five years ago to now? What changes have you been seeing in the sales landscape?

Richard: There are a couple of things.

Technology continues to be growing and helping. Whether it is ZoomInfo, Sales Loft, or Hippo Video, all those things you guys do are changing and helping. It also means that the sales rep has to be a little more tech-savvy in some worlds. It doesn’t mean that the veteran salesperson who has been doing it for 25 years has to change everything that they’ve been doing. But it does mean the new people coming in need to have a better understanding.

I also think, social has changed, and I don’t mean going out and tweeting and all that stuff. It means that every rep should have their own brand. Meaning you should be promoting yourself in different ways. I focus primarily on Twitter and LinkedIn. Some people have moved to TikTok and Instagram and those kinds of places.

But you are your brand, and it makes you more desirable as a candidate for when you promote or when you apply to roles. It also makes you more desirable as someone to work with when you’re using that to reach out to prospects, and they do their research. I think those are the primary ones off the top of my head.

Q: Trust is one of the most essential factors in building prospect relationships. What are some of the ways salespeople can build this trust in the initial conversations?

Richard: So, I teach a thing called a ‘respect contract’ where I encourage people to just sort of say, “Hey, I’ve got us down for 30 minutes. Does that still work?” And they’ll say yes. Great. And then I tell people to say hey, by the way, in 25 minutes, I’m going to call a timeout so we can see where we are. There’s nothing worse than getting to the end of the meeting and someone going, “Oh yeah. We’re at the end of the meeting. Yeah. Email me next week. I’ll give you an answer.” It’s never going to h appen.

And then being able to say to them, “Look, I think we’re both here for the same reasons. You know, you’re going to ask me questions, I’m going to ask you questions, and we’re going to figure out if this is a fit and if this works great. If it’s not, tell me, and likewise, I’ll tell you if I can’t do it, and I’ll even point you in the right direction.

So being willing to tell them where else they should go is vital in my mind. The key piece is to then transition out of this into…so what made you want to take this call today? This is a tactic I call the respect contract because it’s not about forcing them into any kind of conversation.

It’s about me respecting myself and my time and theirs and putting us both on an even playing field and allowing me to take total control without being a “general,” without being a jerk about it. And obviously, they have time to ask me questions and take it where they want, but I will make sure I maintain control of my process. So, to me, that’s the high level. It’s called the respect contract. That’s what I teach.

Q: What does the future of sales and salespeople look like? In today’s uncertain climate, do you think it’s going to stay the same, or is it going to evolve into something else?

Richard: You’re going to need to get rid of the “maybes” in your pipeline. I’ve been teaching this forever, but I think particularly now. Nothing will exhaust the spirit and will of a salesperson more than chasing maybes. If you have any deal in your pipeline that’s more than two times the average sales cycle, you should just kill it.

Stop using your pipeline as a lead list. It’s not; it’s your pipeline. Now people get nervous because they’re going to be like, oh my God. Then I’m only going to have four deals in my pipeline, and my management’s going to see it. Believe me, management already knows it; don’t kid yourself. So, clean it out. Now, part of that is it also relieves you of a lot of pressure. Okay, these four deals are the ones I’m working on. I need to go get more deals, and you don’t have to keep looking at the negativity in your pipeline. And that’s the challenge.

So, a lot of people don’t do that. They don’t see it that way. They don’t like to use the technology in that way, but that’s what we should do. It’s no different now than it was before, but I think it’s more important now because people need to know what the accuracy of the forecast is. I think forecast accuracy is going to continue to be a big piece. We’ve seen that growth in the last five years from different tools out there.

I think that the differentiation in how you do business is going to matter as much as what you do. I need people to fall in trust with me. How I conduct myself during the conversation matters and will get me shortlisted. It doesn’t mean I’m going to win more, but I’m going to get shortlisted. And then, I do end up winning more, but I need to get to the shortlist first. People will choose you not only because of the solutions and the pains you solve but also because of how you conduct business — not just what you do for your business, but how you conduct your business. I win so many business deals that way.

Q: What are some books and podcasts you would recommend to aspiring sales leaders?

Richard: Keep educating yourself, keep reading something, and keep listening to something. Whether it’s a podcast or a book, or just a blog, or an article, try to educate yourself at least two times a week on something.

So for me, I’m obviously a big fan of the Surf and Sales podcast that I do with Scott. I’m a fan of your podcast. John Barrows, I think, puts out great content. And Morgan Ingram puts out great content, as does Keenan. 

I’m cautious about what I read and listen to these days because I’m working on my book, and I don’t want to accidentally appropriate something from somebody else!For more unique insights on the importance of personalization in communication, virtual selling, and more, listen to the entire podcast here.

The post [Podcast] Modern-Day Skills That Every Salesperson Should Master For A Successful Sales Career appeared first on Hippovideo.io.

Listen to the full podcast here:

We are available on Apple Podcasts, Spotify, and Google Podcasts. Subscribe to our channel for your daily dose of quality learnings and insights into the world of sales and marketing.

In-Short:

Question: What do you think is the difference between cold emails that work and that doesn’t?

Amy: I have sent my fair share of cold emails and my definition of cold is that I don’t have a connection to this person of any kind. I don’t have a network connection. I’m looking for a network connection first or some type of introduction that that’s always part of my own outreach process. 

Question: Why do you think personalization works in sales outreach and what’s your take on this? 

Amy: When we talk about why personalization works, it’s kind of in the word. It’s person-to-person communication. It’s taken the time to, it’s not just customizing the person’s name, it’s customizing the message and showing that you have put some work into it. 

Question: What do you think about the misconceptions that people have about personalization? 

Amy: When we talk about the misconceptions of personalization. One of them I think is that personalization can be mass-produced. Yeah, I don’t personally think that personalization can be mass-produced. I think the other thing is that if this idea of quantity over quality, think in prospecting, there is certainly a bit of a numbers game to it. 

Question: What are the challenges you faced when you started working remotely?

Amy:  When I think about some of the challenges of remote working that I’ve had to overcome at first I would say that it’s the challenge of productivity. It’s the challenge of maintaining relationships with your leaders with your teams etc.

We are available on Apple Podcasts, Spotify, and Google Podcasts. Subscribe to our channel for your daily dose of quality learnings and insights into the world of sales and marketing.

The post Personalization in sales outreach and prospecting appeared first on Hippovideo.io.

Listen to the full podcast here:

We are available on Apple Podcasts, Spotify, and Google Podcasts. Subscribe to our channel for your daily dose of quality learnings and insights into the world of sales and marketing.

Time-Stamped Show Notes:

[05:28] How do you see personalization and sales outreach and what do you think is the difference between cold emails that work and that doesn’t?

[09:19] Why do you think personalization works in sales outreach and what’s your take on this?

[11:20] What do you think about the misconceptions that people have about personalization? 

[05:08] What was your first video that was like? Did you stumble or were you very confident? What motivated you to start creating videos?

[20:35] How do you imagine the future of sales as businesses are becoming more Global and digital every day?

[23:36] What are the challenges you faced when you started working remotely, and how do you see a remote working now?

In-Shorts:

Question: How do you see personalization and sales outreach and what do you think is the difference between cold emails that work and that doesn’t?

Amy: So if I think about that first part of the question which is Sales Outreach and Cold Emails being an integral part of any business. Outreach is how I built my business when I started in 2007, I had exactly one client and it was a client that I had through another strategic partner. So I didn’t have any of my own direct clients. I built my business with one client at a time, with one outreach at a time. 

And to the second part of your question, I am looking to be very specific in what it is that I’m asking for looking to accomplish that next step and the conciseness and as much of a focus on their business as possible. That can be tricky if you are doing a lot of email prospecting in a day, but part of what makes personalization work is doing some homework in understanding a little bit about the person that you’re reaching out to. That’s part of personalization. So those are a few things that I’ve seen work for myself.

Question: Why do you think personalization works in sales outreach and what’s your take on this? 

Amy: When we talk about why personalization works, it’s kind of in the word. It’s person-to-person communication. It’s taken the time to, it’s not just customizing the person’s name, it’s customizing the message and showing that you have put some work into it. 

Why personalization works is that it shows you’re interested in building a relationship. You are interested in qualifying whether or not we should have a further conversation. There will be times when there’s absolutely a need for the next conversation and there will be times where it’s not qualified and you just keep in touch. 

You keep the relationship going but personalization also shows you took time and it shows that you did your homework that there might be a problem to solve together. So it’s the personalization of the message and personalization of our intent makes all the difference. 

Question: What do you think about the misconceptions that people have about personalization? 

Amy: When we talk about the misconceptions of personalization, one of them I think is that personalization can be mass-produced. Yeah, I don’t personally think that personalization can be mass-produced. Can we get efficiency with it? Can we be more effective with it? Absolutely. 

I think the other thing is that if this idea of quantity over quality, think in prospecting, there is certainly a bit of a numbers game to it. You have to put in the work you have to put in the consistent work to reach people and to build relationships. But I will pick quality over quantity any day of the week. 

Question: I think you do a lot of videos and you exude confidence in your videos. And I’m curious. What was your first video was like? Did you stumble or were you very confident? What motivated you to start creating videos? 

Amy: You know the market is moving heavily towards or has moved heavily towards video. We think about the way that we use our phones, we use our tablets whatever our devices are. 

Video is something that is we consume a lot of it and we’re going to continue to consume a lot of it. So part of my motivation was absolutely driven by wanting to try new technologies to find ways to connect and descend to share my thought leadership in the market with the current medium. So that was part of it. 

Question: How do you imagine the future of sales as businesses are becoming more Global and digital every day? What’s your take on this? 

Amy: So I think the future of sales is a lot of foundational relationship building. We are sitting in the middle of this pandemic, this crisis and hopefully starting to come out on the other side of it, but I would say what one of the things I’ve learned through. This is that building and keeping your relationships, building and keeping your network, that doesn’t change. 

We are going to continue to be faced with disruptions across the globe to your point because our work now so much of it is so Global. I mean you and I are halfway across the world from each other doing this podcast. That would not have happened, you know, probably even just a few short years ago. 

So the ability to create relationships transcends being in a physical space together and that means for those of us in outward-facing rolls or any sales role for that matter, we have to be able to blend the foundational elements of relationship building.

Question: What are the challenges you faced when you started working remotely, and how do you see a remote working now? How does it solve your challenges? 

Amy: When I think about some of the challenges of remote working that I’ve had to overcome at first I would say that it’s the challenge of productivity. It’s the challenge of maintaining relationships with your leaders, with your teams, etc., those are probably some of the early challenges that I still see but today we have the technologies to be able to maintain connectivity and just it’s up to us to really use them to make sure that we’re making the most of them.

We are available on Apple Podcasts, Spotify, and Google Podcasts. Subscribe to our channel for your daily dose of quality learnings and insights into the world of sales and marketing.

The post Personalization in Sales Outreach and Prospecting appeared first on Hippovideo.io.

Karthi is the Co-founder and CEO of Hippo Video – A Video Personalization & Distribution Platform. He is a Senior Product Strategist, Marketer, and Product Manager with 16 years of experience. In his tenure at Zoho he built several successful products like – Zoho Recruit, Zoho People, OpManager, Studio from scratch and nurtured them to multi-million dollar revenue

Listen to the full podcast here:

We are available on Apple Podcasts, Spotify, and Google Podcasts. Subscribe to our channel for your daily dose of quality learnings and insights into the world of sales and marketing.

In-Short:

Subhanjan: What was your go to market strategy? How are you finding them? Who are we going and pitching? How are we doing that part?

Karthi: So we started going behind a lot of enterprises through common contacts, that is how this education friend also came into connection. So we sort of contacted basically we were able to go initially because with the level of funding we did not have the field trails.

Subhanjan: How are these people finding you? And to why do you think they started using you and not used something like Loom or Vidyard or any of those other extensions which were already sort of spending a lot of investor money in publicizing and promoting and marketing?

Karthi: The thing has then multiple recordings in your scenario, like Loom, then Screencastify was there. So we had positioned ourselves as a screen recording for these green draconic and we pushed strongly on the chrome extension immediately within like 15 days we became the top flight, because of some good reviews. So what we did was whoever reviews it, we gave them free the premium version. So that kind of started increasing the reviews.

Subhanjan: What kind of pricing do you have? 

Karthi: It was like we had a nod to pricing. One was monthly and they nearly monthly was around 5 dollars. Yearly was around 30 something.

Subhanjan: This is very reasonable. So at this point, what was happening with your competitors? I mean, so-called competitors, Vidyard or Bomb Bomb or any of these? So what was it? Was Vidyard your competitor then or that time or focused on some other?

Karthi: We did not want to place ourselves as a small tool or a feature on something existing. So we wanted to position ourselves as a platform for videos for business. 

Subhanjan: How did you sort of decide to execute it? What was your solution?

Karthi: We are a tech company and also a product company. So we started building the product by interviewing people. Then we did some beta to a couple of our existing customers. Understood that it is fine for them that it is delivering value for them. Once we did. But then we announced the personalization launch by sending out emails, doing some of our own LinkedIn boards kind of thing. That’s how we started. 

Subhanjan: And how does it actually show up in your product? What does the product do to personalize it? For example, if I want to send you a video, what would we do? Allow me to do?

Karthi: Okay, so we have different types of personalization. So when you want to send me a video, the video post will have your face, whatever it is, or if you’re sending an explainer video, you can include the text about me, the transaction I did with you earlier. If I could use some images, you can send some videos. Also, personally, to give you an example, we are working within the use cases. They want to do campaigns where someone has dropped off the funnel.

Subhanjan: What is the role of mentors in helping a startup become successful?

Karthi: Here I would like to talk about my mentor, Girish. So one thing I learned from him as a mentor was you did not provide us practical ideas. It was more of practical ideas and left us to find ourselves some answers.It’s not like giving answers to them, but giving some strategic boost. These are the things you will come across. These are the things you should take. So that was very helpful.

So play your own play, but still get some guidance.

We are available on Apple Podcasts, Spotify, and Google Podcasts. Subscribe to our channel for your daily dose of quality learnings and insights into the world of sales and marketing.

The post SaaStories: The Story of Hippo Video appeared first on Hippovideo.io.

Nicolas De Swetschin, Sales Director at noCRM.io, comes with a wealth of 10 years of experience in sales and international business development within software and value-added services companies. Experienced in the management of complex sales and new business development, Nicolas’s expertise expands across business development, international sales, channel management, account management, product marketing, and sales strategy.

Listen to the full podcast here:

We are available on Apple Podcasts, Spotify, and Google Podcasts. Subscribe to our channel for your daily dose of quality learnings and insights into the world of sales and marketing.

Time-Stamped Show Notes:

[04:08] Why do you think multitasking is essential for a sales team to succeed?

[06:21] How do you keep your team motivated? Do you coach them regularly?  

[12:52] What type of mindset do you have to have us a seller?

[18:30] How do you prepare yourself for different selling activities in the closing days?

In-Short:

Question: Why do you think multitasking is essential for a sales team to succeed? 

Nicolas: I always believe that you as a salesperson, it’s always very rewarding and also interesting to be involved in the other sales cycle. It’s more like a business opportunity.

Question: How do you keep your team motivated? Do you coach them regularly? 

Nicolas: Yeah, it’s very important for us to coach them. We’ve launched a partnership program that was something in addition to what we already were doing and train the team for all this process at the beginning. We keep this process and these processes in which we use the notion, the notion is really our core Bible for everything.

Question: What type of mindset do you have to have us a seller?

Nicholas: let’s say this is a mix of skills and mindset. And in my opinion, for people to win, I tend to look at more as people who are self-motivated and result-oriented because I think it’s very important in sales. And the second one is someone who is always very positive. 

Question: How do you prepare yourself for different selling activities in the closing days? 

Nicholas: Let’s start with prospecting Art A.M. We don’t do a lot of real prospecting called our trade school. We do more like qualification gold, which is very important. So for prospecting or for qualification gold, what I do is I make sure I know the person I’m calling and have a quick look on their website. That’s the basics. And make sure is in my ICP in my ideal customer profile.

We are available on Apple Podcasts, Spotify, and Google Podcasts. Subscribe to our channel for your daily dose of quality learnings and insights into the world of sales and marketing.

The post Building a Multitasking Sales Team appeared first on Hippovideo.io.

With just a briefcase, a MacBook Pro, a prospective customer, and a well-prepared presentation, Jeffrey has earned the crown as the King of Sales. Couple that with 40 years of hand-to-hand, face-to-face, tweet-to-tweet experience and you have the criteria of what it takes to be king.

Listen to the full podcast here:

We are available on Apple Podcasts, Spotify, and Google Podcasts. Subscribe to our channel for your daily dose of quality learnings and insights into the world of sales and marketing.

Summary:

Two words are going to define and redefine the selling process for the next 10 years. They are virtual and video. Virtual gives you the opportunity to show passion and display value, unlike text, video doesn’t just wow video wins, actually, video wins sales. So this is my formula. Virtual plus video equals victory. Keep that in mind as you’re trying to go back into or go forward into the new world. 

Now, my personal video platform is Hippo Video. If you use this URL at the bottom https://www.hippovideo.io/, it will take you to a free seven-day trial where you can practice using video at no cost because many of you are not that good at it yet.

You need to be an idea person, not a salesperson. You need to be a value provider, not a pitch provider. I don’t need your slides. I need your ideas. 

You have to be ahead of technology. That’s why I use Hippo Video. You see, Hippo video will allow you to embed a video in an email and play it without a download so, that you can explain yourself in a more compassionate way, in an emotionally transparent way. 

I’m going to give you the promise of this virtual event. I’m going to give you answers because salespeople right now need answers to immediately apply my strategies to your business and virtual and video selling process. 

But here’s a key point of understanding. People would rather do business with a virtual video value provider resource than a low price offer provider. When I get an email and say the lowest price ever, I delete it. You’re going to learn how to virtually separate yourself from the competitive herd in your industry so you can develop your own competitive advantage.

Now. There’s a formula, again, just in case you missed it, virtual plus video equals victory. 

Contrary to popular belief, we are not in the middle of a crisis of Corona. You’re in the middle of the biggest opportunity of your lifetime. The world is changing, it’s morphing into a more sophisticated world, and your gold is never coming back, never.

It’s an opportunity to learn about yourself and an opportunity to learn about how to help other people. And keep in mind, three kinds of people and leaders and salespeople are going to emerge in the new normal. Winners, watchers, and whiners, and you know exactly who they are. And my goal is to help you become and stay a winner. And you’re going to be perceived as either a leader or a lagger. Totally up to you. 

Where’s your camera? If there’s the closet door in the background, you may want to change. Your virtual and video communication skills are going to play a vital role in your customer’s decision to buy from you. They’re going to look at you, they’re going to evaluate you. They’re going to test your value and your communication skills. 

But you have to know their needs, use them based talk, use value-based messages, and use idea-driven actions. The idea is that you create for your customers. This is the critical piece of information that will boost you from being in the crowd to being a perceived value provider, which is where you need to be. 

If I don’t perceive a value in you, I’m going to go to somebody else. If I don’t perceive a difference in you, I’m going to go to somebody else or I’m just going to compare your price to somebody else’s price. Not good. 

The post-pandemic productivity and profit plan process, or simply stated, the new normal. Let me give you some definitions. What is the new normal? Social dominance is the new normal.

Think about attracting people with value. It’s not about sale, it’s about attraction and not the law of attraction, value attraction. Think about the outcome, not sale, think help, not a sales pitch, think, serve, not sell, think customer first. And think about relationships, not cold calls, think video, not text. 

We are available on Apple Podcasts, Spotify, and Google Podcasts. Subscribe to our channel for your daily dose of quality learnings and insights into the world of sales and marketing.

The post Jeffrey Gitomer’s Keynote Speech at Sales 3.0 Conference-2020 appeared first on Hippovideo.io.

Karthi is the Co founder and CEO of Hippo Video – A Video Personalization & Distribution Platform. He is a senior Product Strategist, Marketer and Product Manager with 16 years of experience. In his tenure at Zoho he built several successful products like – Zoho Recruit, Zoho People, OpManager, Studio from scratch and nurtured them to multi million dollar revenue

Tibor is a sales leader who has led companies like Bell Mobility, Imperial Oil, Pitney Bowes to increase results and sell better. He is the co-author of an award-winning book and is recognized as ‘Top 30 Salespeople In The World’ by Forbes. Reuters listed Tibor in ‘50 Sales Experts And Influencers You Should Be Following in 2019’ and Top Sales Management Association voted him under ‘50 Most Influential People in Sales Lead Management’.

Listen to the full podcast here:

We are available on Apple Podcasts, Spotify, and Google Podcasts. Subscribe to our channel for your daily dose of quality learnings and insights into the world of sales and marketing.

In-Short:

Tibor: I know that the Hippo Video platform is integrated into most of the major accelerators and screams, do you find people taking advantage of it in their sequences?

Karthi: Yes, very much so. It has been a very important part of adoption for users, because as we know, the sales people are time-bound. They have limited time and they need the most of their time prospecting, calling people and messaging out there on LinkedIn so they don’t have to juggle between different products. 

Tibor: What’s an example of somebody using the Hippo platform in an innovative way that you’re seeing that right away speaks to relevance?

Karthi: So one important aspect to start off with this relevance here, bringing the context of the discussion into that video or message is very important. And that is where we are brought in a very nice feature. What we call it has a dark side sweetness that you don’t just put the video alone but you can put it as a pep talk. We go there as well as some of the initial discussion points. It could be a presentation of the media on your product, the pricing that you want to send it across. 

Tibor: What do you see as being the ability to engage differently emotionally on video versus other platforms?

Karthi: A text email is tone-deaf. It is not emotion. It does not empathize and communicate that you want to connect with them. So videos allow you to emotionally engage with them, get that context right out there and empathize with them, with the situation, they are able to help you do hope things kind of empathize with them, understand the business is going on. So that is what was missing and that is why videos are emotionally engaging. 

Tibor: Does it have to be me or my face in the video? Are there other things that one can do?

Karthi: We have seen customers using, like stitching up custom demos or custom contacts they are building. So they bring up that screen through the screen chat recorded with their video or the video. But once all is there and create and send it across. So also it is available there, an important aspect is bring some explainer videos so that you can create with some added urgency. 

Tibor: What are the things you’ve seen that are unique to the video element from a call to action point of view?

Karthi: I think one of the more subtle calls to action that I’ve seen some of my customers make with video specifically, especially when you can track the back end to ask them to share it, because sometimes, you know, if you ask them to do something with you, they may feel it’s a bit early. They may feel it’s a bit too revealing or whatever the case is.

But I find if I can ask them to share it with a colleague, you know, that this information might be of interest to them. It’s a great way to get engagement on the other side. And it’s a gateway. 

Tibor: What are some other things that people can do from an actionable point of view within the platform?

Karthi: Yeah, we have to do what we call it, as you can imagine, the important actionable items. You can chat inside that page where they are viewing the video that they can quickly connect.

Video does help you stand out with the crowd. I don’t know, maybe you have the stats, but I’m certain when I’m writing emails, I’m certainly convinced that they’re being read on a mobile. When I’m making videos, even though I’m making them for LinkedIn, I’m assuming that people are going to see it on the mobile. That’s why right away I put in the subtitles because I know they’re going to be watching on public transit or something. 

We are available on Apple Podcasts, Spotify, and Google Podcasts. Subscribe to our channel for your daily dose of quality learnings and insights into the world of sales and marketing.

The post REAL™ Sales Prospecting Masterclass appeared first on Hippovideo.io.

Discover some underrated sales and marketing podcasts such as Marketing School, Limitless, Sales gravy podcast, Sales Enablement podcast, Salesman podcast, etc.

Are you looking to take your sales and marketing career to the next level?

Are you a professional looking to make use of your extra time to learn something new in sales and marketing?

Sales and marketing podcasts are great (i.e. engaging, fun, fatigue-free) way to consume knowledge whether you are a beginner or a leader in the industry. 

But most podcast lists on the web are full of popular junk. 

Let’s just reflect on that statement. 

These are podcasts by popular celebrities of their respective industries with only a select few sales/marketing focused episodes in the entire month. 

Podcasts are meant to share bite-sized content and insights in a quickly digestible format. Some of the most popular podcasts defeat the purpose of their creation with long, movie-like episodes. 

But hey podcast lovers, we are here to your rescue!

In this article, we will share a list of the top 10 podcasts suitable for sales and marketing professionals of all levels – whether they are a beginner, pro, or an industry leader. These podcasts are packed with useful and actionable content and are a breeze to listen to. 

Why so many people love to listen to podcasts (and why you should try them too!)

Once you start listening to podcasts, it’s hard to stop.

Why?

Probably because:

• They are portable (not to mention FREE!)
• They don’t consume all your attention; you can listen to podcasts while doing something else.
• They are great for education
• Many podcast hosts are experts who deliver great insights – you get industry secrets straight from the horse’s mouth! (Although, I have never heard of a podcast with an actual horse as a host!) 
• They are a great way to discover new personalities and experts in your industry. 

Here are some of the best Digital Marketing and Content Marketing podcasts

To grow your marketing career, it’s important to network with like-minded professionals.

According to musicoomph podcast statistics, podcast listeners:

• are 68% more likely to have a postgraduate degree
• are 45% more likely to have a net household income of a quarter of a million dollars ($250,000), making almost half of them to be high net-worth individuals

If you want to make connections with these individuals and exchange knowledge and opportunities with them, start by joining a community of regular podcast listeners in your profession. 

But which marketing podcasts are worth your time?

Here are a few to consider.

1. Marketing School 

This podcast brings us digital marketing knowledge and growth marketing insights in bite-sized pieces. 

There are two things that I love about this podcast:

• Their tips are extremely focused and immediately actionable. Both Neil and Eric never waiver from the topic of the episode.
• All episodes are full of knowledge, and there is no “irrelevant” junk in them

Just look at their latest episodes (as of writing this article):

The podcast listeners give it rave reviews.

In short, if you are anywhere in the Digital Marketing ecosystem – regardless of your role or your level of experience – you have to listen to this podcast regularly. 

This podcast is the gateway to your business’s digital growth!

Host(s): Neil Patel & Eric Siu

Platforms: iTunes | Stitcher | Spotify | YouTube | SoundCloud 

How long?: 5-10 minutes

2. The Digital Marketer Podcast 

The folks at DigitalMarketer.com created this podcast to share the most current digital marketing strategies so you get to learn something new in each episode. 

They aim to make you a “full-stack marketer” by covering topics ranging from acquisition to optimization to customer retention. 

Host(s): Garrett Holmes & Jenna Snavely

Platforms: iTunes | Stitcher | Spotify | TuneIn 

How long?: 30-45 minutes

3. The Copyblogger Podcast 

This is more of an educational podcast focused on learners and covering all topics under the umbrella of content marketing.

If you are interested to grow your knowledge in any of these topics:

• Content Marketing
• Email Marketing
• Copywriting
• Conversion Optimization

then this podcast is for you.

Host(s): Darrell Vesterfelt & Tim Stoddart

Platforms: Apple Podcasts | Stitcher | Spotify

How long?: 30-50 minutes

4. The Animalz Podcast

This is a high-level content marketing strategy podcast hosted once every week.

Instead of focusing on tips tricks or hacks, they focus on answering overarching questions and solving common problems such as

• How to create and refine a content strategy
• What common problems you might face and how to overcome them
• Advanced content marketing topics

Host(s): Jimmy Daly @ Animalz

Platforms: Apple Podcasts | Stitcher | Spotify | Overcast 

How long?: 35-55 minutes

Here are the best sales podcasts for reps and leaders

On the business side of their use cases, podcasts are a potent content marketing tool to:

• Get more exposure for your brand
• Drive more traffic to your website
• Establish thought leadership

Sales podcasts can cover a wide variety of topics because Sales itself is an overarching category. 

For e-commerce stores, B2C Sales podcasts would be relevant whereas salespeople selling to businesses and enterprises would be interested in B2B Sales podcasts.

1. Limitless

This is a well-balanced sales and marketing podcast that interviews thought leaders and influencers from diverse backgrounds.

Too often, salespeople and sales managers get stuck on specific issues such as:

• contract negotiations
• closing enterprise deals
• generating leads

Our team at HippoVideo shares insights to solve these problems through interviews with people who have “been there, done that”. 

During our Limitless episodes, you can expect straightforward questions and direct answers; our team doesn’t beat around the bush! 

If you often face the aforementioned (or similar) problems, you will find Limitless an extremely valuable addition to your sales and marketing skillset.

Host(s): Hippo Video team – Nikhil Premanandan, Sanjana Murali, Vivekanandan 

Platforms: Apple Podcasts | Stitcher | Spotify | Google Podcasts 

How long?: 35-55 minutes (Some episodes may be less than 30 minutes)

2. Sales Gravy

marketing and sales podcasts

Jeb Blount, author of the bestselling book People Buy You, hosts the Sales Gravy Podcast. 

This podcast is targeted at Sales professionals and leaders worldwide and addresses the specific issues that help them become better at their job and close more deals. 

Jeb has nailed his audience research when creating content for this podcast. This has made Sales Gravy the most downloaded sales podcast in the world!

Some of his topics include:

• Sales Motivation
• Sales Enablement
• Cold Calling
• Text Messaging
• Importance of Sleep for Salespeople

.. and so on!

Host(s): Jeb Blount

Platforms: iTunes | Stitcher | Spotify | Google Play Music | Overcast

How long?: 15-25 minutes

3. Sports Marketing Huddle

This is a sports marketing podcast hosted by Rob Cressy, the founder of Bacon Sports. 

Rob combines his love of sports, his knowledge of marketing, and a forward-thinking perspective and brings tremendous value in each episode.

This podcast is generally focused on sports marketing, entrepreneurship, and personal development. Rob has a regular segment on his show that he intuitively calls “Wake & Bacon”. 

Wake & Bacon is a category of small 5-10 minute episodes designed to give you energy and motivation in the morning. Although, I would personally argue that this segment would appeal to salespeople and managers at any time of the day – whether they want to start the day with enthusiasm or end their long day with positive reassurance. 

Host(s): Rob Cressy

Platforms: Apple Podcasts | Stitcher | Spotify | SoundCloud | TuneIn 

How long?: General episodes run in the range of 25-45 minutes. “Wake & Bacon” episodes are not more than 10 minutes. 

4. Sales Enablement Podcast

The host Andy Paul is a B2B sales and management expert and has published two award-winning books focused on sales. 

Andy helps you grasp various sales concepts and insights in a candid and inspiring way. 

He focuses on 

• critical sales insights
• sales perspectives
• sales skills
• sales technologies

The selection of topics is based on what enables sales reps and managers to achieve peak performance.

Host(s): Andy Paul

Platforms: Apple Podcasts | Stitcher | Spotify | Google Podcasts 

How long?: 30-60 minutes

5. The Salesman Podcast

In this podcast, Will Barron dives deep into the world of sales execution through interviews with leading experts in the fields of 

• influence
• body language
• psychology
• sales

The goal of this podcast is to help sales reps and leaders focus on helping its listeners close more deals. 

Will achieves this by focusing on the actual selling tasks without being boring. This is a great podcast if you are a B2B sales beginner.

Host(s): Will Barron

Platforms: Apple Podcasts | Stitcher | Spotify | YouTube

How long?: 10-25 minutes (Some episodes can go over 35 minutes)

6. The Buyer’s Mind (B2C sales) podcast

This is a sales training podcast that helps listeners understand their buyers in an industry-agnostic manner. 

The host Jeff Shore focuses on helping people understand the thought patterns and psychology of B2C buyers. 

Jeff can help sales managers modernize the skill set of their sales team. Sales reps in the B2C domain can also learn about the art of persuasion in this podcast. If you are an e-commerce website owner or website designer, Jeff’s advice can help increase your sales numbers. 

Host(s): Jeff Shore

Platforms: Apple Podcasts | Stitcher | Spotify

How long?: 20-35 minutes

Conclusion

Whether you are a sales beginner, sales manager, or a VP of Sales, there’s always some audio content that works for everyone. Everyone in B2B sales and B2C sales should bake podcasts in their schedule to learn new stuff and motivate themselves. If you never heard a podcast before, the podcasts in this list will hopefully convert you into a listener! 

The post 10 Must-Listen Sales & Marketing Podcasts To Make The Best Of Your Extra Time appeared first on Hippovideo.io.