Sales Influence Podcast

3 Things Customers Want To Hear - Sales Influence Podcast - SIP 603

The "Sales Influence Podcast" hosted by Victor Antonio, focuses on key factors customers and investors consider before making a purchase or investment. Antonio draws on concepts from Matt Hannannah's book, Consultative Selling, to highlight a "new trinity" of questions that buyers want answered: how much the investment will cost (including money, time, and effort), how fast they will see a return of capital (the break-even point), and how often they will see a return on capital (the resulting profit). The podcast emphasizes the need for sales professionals to quantify this value to assist their "champions" in securing internal buy-in, offering a concrete example of calculating investment costs, break-even time, and long-term profit for an enterprise software solution.

Get Customers Cheap - Sales Influence Podcast - SIP 602

Business Viability Formula 1. Customer acquisition cost must be lower than lifetime value to ensure business success—this single equation determines whether a company will survive or fail according to Kevin O'Leary from Shark Tank. 2. 8 out of 10 businesses fail within the first 36 months primarily because they spend more on client acquisition than the return on investment they receive from those clients. Customer Economics Calculation 1. Calculate lifetime value by analyzing purchase frequency and average order value over a defined period like 3 years—for example, a customer spending an average of $20,000 over 3 years represents their total lifetime value. 2. Over 90% of people cannot calculate their customer acquisition cost, yet knowing this metric and comparing it to lifetime value is essential for creating an effective marketing strategy. Growth Strategy 1. Reduce customer acquisition cost while increasing lifetime value through product expansion and service bundling to create a winning sales strategy that attracts investors.

Lower Your Goals - Sales Influence Podcast - SIP 601

Goal-Setting Strategy Impact 1. Women-run companies achieve 99% positive returns over 10 years by setting realistic 90-day sales goals with 95% hit rate and 17% annual growth, while men hit targets only 65% of the time despite 30% growth rate, according to Kevin O'Leary's portfolio analysis across all company sizes. 2. Realistic goal-setting creates 38% drop in employee turnover and frees up to 11% cash flow in women-run companies, as reduced turnover lowers recruitment and training costs while maintaining consistent operations. Employee Motivation Mechanics 1. Achievable targets provide employees "line of sight" to success, creating culture of winning that motivates pursuit, while unrealistic stretch goals cause disenfranchisement and demotivation when salespeople cannot visualize path to achievement. 2. Consistent goal achievement builds stable company culture and customer experience as employees stay longer and genuinely believe in targets, versus high-turnover environments where salespeople leave after missing unrealistic quotas.

Magic "Why" Question - Sales Influence Podcast - SIP 600

Root Motivation Discovery 1. The "magic why question" is crucial for uncovering the root motivation behind actions, surpassing surface reasons like making money. 2. The "five whys technique" used by Toyota involves asking "why" repeatedly until the fifth answer reveals the core issue, aiding in problem-solving. Successful Company Strategies 1. According to Simon Sinek's "Start with Why," successful companies begin with "why they do it" rather than focusing on the what or how. Personal Motivation and Clarity 1. Completing the statement "I just want to be able to..." helps reveal one's true motivation, whether it's business growth, expanding market share, or family support. 2. Understanding your why provides clarity and direction, determining the what and how needed to achieve goals, especially through challenges.

Make More Money - Sales Influence Podcast - SIP 599

Financial Strategies 1. The two levers in family finance are reducing costs and increasing income; once costs hit a minimum survival level, focus shifts to income growth. 2. Families often overlook the income side of the equation; exploring ways to leverage skill sets or sell items from the garage and closets can generate additional revenue. Income Optimization 1. The Martinez family discovered they were underpaid and, despite fear, successfully transitioned to new jobs with higher pay, validating the strategy of assessing one's market value. 2. Victor Antonio emphasizes assessing personal skills to determine if one is earning as much as they should, possibly requiring a third-party perspective for clarity. Financial Literacy 1. The first step in improving family financial health is to assess the debt situation and its causes; the second step is enhancing financial IQ to instill urgency for change.