Energy4Sales
By Tim Hooper & David Oliphant
Energy4SalesJul 15, 2021
Energy4Sales Summit - 2022
Sales Metrics, Management & Mindset That Matters!
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Registration for 2023's annual summit is LIVE here (please share with your team as well): https://bit.ly/Energy4SalesSummit2023
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Connect with the Gang on LinkedIn:
Janelle: https://www.linkedin.com/in/janelle-rosenbaum-79b4a34/
Mark: https://www.linkedin.com/in/markstileslaw/
David: https://www.linkedin.com/in/sdavidoliphant/
Jeff: https://www.linkedin.com/in/jeffbajorek/
Andrew: https://www.linkedin.com/in/andrew-hooper-24064286/
Tswana: https://www.linkedin.com/in/tswana-sewell-7956979/
Suzanne: https://www.linkedin.com/in/suzanne-tinsley-wfg-88697070/
Talie: https://www.linkedin.com/in/talie-davis-weir-37a154109/
Parvathy: https://www.linkedin.com/in/pnh72/
Tim: https://www.linkedin.com/in/timehooper/
Sales professionals, are you looking to take your career to the next level? The Energy4Sales Summit is back! Please join us on the morning of September 17 from 8:30-11:00 am EST (Don’t worry. This event will wrap up before college football begins). Grow as a sales professional while also helping out a great cause!
Whether you're new in sales or an experienced pro, expand and grow your skillset and have some fun as well! Meet top sales leaders who are in the trenches doing it, and learn their secrets to success. We will be unpacking the importance of sales metrics, management, and mindset, and how they are the keys to growth and success.
Register today, and feel free to invite a friend!
Event Details:
- Coffee and Sales Roundtable with 9 Sales Leaders at 8:30 am EST.
- 3 Power Packed Sessions on Metrics, Management, and Mindset
- Takeaways and Exclusive Content on How to Lead and Win at Sales
- Event Wraps Up at 11:00 am EST
Registration for this event is FREE (a $225 value). We ask each registrant to consider donating to our partner, the American Cancer Society: www.cancer.org/Energy4Sales
Thank You to our Sponsors: Energy4Sales & WFG National Title!
About Energy4Sales: We believe that if you’re not having fun in sales, you may be doing something wrong! Sales can be a lot of fun when founded on fundamental principles of human connection. Making every connection count is imperative and it starts with our energy - how we show up. Either we’re distracted by all of the noise and not showing up, or we’re procrastinating due to a lack of confidence. We’re the premier sales professional accelerator that increases consistency, proactivity, and accountability in your sales process!
#Energy4Sales #DAFTSalesMethod #FunInSales #Sales #Salesforce #SalesTeam #SalesManagement #SalesTraining #SalesCoaching #SalesDevelopment #SalesLeadership #SalesTips
Following Up — the key to winning more business is in the work before and after
Timing Isn't Everything — making the time is everything!
Leveraging consistency to show up WITH an understanding of what’s important to your prospective client at that time and asking timely questions of them. Oh, and be on time – that helps!
Remember, we often think the “crickets” from our last 3 voicemails mean rejection – they don’t! Like our friend, Jeff Bajorek teaches, we just haven’t gotten their attention yet! This time, you may just get their attention!
Make the time, be on time, and SHOW UP! Persevere – you got this!
Join our sales group on Facebook for no-nonsense sales accountability: www.facebook.com/groups/Energy4Sales/
Follow E4S Podcast: energy4sales.biz/PodcastEpisode
Join us on LinkedIn: energy4sales.biz/LinkedInPage
Next Play & Heroic Minute — overcoming the distractions of failure and success
You can connect with Ben here: www.linkedin.com/in/brogers53
Ben shares the difference between sales and sports is we often look at sales as “game day” while in sports the emphasis is on practice days. Why can’t we shift our focus here as well, Ben challenges.
The Bottom Line: the practice is more important than the game. Where’s my focus? The trophy, or the next fundamental habit!!
Ben’s FOTG pledge: “I respect my time as much as I respect everyone else’s. My first appointment of the day begins when my heat feet hit the ground. I will be early or on time to my first appointment and this will set the tone for my actions of the future. My greatest challenge of the day is getting my feet on the ground at or before ____ a.m. and I will defeat my greatest challenge today!”
No more “ish” ... why would anyone want to lose their battle of the day?
Ben quotes author Saint Josemaría Escrivá: The heroic minute: here you have a mortification that strengthens your will and does no harm to your body. If, with God’s help, you conquer yourself, you will be well ahead for the rest of the day. It’s so discouraging to find oneself beaten at the first skirmish.”
Golden Nugget: go for the small habits and focus on consistency. When you fail or succeed, take a breath, then look for the next play ...
Join our sales group on Facebook for no-nonsense sales accountability: www.facebook.com/groups/Energy4Sales/
Follow E4S Podcast: energy4sales.biz/PodcastEpisode
Join us on LinkedIn: energy4sales.biz/LinkedInPage
Data or Emotion — what are you relying on?
Bare Minimum Huggers — but why?
Motivation! Motivation! — why it’s foundational to your success
You can connect with Julie here: www.linkedin.com/in/julie-turner-7946097
At the core of success is ALWAYS motivation! Why do we do what we do? Ask WHY and REVISIT your WHY often. At every level there's a comfort level; leveling up our WHY takes us to the next level!
About whining a national, prestigious award, Julie shares “the drive for me was never an award - an award I never knew anything about by the way - I LOVE my family and want to know that taking care of them WELL is in my power.”
She LOVES helping people and shares you MUST have passion!!! The ingredient for passion is CARING about their motivations, not a transaction. "You can be transactional and just get the deal done, or you can be relational and win deal after deal after deal!"
She shares, “Being competitive is ok as long as it's with yourself and the version of who you were yesterday!" … BOOOM!
Golden Nugget: it's not that you're inadequate, or stupid, or can't figure out; it's only HARD because it's NEW … and supposed to be!
Join our sales group on Facebook for no-nonsense sales accountability: www.facebook.com/groups/Energy4Sales/
Follow E4S Podcast: energy4sales.biz/PodcastEpisode
Join us on LinkedIn: energy4sales.biz/LinkedInPage
Don’t Close The Deal — own the buying process
Listen in and ask yourself these questions:
Buying Process - do we have one? Is it clearly defined? Does our sales team own it?
Buyer Confidence - have we communicated the buying process and set proper expectations?
Buyer Delight - are we gaging along the way? Do we have a team connection process with each new client?
David’s caveat: bringing in "The Closer" vs playing to Team Strengths (matching personas). Identify internal introductions needed early on and bringing in the Intellectual Property.
Managers, coach your team to be closers. Then empower them to try, fail and grow. No super heroes, just super teams!
Join our sales group on Facebook for no-nonsense sales accountability: www.facebook.com/groups/Energy4Sales/
Follow E4S Podcast: energy4sales.biz/PodcastEpisode
Join us on LinkedIn: energy4sales.biz/LinkedInPage
Don’t Jump To F — start with abc
Do we have a solid onboarding process and ongoing training rhythm? Are we investing the time to train? If we’re in a credential-dependent industry, are we blocking time for our team to accomplish required training?
Someone asked, “what happens if we train them and they leave?” Someone else replied, “what happens if we don’t and they stay?!”
A great exercise is having our new recruits chronicle their 30-60-90 day journey. How connected and equipped are they feeling? Less is more! Keep it simple, and ask for feedback from newer hires to continually improve.
Playbooks are used to win in sports, why not in our businesses? Putting a playbook together can be a team-building activity and should always remain a living, breathing document that’s well-reviewed and practiced.
It’s never too late to get back to the basics — our cultures depend on it! Our reputations in the industry and talent attraction depend on it. Trust with your team members skyrockets when you’re truly helping them grow and succeed!
You can connect with Andrew here: www.linkedin.com/in/andrew-hooper-24064286
Join our sales group on Facebook for no-nonsense sales accountability: www.facebook.com/groups/Energy4Sales/
Follow E4S Podcast: energy4sales.biz/PodcastEpisode
Join us on LinkedIn: energy4sales.biz/LinkedInPage
Stop, Start, Keep — a practical exercise going into a new year
1. STOP: What do I need to stop doing that’s distracting me or holding me back?
2. START: What do I need to start doing that will help me become who I’m aspiring to be and help me achieve the goals I’ve established?
3. KEEP: What’s been working well and is a high value activity I need to keep doing?
The quote by Henry Ford comes to mind when he said, “If you always do what you’ve always done, you’ll always get what you always got”! By conducting an honest self-assessment and taking inventory, we get a true 360 and can light-weight our minds and lives to become more effective leaders personally and professionally as we move toward our vision.
Join our sales group on Facebook for no-nonsense sales accountability: www.facebook.com/groups/Energy4Sales/
Follow E4S Podcast: energy4sales.biz/PodcastEpisode
Join us on LinkedIn: energy4sales.biz/LinkedInPage
SPARK 2022 — title agent special: will you invest in your sales & marketing teams?
Cultivating Culture — the commitment it takes and impact it makes
W.A.I.T. — a power question that increases the effectiveness of our next sales call
Mark Stiles joins us to share the power question W.A.I.T. Why am I talking? Naturally, we want to interrupt; finish others’ sentences!
Listening to UNDERSTAND takes discipline and exercise. When I'm talking, I'm not learning!
WAIT starts with our teams; starts in our families! Mark shares it took him some personal acknowledgement … painful in fact; but, you practice and get better.
Listen, pause and get comfortable with silence. Ego can cause us to talk - we want to be known as having the answers!
In a sales context, we may think “I don't have much time so let me get my pitch out”. Mark shares how insecurity may make us think, “why am I asking a question i should know the answer to”? I ask because I want to hear YOUR response to the question!
Why am I talking? If I am, am I delivering VALUE or FILLING time?
Resource: Pat Hyman: RE Agent Rocks! Also, Mark does a Title Agent Rocks segment so be sure to connect with him!
Join our sales group on Facebook for no-nonsense sales accountability: www.facebook.com/groups/Energy4Sales/
Follow E4S Podcast: energy4sales.biz/PodcastEpisode
Join us on LinkedIn: energy4sales.biz/LinkedInPage
Content Is King — stay proactive with it, but don’t babysit it!
Taking Their Temperature — how well are we really connecting?
Delighting Customers — proactively deepening relationships & making it fun!
You can donate here: energy4sales.biz/ACS
If you can meet their need, that’s delightful! See, our quote isn’t THEIR need. Our sales goals aren’t either. How we show up, how we connect, how we smile, how we listen to them, how we resource them, how we followup up and be a consistent partner in THEIR goals — these things are delightful!
People want to help, make it easy for them to! Your buying process should be simple, effective and communicated well so that they CAN do business with you and keep you, Ms. or Mr. Delightful around! Sprinkle moments of delight all over your process: in onboarding, first order, following up, or taking the relationship deeper! Seek to delight!
Asking “what would it take to be delighted?” elevates the conversation and really ensures we’re getting feedback to improve future interactions! Transaction-driven sales people aren’t unlocking their curiosity like relationship-driven sales people are. Delighting customers starts starts with curiosity and a passion for going the extra mile and enjoying the calling of sales — caring for others and having a ton of fun doing so!
Follow E4S Podcast: energy4sales.biz/PodcastEpisode
Join us on LinkedIn: energy4sales.biz/LinkedInPage
Extreme Ownership — no more excuses; just prioritization & execution
Sales Roundtable — C is for consistency in the “CPA” of sales
Sales Roundtable — P is for proactivity in the “CPA” of sales
Energy4Sales Summit Handout: energy4sales.biz/Summit2021Handout
Proactivity:
Janelle
• set firm expectations
• act with intention!
• ask leading questions. Help them be realistic.
• pay for A!
Todd
• proactively setting up convos
• Elephant in the room
• Here’s what we’re going to do, here’s why we’re going to do that!
Carnell
• anticipating clients need before they come up
• think about teams career path and education development
• intentional with your culture!
• generates trust and credibility!
Follow E4S Podcast: energy4sales.biz/PodcastEpisode
Join us on LinkedIn: energy4sales.biz/LinkedInPage
Sales Roundtable — A is for accountability in the “CPA” of sales
Energy4Sales Summit Handout: energy4sales.biz/Summit2021Handout
Accountability:
Justin
• accountability is NOT what you do to people
• it’s a combination of great leadership and management.
Leadership - questions to ask yourself:
• 1 have you cast the vision?
• 2 have you equipped them?
• 3 are you letting go and delegating
• 4 are you acting with the greater good in mind?
• 5 are you taking clarity breaks?
Management - questions to ask yourself:
• 1 are your expectations clear
• 2 are you communicating clearly
• 3 do you have the right mtg pulse?
• 4 convo once per Qtr “how are you doing?” (Empathy!!)
• 5 are you rewarding and recognizing wins and
Jason:
• accountability means teamwork
• takes us out of our comfort zone!
• no “I” in team!!
Tswana:
• customer standpoint
• 1 it starts with you
• how are you accountable to your clients?
• 2 followup and follow through
• 3 make it more than a sale
• really get to know them! You don’t let your friends down!
• 4 seek to delight
• client wants to feel special!
• “you can’t delegate accountability”
Sam:
• mid-way feedback!!!!
• ask during the process!!
Follow E4S Podcast: energy4sales.biz/PodcastEpisode
Join us on LinkedIn: energy4sales.biz/LinkedInPage
Effective Conversations — generating buy-in for better results
Wow Experiences — treat your prospects more like family
Jeremy joins us on this BONUS episode where we ask him some questions about the touches he’s made with Dad’s clients and what emotion he feels that delivered. Listen in as a nine-year-old shares his perspective on wow experiences, encouraging people and closing big deals!
Join our sales group on Facebook for no-nonsense sales accountability: www.facebook.com/groups/Energy4Sales/
or LinkedIn group
www.linkedin.com/groups/12539994
“I’m Not OK if I Don’t Connect” — bettering connection, earning buy-in & developing trust
Andrew Hooper, Business Sales Strategist for JP Morgan Chase joins us in this dynamic conversation. The context is a statement he made as he gets in the field with his branch managers and their teams — “I’m not ok if I don’t connect!”
It’s not good enough to just “do my job” and deliver content, or tell them how it should be done. Andrew shares practical, in-the-trenches, tried and true thoughts on making lasting impact and getting ideas to actually stick!
Listen in as he shares his heart on putting in the work of pre-planning, engaging in meaningful conversations ahead of time, going the 2nd mile of presenting in a way that addresses your audiences needs and challenges (not just getting through content or pitching), and generating team buyin! Then, caring enough to followup to ensure connection happened!
- Connect better
- Earn buyin
- Develop trust
BAM!
Connect with Andrew here: www.linkedin.com/in/andrew-hooper-24064286
Join our sales group on Facebook for no-nonsense sales accountability: www.facebook.com/groups/Energy4Sales/
or LinkedIn group
www.linkedin.com/groups/12539994
What Do You Call A Broken Can Opener? — words matter and here’s one we CAN change
David and Tim share a powerful mindset shift when it comes to our ability — CAN, and our willingness — WILL. Either we can or we won’t and making this clear in sales will radically shift our reliability and followup.
Our words are powerful and often times (although subtle) plant doubt in our minds and the minds of those listening. Words matter. Being our word matters. Keeping our word matters.
For more words and thoughts on selecting more powerful options, listen to an “oldie and goodie” with our friend Mikey Knobs:
podcasts.apple.com/us/podcast/energy4sales/id1529777771?i=1000492516378
Join our sales group on Facebook for no-nonsense sales accountability: www.facebook.com/groups/Energy4Sales/
or LinkedIn group
www.linkedin.com/groups/12539994
Authenticity — one word that changes everything in sales
Friend of the show and leader in the Real Estate industry, Ryan Koppel, joins us and shares why he got into sales to begin with. A “gut check” early in his career changed everything and he shares how it was the greatest gift he could’ve received! It changed his focus, his sales and his life! This one word has the power to take you to the next level in connecting with people! Get to know Ryan and you’ll find a genuine love for life and people. You can connect with him here: www.linkedin.com/in/ryankoppel
Join our sales group on Facebook for no-nonsense sales accountability: www.facebook.com/groups/Energy4Sales/
or LinkedIn group
www.linkedin.com/groups/12539994
You’re Invited — Sept 18th | Energy4Sales Virtual Summit
Random Acts of Connectivity — getting creative and more effective in connecting with others
Trusting Your Gut — keep opportunity costs down with the right fit
Justin Cook returns to discuss the opportunity cost many organizations face because a sales team member isn’t a good fit. Being proactive in helping the right people get on your bus and find the right seat on the bus is crucial.
Skills of the empathetic sales leader include helping people find their passion, bring their A-game, or getting off the bus to find a place they can be happy.
Detecting negativity early, not turning a blind eye to it, having crucial conversations and trusting your gut when it comes time to part ways with the wrong fit are muscles sales leaders exercise only after we’re willing to get in the trenches with our teams.
Connect with Justin: www.linkedin.com/in/justincookctgcoach/
Join our sales group on Facebook for no-nonsense sales accountability: www.facebook.com/groups/Energy4Sales/
or LinkedIn group
www.linkedin.com/groups/12539994
Contingency Coaching — proactively mitigating why they won’t buy from you
Drama Triangles — understanding them so we can exit & take ownership instead
So What? — we’ve got to pass this test
Being Accessible — getting in the trenches with our teams
From Product Pusher to Trusted Advisor - the art of making wholistic sales calls w/ the BANT recipe
Much of her success as a sales leader has come from nurturing a Wholistic Sales Mindset in her team. Instead of picking your favorite product or two and “pushing” them, we can learn about our entire suite of solutions as a business and engage in more wholistic sales calls.
Her Buddy System is the glue here as Whitney shares, “we can all learn something from everyone on the team”! Paring your more senior people with new team members is powerful!
Having a goal on your sales call and more importantly, being able to coach your team with a successful structure is game-changing!
Whitney gives us her BANT recipe:
- Budget - can they afford your solution?
- Authority - who are the decision makers?
- Need - understanding the pain point?
- Timeline - what’s the go-live date?
Pro Tip: the BANT recipe is GREAT for highlighting what your team logs into their CRM’s.
Whitney circles back to accountability being KEY to your team’s success! If any of these mindsets are going to stick and be nurtured, we must develop an accountable culture.
Join our sales group on Facebook for no-nonsense sales accountability: www.facebook.com/groups/Energy4Sales/
or LinkedIn group
www.linkedin.com/groups/12539994
You can connect with Whitney here: www.linkedin.com/in/whitneynlow
Networking Post-Pandemic— it’s just like riding a bike ...
People are ready to see you post-pandemic. Be courageous and bold enough to show up. Evolve your discovery, lead with empathy and have fun with it — be human. Mask if necessary, fist bump if still preferred, but whatever you do, show up!
Connect boldly, now.
Join our sales group on Facebook for no-nonsense sales accountability: www.facebook.com/groups/Energy4Sales/
Connect with Todd
LinkedIn: www.linkedin.com/in/toddabowman/
Email: Todd.Bowman@insperity.com
If You’re Not Having Fun — you might be doing something wrong!
How To Avoid Coasting — especially when business is booming
https ://www.linkedin.com/in/janelle-rosenbaum-79b4a34
We discuss how to keep our teams away from “coasting”. Times are great! Business is booming! It’s EASY to take our eye off the prize of leading indicators — prospecting, activities that generate opportunities, pipeline review and keeping urgency around what’s next.
Like Mike Weinberg’s RPA model, are the results there? Is the pipeline full? Are your activities consistent?
Celebrate the wins — absolutely! Now, what’s next? Leaders, over-communicate with your teams and find out where they need help, what their motivation is, etc.
Rhythm trumps sporadic activity and guards against burnout. Build rhythm by increasing accountability, safe places of discussion and coaching, and staying in the trenches with your team — keep them pointed!
Focus on leading indicators and celebrate those more than the “big wins”!
Join our sales group on Facebook for no-nonsense sales accountability: www.facebook.com/groups/Energy4Sales/
Get On The Floor — leading from the trenches
Why You Need A Film Room — pros practice & role play
What’s Your Trademark — teammate or trouble maker?
Lean Into Conflict — and remove the springs!
As an Enneagram 9 (Peacemaker) Justin's LEANED INTO conflict. He shares the biggest room for improvement in most organizations is CONFLICT.
Often, we look at conflict as a bad thing instead of seeing it as the greatest area for growth.
Encourage people to LEAN INTO conflict. What causes the most conflict? Justin shares it's the emotions generated by the poor stories we tell. As leaders, we can take the story we're used to telling and tell a BETTER story! Negative conflict DRAINS team energy! Handle conflict well by having CRUCIAL CONVERSATIONS and CREATING a SAFE PLACE to discuss and POINT people to the RIGHT people who can bring positive resolution.
How do you create a safe place? ASSUME POSITIVE INTENT!! Give the benefit of the doubt. This brings the defenses down.
Leadership skills to develop:
Mediation and listening.
How do you create a culture of positive conflict: RESPECT (shared language from top down), ACCOUNTABILITY and COMMITMENT!
How to be PROACTIVE in changing culture? Understand the neuroscience of change - the TENSION created. As leaders, we MUST be looking to "remove the springs (things that are in the way; spring back against the tension of forward motion). Hey, I just found a way to make your job easier … etc.
PRO tip: in this virtual workspace, body language (video) is important so you can SEE the springs. By using email over phone call you give up 50% of your communication power. Especially when tough subject matter.
Justin wraps us up with this gold nugget:
“BE AS SPECIFIC with your positive feedback as you are with your negative feedback.”
Join our sales group on Facebook for no-nonsense sales accountability: www.facebook.com/groups/Energy4Sales/