I See Dead People Processes and Technology

Selling & Negotiating

In this episode we are going to shed light on a Sales Topic that is WIDELY misunderstood and GROSSLY underestimated We’re talking about Negotiation, and specifically how it relates to Selling. Are selling and negotiating the same thing or is negotiating a part of the Sales Process in your opinion? Tell me what you think - you can comment below or you can click the link below to answer my poll that is live on LinkedIn until the end of the month. POLL: How does negotiating relate to selling? [https://www.linkedin.com/posts/linkwithjustin_how-are-selling-and-negotiating-related-to-activity-7116086400868896768-T0W1?utm_source=share&utm_medium=member_desktop] This also wraps up Season 1 of the “I See Dead People Processes and Technology” podcast. I’m going to take a few weeks off from the podcast to finish up my new online sources for Sales professionals which is called “Fast Track Selling with AI”. You can sign up for the waitlist to receive an email when it launches in October 2023 by visiting my website www.beacongrowthconsulting.com [http://www.beacongrowthconsulting.com] See you again in a few weeks!

The Importance of a Sales Rosetta Stone

Well, this week we're talking about sales jargon. Or how I like to frame it: The importance of having a Sales Rosetta Stone. What do I mean by a Sales Rosetta stone? Well, I'm sure whether you're in sales or not, you're very familiar with the common use of sales jargon, or sales acronyms, or sales terminology that only seems to exist inside of the minds of sales professionals. What is a Sales Rosetta Stone? Tune in to find out what it is and the short-term & long-term benefits it will have for your company and your customers.

3 Ways to Find and Create New Customers

If you are a business owner or marketing leader or sales leader, you have to decide which of the 3 Ways to Find and Create New Customers is going to be your #1 strategy: Inbound, Outbound, and Nearbound. Each of these three strategies requires People with the right skills and experience to execute on the strategy. Then it must have a repeatable Process which can be executed for months and months by your team. Finally, you have to select a Technology stack to maximize the efficiency of the People and Process you’re going with for your chosen Demand Generation strategy. Head to my website [https://www.beacongrowthconsulting.com/podcast/episode-9-3-ways-to-find-create-new-customers] for show extras and (coming soon!) a Bonus Video showing how to Find & Create New Customers with AI.

Sales Process: The What Why and How of Building One

Welcome back! This week we’re talking about Process and more specifically the Sales Process. I’ve been in sales for about 20 years now, and I’ve recently fallen in love with how important having a good Sales Process is for any business. So I want to share a What, Why, and How of Building a Sales Process for a business that doesn’t have one yet. A sales process is a systematic approach to selling a product or service, typically consisting of a series of steps designed to guide the salesperson from initial contact with a potential customer to closing the deal. In the episode, we'll cover: * Why is having a Sales Process important? * How do you build a Sales Process? * Do I really need one if I'm already selling my product or service? We'll answer all of these questions and arm you with the info you need to build your own Sales Process for your business. Full episode transcript here: https://www.beacongrowthconsulting.com/podcast

AI's Impact on Sales

Hello everybody and Welcome back. I’m your host Justin Williams, and I am the founder of Beacon Growth Consulting In this week's episode, we’re talking about AI because, well everybody else is. I actually want to share some recent AI experiences I’ve had and more specifically how to harness the power of AI and apply it to your sales efforts. As a team leader or business owner you’ll have to decide how you’re going to embrace AI since it is likely that your competition already has, so we’ll walk through 4 ways AI is already being used. Then, we’ll finish with this week’s Truth Challenge where I challenge how AI is being misused or misunderstood in business today. According to Hubspot, this definition of AI in sales is: "AI in sales uses artificial intelligence to simplify and optimize sales processes. This is done using software tools that house trainable algorithms that process large datasets. AI tools are designed to help teams save time and sell more efficiently." https://blog.hubspot.com/sales/ai-in-sales [https://blog.hubspot.com/sales/ai-in-sales] I like this definition, but it's incomplete. So to start, let's complete the definition and finish with a game plan to correctly and holistically apply AI to our sales efforts. Full transcripts for each episode can be found here: https://www.beacongrowthconsulting.com/podcast