Hustle Is The Hack - Technical Sales Insights, Strategies and Ideas
By Pierre L Hulsebus
Hustle Is The Hack - Technical Sales Insights, Strategies and Ideas Nov 04, 2021
Believe It or Suck It!
I talk about customer's deeply held beliefs. And how that is the most important thing to address. It isn't about you, it is about their needs, and figuring out those needs. If you want to influence any buying behavior, you need to change a prospect's belief window. Change what someone thinks, you change what they do. Ignore the prospects needs, you are not closing anything. This is the main concept of the Reality Model by Hyrum Smith, he founded Franklin Covey, and his idea was that each of us has a Belief Window through which we observe the world around us. On our Belief Window are thousands of principles we believe to be true about ourselves, our world, and other people.
Strategy Or Tractics - What is the Difference
About 2,500 years ago, Chinese military strategist Sun Tzu wrote “The Art of War.” In it, he said, “Strategy without tactics is the slowest route to victory. Tactics without strategy is the noise before defeat.” Tactics and strategy are not at odds with one another—they’re on the same team. (And they have been for many centuries!) Here’s how we define the tactical vs. the strategic:
- Strategy defines your long-term goals and how you’re planning to achieve them. In other words, your strategy gives you the path you need toward achieving your organization’s mission.
- Tactics are much more concrete and are often oriented toward smaller steps and a shorter time frame along the way. They involve best practices, specific plans, resources, etc. They’re also called “initiatives.”
What's Up - What's So - Let's Go And Pop Tarts
Provide first-class training
Set your standards high
Have a clear escalation pathway
Create a culture of excellence
Use tools that boost speed and efficiency
Be Smarter about automation
Measure and analyze customer feedback
Use closed-loop feedback
Listen, understand and take action = What is Up? What Is So? LETS GO!
Skills for Front Line Customer Service People and Bad Advice AKA Conventional Wisdom
how to become a great customer Service Pro. - Why customer service is important? Why customer service is your job too? Why customer service language is used? Why customer service matters? Why customer service is so important to an organizaiton?
- Be willing to learn
- Admit Mistakes
- Be Solution Focused
- Communicate Clearly
- Be Human
- Know Your Products And Services
- Improve Your Technical Skills
- Use Positive Language
- Learn and Empathize with your Customers
- Active Listening
are customer service jobs good are customer service jobs hard are customer service calls recorded
21.15 The Pros From Dover
What does it mean to be a professional in sales? In this episode I will give you 10 pieces of advice that will help you stay consistently at the top of your sales game, skills that will stay will you your entire career.
- Manage Your Time Effectively
- Leverage the Right Technology
- Never Stop Prospecting
- Perfect Your Objection Handling
- Use Empathy to Connect
- Focus on Quality Instead of Quantity
- Stay Consistent and Have Integrity
- Use a Repeatable Sales Process You Can Measure
- Seek Out Referrals
Plus the Stack of Stuff and the Rombus of failure.
21.14 5.3 Tips For Beginning Sales People and Building Your Light Saber
When we last left our hero he was working building a list of 5 Great tips for Beginner Salespeople. Enjoy the rundown.
1. Know Everything About Your Product
2. Understand the Prospect’s Pain Points
3. Know Your Customer in Advance
4. Always Follow Up
5. Use Rejection as an Opportunity
5.1 Build Your Light Saber
5.2 What is a Prospect Really Thinking
5.3 Superstar of the Month
PDP - Why Pictures Of Dead Presidents Matters & 7 Things That Help Improve Sales Productivity
Stay tuned for the top 7 things that help improve Sales Productivity
and (c) Pattent Pending "Stack - o - Stuff"
- Zillow lays off 2000 and writes down 350 million PDP's
- The unsurprising why people are quitting and changing jobs.... Um your management team probably just sucks...
For all the Rush Fans, of which I am one... This episode is dedicated to the greatest drummer ever because it is Episode 21-12
We’ve taken care of everything The words you read The songs you sing.
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21.11 It Goes To 11
We made it to episode 11!!!! More Tips on Retention. What is the upcoming EV market going to do to labor markets? How about 3 Things to consider when managing customer surveys. Why Customer Satisfaction Sucks and Loyalty is EVERYTING!
21.10 It Will Go To 11?
When we last left our hero Pierre was trying to decide whether to stay with his current Satellite provide. Will he stay or will he go? What will XM Radio say, will he get a discount? Or will he just scrap it all and just go back to his old 8 track tapes. Tune in and you will find out.
Ok... Here we are # 10. I said if I got to 10 episodes then I would make it a real deal. So here we are good to go ready to launch. In this episode....
1) The last 3.4 best tips on improving customer retention, Will Pierre
2) The Stack of Stuff
What happens to the rest of the world when Amazon hires 1,000,000 new people?
Tune in to find out.
1.9 Mom Why Am I Not The Most Important Assets?
Next 3.5 Ideas to curb customer churn, and create retention opportunities.
- Use the Mom Test
- Underpromise and overdeliver
- Establish real relationships with your customers
- Be consistent with your communication
- Put your customers front and center
Salespeople make good money and get to help customers solve problems. So why doesn’t anybody want to do the job?
Demand for sales roles has shot up as companies emerging from the pandemic switch to growth mode, but recruiters say they struggle to convince people to make sales a career.
What is CRM
Willians Astudillo is my hero
1.8 Think Weekly or Weakly
What does SpaceX, Uber, Lift, and the Federal Aviation Administration have to do with hacking? Customer Retention is all about Loyalty, Ideas to build Customer Loyalty. Where to hunt and where to fish and ideas for business growth. Pierre reviews his Stack-O-Stuff to with a growth mindset and will generate new biz ideas. Have fun. Grab a cup of coffee and lets have a chat.
1.7 - Leading From The Behind - Sales Insights and Ideas
Business Insights and Sales Ideas for Business Development, Sales People and Business Builders.
- Google Certification and how to make 99 K as a contractor
- 250 billion Government Program for Tech Research
- Salma Hayek - False Advertising
- Leading from Behind - Why Is this Important
- Improve Customer Retention - The First 3 ideas of 28
1.6 I Moved My Defeatured Cheese
Customers and Prospects love choices. Helping people choose is really at the heart of a success. Nobody wants to be sold to, but people love to buy. This episode we are going to talk about choices, and feeling of being in control that people want. So instead of wrestling for control, help people with making choices. Instead of limiting choices, flood the prospect with a lot of possibilities and choices then figure out a way to win with any option they choose.
Practical insight and business development ideas from a 30 year technology sales expert. Weekly topics ranging from sales methodology, sales skills, to gear reviews. During this hour long show you may hear from guests and Pierre discussing the ups and downs of selling technology, demoing software, and the improving our sales skills. Where to hunt and where to fish and ideas for business growth. Pierre reviews his Stack-O-Stuff to with a growth mindset and will generate new biz ideas. Have fun. Grab a cup of coffee and lets have a chat.
Slightly Below Average
I was below average, at least according to a bunch of "Bean Counters" at AT&T. How do you feel about "Stack Rankings" your sales people. Fire the lowest performers? Or coach them up? Let's see what Pierre has to say about selling into commodity businesses, like Lumber or Energy. Where should you hunt and when should you look for better grounds? In this episode we are talking about bean counters, the head shed, and lumber. And hopefully you will figure out how not to be average... :-)
Check out the Stack-0-Stuff to keep up with all the fun.
7.3 Needful Things For Selling or Business Development
I am revealing the 7 things that you need to know about as a business development person. Selling or Fundraising # 4 is great. Also I answer the burning question, "What is an IOT?" and "Why do I need one?"
Podcast is focused on helping you build a business development career. Commercial Sales to Fund Raising aspiring professionals will appreciate the insight from a 35 year sales veteran.
I am a Promise
Monthly Stack of Stuff review. What do I mean when I say "You Are A Promise"? What is the impact of Biden 2.3 T infrastructure? Is there any potential business opportunities in this bill? What are the 5 words that Bezos wrote that put Toys - R - Us out of business? All this and more will be answered.
Numero Dose - The Interview
Number 2 - In this episode we interview Pierre Hulsebus, very cool eigh? Gonna ask him the big five questions. He also goes into the stack of stuff and Dynamics Daily. Worth the effort this week.
Honestly - Numero Uno
Let's be honest, how important is being committed to the truth? I'd say it is critical. Infact when you lie to a prospect you not only destroy your trust with a customer, you suck a bit of your soul out. Do this too often, and you will hate yourself, and everyone else will feel the same. What is the #1 rule about being in a sales career? Staying in the game. Don't get kicked out because you broke trust. We are going to talk about Honesty and Politicians, and one of the 12 rules for life.