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Cultivate a Helpful Work Environment | Building Resilience (5 of 5)

Reclaiming Sales

Release Date: 08/02/2021

How to Approach MSP Marketing | Derek Marin show art How to Approach MSP Marketing | Derek Marin

Reclaiming Sales

When it comes to new MRR, every MSP will say they need more leads. They'll say, "When we get the at bat, we usually win... but we need more at bats." While this might be true, it's usually not the whole story. When it comes to sales and marketing, there is a difference between a referral and a marketing lead. Just because you close a lot of referrals, doesn't mean you're going to close your marketing leads... so don't blame the marketing guy until you've listened to this episode.

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The Feel Good Close, Part 2 | Brian Gillette show art The Feel Good Close, Part 2 | Brian Gillette

Reclaiming Sales

"As soon as you hit an objection, you just go back and change a bunch of stuff [in your tech stack], rather than learning how to overcome the objection... You change the external factors as to why you're not selling, rather than addressing the internal factors: which is that you don't know how to sell."

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The Feel Good Close, Part 1 | Brian Gillette show art The Feel Good Close, Part 1 | Brian Gillette

Reclaiming Sales

"You know I had a lot of confidence in you when you started here. That confidence has been dashed. I don't actually believe in you. I don't think you know how to do this. But your sales manager seems to think that you can so I'm gonna let you keep trying." —Company COOBrian knew that this was in his blood, but he'd succeed one month and fail the next. No consistency. Turns out there was something on the inside that was not at peace with the outside. How do you get over that kind of self sabotage?

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Douglas Cole, author of The Sales MBA show art Douglas Cole, author of The Sales MBA

Reclaiming Sales

Douglas Cole has been working at LinkedIn since 2019. He sold enterprise software, and eventually ended up leading a team of salespeople. We talked about his new book The Sales MBA, and one of my favorite topics of achieving Plausible Objectivity.

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Season 1 Capstone | What Comes Next? show art Season 1 Capstone | What Comes Next?

Reclaiming Sales

I started this podcast over a year and a half ago, and it has been an amazing journey so far. Listen to this update episode to get an idea of what's coming next, and where you might be able to get more!

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If You Have a Brain, You Have a Bias | Matthew Cahill show art If You Have a Brain, You Have a Bias | Matthew Cahill

Reclaiming Sales

Matthew Cahill is the President & Principal Consultant at The Percipio Company. He's one of my favorite people, and one of the few people who sells bias advice that cultivates belonging. In this episode, we'll cover the 5 most common biases that salespeople fail to recognize and compensate for. Most insidiously, they serve us well up until the moment they fail us... then they fail us completely.

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What I Learned Selling Door to Door | Ray Kim show art What I Learned Selling Door to Door | Ray Kim

Reclaiming Sales

Ray Kim is the Director of IT Strategy, and one of the owners of Simplified IT Consulting. He started his career with what I imagine is one of the hardest sales jobs in the world: selling Encyclopedias door to door, commission only, in the Mid-West at the height (and humidity) of summer.

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The Beast is Always Hungry | Sean Kline show art The Beast is Always Hungry | Sean Kline

Reclaiming Sales

In a perfect world, every prospect that becomes a client is a perfect client. But since we don't live in that perfect world, sometimes we end up bringing in clients that aren't perfect. Listen in as Sean and I discuss that tension.

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A Day in the Life of Duncan Bruce show art A Day in the Life of Duncan Bruce

Reclaiming Sales

If you're anything like me, you're getting a bit tired of influencers and gurus. I've sort of lost my appetite for self proclaimed experts who may or may not be successful, but can't seem to find any humility. That's why I loved my conversation with Duncan Bruce, an understated success who's been in sales long enough that if he wasn't good he'd be unemployed. Enjoy a refreshing, down to earth interview to start off your year.

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Selling Mortgages in the 2008 Housing Crisis | Arjun Dhingra show art Selling Mortgages in the 2008 Housing Crisis | Arjun Dhingra

Reclaiming Sales

Ask around in any industry, and you'll find someone who claims they have the toughest sale. I think what I do is hard, but certainly not selling mortgages in the middle of the 2008 financial crisis. For those stories, you'll have to talk to Arjun...

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More Episodes
This is the third episode of a five part miniseries on Building Resilience, you can find episode one here. A Helpful Work Environment I hate to date this podcast, but as we're coming to the end of this big COVID-19 pandemic the big IT companies. Apple, Facebook, all these people, they're spending an incredible amount of energy trying to get their staff to come back into the office. They've been working from home for 18 months now, but spent all this money on these big fancy offices.They filled those offices with perks, like free lunches and transportation to and from, and you can sleep there. They seem like a millennials utopia of a workplace. Why the crap do they spend that much money on these fancy offices and those kinds of perks?  Is 6% Enough? I read a study once that claimed that people that sit by a window are 6.5% more likely to show up to work. I mean 6% that's that's not that big a number, but imagine 6% more productivity in your life. Imagine the compounding interest on 6%. When I'm planning for my retirement, they tell me 8% is enough to literally fund my life in perpetuity (if I start saving now). 6% may seem like a small amount but added up over time it's a lot, especially when you're talking about something like productivity that makes the company money. So how much of the environment that you work in, do you think affects your success as salespeople? When the amount of money we earn is usually directly tied to our productivity, how much value do you place on the environment where you work? Does Your Environment Really Matter? At the root of the question is really how much do we believe the environment affects us in general? So I have just a couple of things for you to think about as you, as you ponder the role, your environment and the things around you matter when you're trying to do anything.Like how do you drive when you really have to go to the bathroom? When you're a couple of minutes from home or on a long trip and you really have to pee, how does that affect your driving? When was the last time you tried to sit still when you were cold?  I don't know about you when I'm cold I get really fit. Try standing still without leaning on anything or shifting your weight for 15 minutes. Can you do it? Of course. I mean, especially after I've challenged you to, but why would you actively choose to do those things if you don't have to?  Change Isn't Always Bad We are constantly making changes to our environment, to suit our needs and to suit our motivation. If you're hot, you turn on a fan. If you're cold, you put on a sweater. If you're hungry, you have some food. If you're tired, maybe you take a nap. These are all really important things because they affect how much money we make. Not maybe in a day, but compounded over weeks and months and years. It's important to pay attention to these things, especially now that a lot of us are working from home and might continue to for the rest of our careers. When this pandemic first started, I actually went out and bought a really, really nice chair. And I got a really, really nice desk. And out of my own pocket (I probably should have made my company pay for it), I got monitor stands and, and beautiful lights so that when I'm in my 50,000 zoom meetings that I was going to do, I would look nice. So I'd be happy with the way I looked Because all those things matter to my productivity. It's hard to sit on a prospect phone call for me, if I can see that little square of myself in the corner looking ugly. Get Comfortable So as we round out this resiliency that we're building, I want to talk about and give a couple of tips around maintaining a good work environment. I know for myself, when I'm thinking about my own workspace, there's a couple of things that are just really important to me. I want to settle into a place where I feel comfortable.I mean, physically comfortable. That's why I got the nice chair.