Episode Details

Want to know what you need to do to build the best sales team to grow your agency and bring in new clients? Looking for a new cold call strategy? I've got all you need to know.

In this episode, we'll cover:

• Understanding and overcoming common sales team problems.
• A NO FAIL cold call strategy for agencies.
• Building the best sales team: finding, hiring, managing, and paying them.
• #1 tip for crushing your sales goals.

My guest on today's show is Wes Schaeffer, The Sales Whisperer. Wes spent a decade in the Air Force and another in commissioned sales before starting his business as a sales coach and trainer. He shares some great tips for cold calling, as well as strategies for hiring and managing great sales people. His advice is totally practical and will help you develop a killer sales outbound strategy.

Wes says most salespeople don't fully understand the value of the resources and expertise they bring to the table. This causes 2 major issues:

1. Discounting prices - Salespeople undervalue the service they represent and are therefore willing to discount the sale price. Doing this conveys a bargain mentality and undercuts the agency's level of authority, which also destroys the client's confidence.
2. Talking too much - Similarly, salespeople who undervalue their agency also end up overcompensating by talking too much, instead of listening. If you're talking instead of listening you aren't hearing the needs of your prospect. You can't fix problems if you aren't hearing them.

Wes used the example of a heart surgeon: The surgeon is selling heart surgery but he doesn't have all the answers, he is connected to a team and has confidence that together they can solve the problem. He has confidence in his team of MRI techs, anesthesiologists, etc. He knows he is connected to all the right people to solve his patients' problems.

The solution for the best sales team for your agency: Sell on the fact that you are connected to all the best people in the industry. Be confident in the value that you represent and the fact that your team can solve the challenges and problems your clients face. Talk the talk and walk the walk. Be the best sales team out there.

People say the old-school cold call is dead but Wes says in B2B, it's still alive and well. For a successful cold call, you need to find a common connection or mutual relationship - someone or something they know or heard of - then use that as your opening.

Define your dream 100 list and go for it. If you can't find mutual interest to get a foot in the door, you will have to go old school which can be hard in our technology driven society, BUT...

[clickToTweet tweet="Don't let your prospect hide behind voicemail, caller ID and email with this strategy." quote="Don't let your prospect hide behind voicemail, caller ID and email with this strategy."]

You'll get the best response from a multi-media, multi-touch approach and circle them like a shark.

Develop a nurture series of reaching them via email, voicemail and social media, such as LinkedIn or other industry social communities.

Do your homework first.

Know WHO you're talking to, WHAT they're doing and HOW they're doing it. In your multi-media messages cite case studies and specific examples of what you understand their challenges to be and how you are equipped to solve them.

Create a series of messages (voice, social and email) that are on-point and provide specific information. These can be scripted and follow a template, but you