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Marketing & Tech
PODCAST TRANSCRIPT: SalesProChat, "Productivity and Prospecting Tools For Every Salesperson – Part 2"
Dec 5, 2016 | Canadian Professional Sales Association, Social Media & Tech Series lock

SalesProChat


Bill Banham: As a sales pro, you're constantly on the go. In fact, only 30 percent of a sales rep's day is actually spent dedicated to core selling activities. In the December episode of Sales Pro Chat, we'll learn about the top tools and resources that can help increase productivity and get you hitting your quota more efficiently. Today's guest, just like in November, is Jamie Jackson of Rockstar Sales. Jamie will cover his second five of 10 top sales tools, which he suggests have been proven to show better results.

Jamie Jackson is a leader at Toronto-Based group Rockstar Sales. With over 15 years of sales experience, Jamie's mission is to provide sales pros with solutions to increase efficiency in day-to-day sales activities. In the November Sales Pro Chat Podcast, we looked at five tools specifically designed to help sales people save time and increase efficiencies. In this, the December Sales Pro Chat Podcast, we're going to look at five additional tools that sales people can use every day to help you get more sales and make more money. I'm very pleased to welcome Jamie Jackson back as our guest. Jamie, welcome to the show.

Jamie Jackson: Thank you very much. It's a pleasure to be back.

Bill Banham: Jamie, let's jump straight in because we got such a great response from the November episode. Let's jump straight in. I'd love for you to walk us though your second top-five tools for sales people.

Jamie Jackson: These top five tools here are not necessarily concentrated on prospecting. They're more focused on other aspects of sales. These are things that I've tested personally, that our team has tested personally to separate the wheat from the chaff. First one ... Take a look at Franklin Covey. In particular, there's a couple of different things in there, but the most popular, the most useful tool is a training course that they've got called "The Seven Habits of Highly Effective People."

Most people have actually heard of the book, which is great. However, the seven habits course actually teaches you to apply it in your own life. This is particularly useful for sales people. I've found it particularly useful for one reason. This is a course that helps you prioritize your time. Your time is literally money in sales. How you spend that is an absolutely critical decision.

The Franklin Covey training gave me and a lot of the other people that have taken it a framework to decide what's urgent, what's important and what needs to be done first. It's about $2,000 for the training, so it's not cheap by any stretch, but it's probably the most useful thing that they have. Within that, they also have a series of time-management and planning tools that reflect the same training and help you drill those habits in, which is also very useful.

Next tool up is a key thing for a salesperson is how you present yourself. For example, when I sit in front of a prospect, I want to know that I'm actually looking good. Especially when you're starting out or for your team, having the appropriate wardrobe can be an issue. These days, depending on what industry you're in, not a lot of people wear ties, but you need some sort of a uniform. If you're in tech, you can probably get by in jeans and a blazer. Great.

If you're selling to banks, you probably want a suit and a shirt and several of them. The question is, "How do you look good and actually not be bankrupt at the same time," particularly when you're getting going?". The main tool I use is indochino.com. Indochino looks at your specific body type. They'll measure you and build you a custom-fitted suit or a custom-fitted shirt and do that on a fairly inexpensively.

I mean you can probably pick one up in one of their sales. You can probably pick up a suit and a shirt for around $600 Canadian. You will get the best deals if you log on to their Canadian Facebook group. That's how they distribute their best deals in my opinion. Keep in mind we don't get any compensation for recommending these folks. I wish we did. These are just things that we use, we spend money on that we wanted to share.

Another tool that we use quite frequently is Dragon NaturallySpeaking. This is a software tool that allows you to speak into a microphone, and it will record what you're saying and translate that into the written word. It costs about $200, and it's very, very useful for particular taking notes afterwards. A lot of the time in a meeting, you'll be on the road afterwards.

You can just dictate either with your phone or something else or record it on your desktop when you're back so you're not spending the time typing. A lot of people can talk a lot faster than they can type. In particular, we're salespeople. We like to talk anyway. If we can summarize those notes, summarize those next steps using Dragon NaturallySpeaking, and then just drop that into Salesforce, that usually saves time. That's a particularly useful tool.

I'd also like to point out another one, a third tool called "99designs." 99designs is 99designs.com. This is a tool that we've used before, typically around building websites. This is more expensive than the Upwork or the Fiverr network. It's used for much more advanced things like building very professional brochures or a website or what not. The interesting thing about 99designs is they say, "Here's your budget range."

Are you going to spend a grand or $1,500 or what not, and various designers go ahead and pitch a proof-of-concept to you, so you choose the best one. If you don't find one you like, then you don't have to pay for it. Really interesting technique, very high-quality work actually, very high quality. I would recommend them. I wish we got a commission for selling that. Sadly, we don't, so it's an unbiased recommendation.

Lastly, I would like to talk about Evernote as well. Evernote's another tool that we use. You can to go Evernote.com. It's about $60 a year, and what it allows you to do is it's a digital space where you can throw a lot of your sales stuff into. For example, if you see a research article that's useful, you can download it on your phone. You can drop it in there. Especially with salespeople, we're on the road a lot. We're on our phones a lot, so you can drop things straight into your phone, and it'll be there in whatever format you need it. It'll be there on your home computer if you need it. It'll be there on your work computer, and we find that a very helpful tool to be able to organize things.

Sometimes you'll be out, and you'll see a customer, or you can take a picture. For example, I was at a customer's office the other day, and I saw they had a phone list of everybody on that floor. There was some of those people I actually needed to talk to, so I just took a quick picture of it and downloaded it in an Evernote, so I have that later. It's a easy way to be able to organize things, and what it does is it saves you time for searching for searching for things. Their search functionality within it is also particularly useful.

Bill Banham: Jamie, we're coming towards the end of our second interview together, and over the course of November and the December recordings. You've given us 10 amazing tools. I'd love to know what type of personality do you think one needs to have to be successful in sales in terms of wanting to learn new tools, wanting to get out there and try different technologies, wanting to try and break a bit of software to test it to its limits. Tell us a bit about that personality because you've obviously got it, right? What would be those key traits that a modern, social-selling-focused salesperson should have?

Jamie Jackson: A couple of key things ... Number one, you have to have curiosity. As a sales person, it's probably your most important personality trait. You have to be able to be curious about that person that you're selling to. You have to be curious about their business. Especially as a sales person, you have to understand a lot of different business models, similar to an investment banker, where you have to understand how they make money and how you can either make them more money, or you can save them money. That requires curiosity.

Combined with that, not just being curious, but you've got to be a little bit of a risk-taker, which is also what salespeople do. We're willing to place a significant amount of our income in the hands of a company and say, "Let's make it performance-based." Nobody else in the organization does that. We're risk-takers. We're willing to win. We're willing to bet on ourselves. With that risk-taking allows you try new tools. It allows you to try new techniques, and it will drive you forward. If you have curiosity and a willingness to take some risks, it'll take you a long way in sales.

Bill Banham: Fantastic. Thank you very much Jamie. You've been our guest on the last two shows. I really appreciate your time. Thank you so much for joining us.

Jamie Jackson: Not a problem. It's always a pleasure to be here. Let us know when you want us to come back.

Bill Banham: This has been our final podcast for 2016, ladies and gentlemen. Thank you very much for tuning in each month, and we'll be back in the new year. Until then, I've been your host, Bill Banham, and this has been Sales Pro Chat brought to you by the CPSA.
 
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