What To Do Now To Be A Sales Leader of the Future
Sales is changing.
New skills are needed.
What can you do now to be a leader in the future?
What’s the next step?
Join The Our Shawn McBride ⭐️ 🌟💥 (aka R. Shawn McBride)nd Dali Kranzthor, CPA, CVA, CFE for the Financial Transactions of the Future Economy(TM) Show as we explore what we are seeing and what we need for the future. Sales expert and in-demand speaker Meridith Elliott Powell joins us to discuss.
Here is the YouTube video: https://youtu.be/iIHRRoU7rAw
REMEMBER: More videos on the future economy are available at http://futuredoneright.com
Below is a machine transcript of the interview —
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Hey everyone it’s Dr. Sean, welcome to another edition of the financial transactions to the future economy.
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We’re gonna be talking about the future of sales and, you know, those of you who tuned in before know we’ve talked a lot about
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What’s coming. And the fact is going to be a lot of disruption sales industry is one of the ones that’s going to see a lot of change.
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We have a real expert with us. Marissa Meredith Elliot powder met her through the National speakers Association.
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And she travels the country speaks to a lot of sales organizations. So she’s in the know with sales teams and what’s happening.
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And what’s going and she’s agreed to share some expertise with us today. Talk about what sales people should be doing now to get themselves ready
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For the future for those either don’t tune in as often on the are Sean I’m a corporate lawyer by training.
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I work with business owners on everything that deals with ownership and control their business that might be a merger. It might be a partnership agreement might be a capital raise
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Might be a strategic contract negotiation. I’m also licensed as a CPA, my co host dolly craft store is a fellow CPA x the CFO of companies and license. Additionally, as a CPA evaluation analysts and a CFP a fraud examiner so
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Guys throughout our world thinks about the future of what is coming for fine. What is coming for the economy. So
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today’s show we’re focused on sales specifically what’s coming for folks and the sales side of their organization and changes to be made.
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Love your comments So wherever you’re watching it. Feel free to drop those comments so that might be our Sean McBride on LinkedIn, Dolly can certainly didn’t Meredith Elliot power on LinkedIn.
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We might be watching the financial transaction that future economy YouTube channel, where was that we read those comments and I remind you, we have a comment contest best come out of the week gets invited onto the show so
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Maybe putting you on as a
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Reminder, we do not do investment advice or legal advice on the show, our focus is to help people get ideas, you can think about. And then you can talk to your own advisors about those. So with that, welcome to the show. Meredith, thanks for being here.
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Thank you. I’m excited to be here.
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loving your backdrop. We think it’s absolutely beautiful. It creates that creative space but love to hear what you’re seeing with the sales organizations and and what the, what the changing tides are at this time.
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You know, I think that know any organization. There’s so much change going on. But I think, in particular, it’s really being experienced in sales.
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Because a lot of things happening. I mean, think about this number. The first thing that salespeople have to get used to. Now is
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How their customers get information now it’s all changed. Actually, the sales cycle starts before you even get in to the sales cycle as a person. I mean,
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Before you interact with the customer. These days, you have to understand that they’ve been online getting information.
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They’ve been talking to friends and family. They’ve been reading articles, they no longer go to the source to figure out what they should buy who they should buy from
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And how they should buy and and that’s really changed the whole interaction of sales, meaning that in my opinion marketing and sales have become far closer and really need to be working as one unit anymore.
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I’ve seen that as well. And I think, you know, just, just to jump off on a little tangent here early one
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A lot of people are trying to automate this and I’ve seen a lot of difficulties with that. Right. So they’re trying to say chat bot that will answer all these routine questions and, you know, we’ve seen a lot to mess that up. What do you think about people trying to, you know, just
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You know I’m amazed in these in this day and age that people don’t really understand how important
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The people interaction side of it is you can’t automate things you can’t make it difficult for somebody to do business with you. I’m going to give you an example.
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I was driving in Atlanta, the other day and I needed to switch hotels. So I called a Marriott because I’m a Marriott loyalty rewards.
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Person I travel all the time. I’m always Mariano and I just called I wanted to know if this Mary I had availability.
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And they, I called the hotel. They sent me to the 800 person. The person who doesn’t know anything about Atlanta.
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And they started running me through a series of 10 questions before they could just tell me if they had availability I hung up, and I called high it
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Yeah, as they’re making it too hard for me to do business with them and
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You’ve got to shift your mind as a salesperson and realize you are so lucky. Anybody calls you at all because they have 1000 choices. And the moment you put a barrier.
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Then you’re out of luck. You really need to walk through what it’s like to do business with you from the customer standpoint and then constantly be working to make it easier and easier and easier.
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Yeah, and I think that there’s a lot of truth to that you think again from the customer perspective, you know, we talked the other day, Dolly, and I about, you know, doing kind of an outside audit. Right. I mean, and
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It needs to be somebody outside your organization because anybody inside your organization is already biased by your policies, procedures way of doing
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Yeah, I mean I think another great example. I mean, you know, like you, you see something you like online. So you go to opt in, because you want more information.
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And people have the opt in form and they want your address. They want to know this about you. They want to know, you know what your gender is they want to know what you like to eat on Sunday.
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And you just opt out, because you don’t want to be that troubled by it. And I think one of the biggest shifts that’s hard for sales people today is to really realize they’re not in control.
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And that you’ve got to create that experience. It’s got to be amazing from the beer, Rob, you’re on video right now.
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Welcome to the show.
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We’re handling leaves here on Saturday morning.
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It’s really making sure that that
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That interaction and the more competitive, we’ve got. I mean, you know, before we went on air. You were talking about the fact that you’ve had somebody on this show from
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Cambodia people on this show from New Zealand and really understanding that if I’m not having a good time with you. I could go to Thailand and buy what I want to buy all from the comfort of my cabin in Asheville, North Carolina. And so it’s those little things that really matter.
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Right. We talked a lot to me International, you know, if you don’t want to compete internationally internationals coming to you right so you may not want to go outside your local city, you may not want to be bothered to compete nationally or internationally, but guess what people are
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Calling on your customers and adding competitiveness to your local market. Yeah.
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I also think, you know, I hear so often. I’ll go in and I’ll work with sales teams and I either have I either have the old traditional where we’re still doing it person. It’s all about the customer experience. It’s all about relationships.
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Getting to know people. And then I’ll work with another set of people in the organization and they’re all there. It’s about it’s online, and you’ve got a text and you’ve got to do social media.
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Well guess what, you’re all right, because you have to be doing it all. This isn’t somewhere. It’s still about the personal relationship. It’s still about getting to know people.
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Still about them seeing you some way face to
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Face, whether that’s online or in person, but it’s also about being visible and being seen on technology because people were going to verify you before they do business. Yeah.
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Yeah, they’re definitely going to do that, I love, I love for you to hit on more of that about the future, you know, that’s something we kind of speculate. Some about we’d love to get your viewpoint on
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With automation coming with AI coming. How does the sales process going to evolve to integrate this technology now.
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First of all, who knows, right, I mean, we’re all used to. You said it’s a perfectly we’re speculating.
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But my feeling is, I think, artificial intelligence is a wonderful thing. And it’s going to be fantastic.
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For business at the same time what it’s going to do. And the biggest challenge that I see.
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Sales organizations going through is the fact that artificial intelligence is going to take the need for the transactional side of sales is going to go away.
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And people need to become problem solvers and and strategic thinkers. The challenge that that presents is we’re very transactional from a sales perspective. Most reasons that people really struggle from a sales perspective.
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Is because they they’re used to building an order. You know, we’ve come out of a good economy, things have been hot
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And pretty much people knock on your door and you fill the order and
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And now I’m going to use artificial intelligence to fill the order because I’m comfortable with that, we moved into a time
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When people are very comfortable dealing with the machine, but all the research shows that the minute they have a question or they have a problem. They want to talk to a human being.
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So I’m circling back to if you make it difficult to talk to a human being. You’re messing up the sales cycle. Yeah.
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I think that’s something we’ve hit upon and the agree with you, 100% is
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Automation is will take anything routine and it’s going to automate it right that’s what it does, right. And then as technology continues to roll out its gonna look more and more for those sales people are just filling orders.
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And we’ve warned people we’ve said if you’re a salesperson, and you’re just collecting a nice salary and basically just go in the office and just pick up the phone and answering calls and filling orders, you’re probably one of the first ones to get targeted with this change.
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Exactly. I mean, in fact, I think for anybody who’s listening, who’s in sales. You really ought to be asking yourself in 2019
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What am I doing to really up my game and what am I doing to start to solve problems for my customers and not they’re asking me to buy a widget.
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But what am I doing to talk to them about how to use their widget to earn more money or or how another widget could help that widget be even, you know, more profitable.
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But I feel like you’ve got about another year to sort of play with upping your game. You don’t have to be amazing. On January 1
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But you better be starting to think about it now because it’s going to come blindside you and I’d say that to the same as leaders and organizations, you can’t allow your teams to be transactional one more year gotta start pushing it to to that next level. Yeah.
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What do you recommend for people to up their skills game and what will be a plan, particularly if you maybe, maybe, let’s say, let’s say you don’t have
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You know, proactive leadership, but you may be starting to see the warning signs when you Step your game up, what would you recommend to that person.
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I love, I love that question because we know that most of us working in the sales arena, do not have proactive.
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And it’s up to us to figure out. I mean, no. Raise your hand if you ever one’s ever in your life got to, you know, work in a in a really proactive organization just doesn’t happen too often so
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Great way to phrase that question is, you know, the first thing that
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That I would do is that you, you really need to create a plan, you need to think yourself. All right. If I’m going to become really proactive in 2019
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What does that need to look like. And for me what that needs to look like is you really need to write down your best customers and your best prospects.
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And then you need to set down a list of about five or six open ended questions that you determine, you need to know the answer to. If you’re really going to know
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Your customer, for example, do you understand exactly what they do and exactly what they make
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Do you understand how their business works, meaning. Do you understand how their business makes money. I don’t care what sales industry you’re in, you can’t really be doing
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A strong service to your customer. If you don’t understand how their business makes money. What are their goals for 2019 2020 and so on. You can figure this out. But I like to use.
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A set of, you know, five or six open ended questions that I consistently ask every single customer
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Ask those questions. Just listen, don’t answer anything walk away and then when you look at the answers to those questions. What is it that you could be proactively adding to take that relationship to another level. And if you just do that. Consistency. Consistently over
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You’ll start to change your thinking from walking into a sales call now you’ll be 100% listen mode. You’ll also be asking questions that are innate their questions that are very, very focused.
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On you deeply and intimately understanding your their business then step three is once you know the answer to those questions, it’s your job to say how do I take the information I know match it to the products and services that I have to add value to the relationship
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Dolly. We gonna jump into the question.
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Sean I’m just listening. This is like the Oracle speaking so
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So you know and i think i think you raise an interesting point, right, because the automation can fill the orders can do that. But the automation doesn’t see those those random connections that humans can see
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Right. You know, it’s by asking the questions. And by knowing that you can really connect the dots for your customer, right, I mean, I think part of the challenge is finding something that they don’t know, they want, right.
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Hey, you know, I always say that. I mean, honestly, it is not customers job to know the products and services yourself that’s not their responsibility.
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Their responsibilities to tell you all the things that are going on in their lives. And then you match the products and services to them. I mean, really, the reason that your customers don’t do more business with you is because they don’t know how to do more business.
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It’s crazy. But, you know, if I buy a widget from you. I sort of assume all you buy as a widget, even if you have 72 signs around saying you by yourself or face. I’m not paying attention to that.
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And so, you know, that really, you know, another big trend for sales as we go forward is to understand now.
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The growth happens from the inside out. I mean it salespeople. We’re so we’re so programmed to go out and get the New Deal. Right. In fact, we land the deal, we’re bored. We’re on to the next one and
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And in today’s marketplace. If you sell something to somebody. If you don’t continue to service that they’re going to go out and tell everybody. It was not a good experience and then
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You know, you’re kind of dead in marketplace. So I think shifting our paradigm to understand that we have to pay very close attention to our existing customers because they’re the ones who are going to be in the mouthpieces to bring in
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New business. We’ve always heard about referrals. We’ve always heard about taking care of customers. We’ve got understand it’s on steroids. Now,
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Yeah, this conversation has come up you know recently with LinkedIn. Right. A lot of people getting frustrated with these kind of cold messages.
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If somebody sends you a connection request. And then you’re like, Okay. Well, looks like their business person, let me connect with them and then man the next email is I got something to sell for you. This is going to be perfect for you.
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And that really destroys the relationship. Early on I think for most people. It’s a long path to trust. Right. You need to have a path to trust.
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I think a lot of people are not are making a footfall there. What do you, what do you think about that.
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I think we have so many opinions on what you just said, you know, first of all, is that sales cycle takes a lot longer now.
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I mean, again, because I’m not trying to buy the product because I can buy it from 72,000 people. So I’m trying to decide.
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If I think you will work fine product from so the sales people. We’ve got to understand that it’s
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It’s about selling ourselves first and then it’s going to go more smoothly on on
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On the front end and then if we jump like it right in like we’ve been taught to do. We’re going to break even if we get them to buy one product, it’s going to stop there.
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And you’ve spent all report all that, you know, credibility capital on getting out one say on
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The other thing though is when it comes to LinkedIn and your people complain all the time about the fact that, you know, I get this connection on LinkedIn. Who do I accept because I get one in somebody immediately try to sell me something.
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Social networking is working itself out. It’s working out the kinks. It’s figuring its way out.
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Take a breath and and we’ll crew and I hear people say, I’m not going to do with Facebook. I’m not going to deal with LinkedIn because of all this stuff that goes on.
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You’re going to be behind the eight ball, you’re going to be, it’s going to be too late to get in. If you’re not getting in there now and if people spam you
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X amount and move on. Don’t you know, don’t worry about that but but you’ve got to understand. It’s not perfect, but it’s really good and it’s an unbelievable.
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Unbelievable technology to really start to build the relationships that we are talking about. If you can find value add ways to connect with people and consistently communicate with them on LinkedIn, you’re going to be in really great shape.
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Yeah, super quick question. So we talk a lot about narratives and like sales people using narratives companies using narratives to kind of explain how they solve problems, how they can help you push her into
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Cetera. Do you see or have any examples or recommendations and narratives companies can use as they’re trying to develop the sales team and kind of align all the messages across the board.
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Yeah, I think that, you know, I think, I think one of the most important you know narratives to understand is really to begin with our own narrative.
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Story is so powerful in today’s marketplace, you know, it’s, I want to, I want to belong to and I want to buy and I want to work for the company and with people that
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That I feel I’ve value alignment with and so like I was just working with a company. The other day, I did a speaking engagement, South Carolina, and they’ve just been bought by a big
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Corporate outfit, but their narrative was that they started in 1941 by a group of parents who just wanted something better for their children.
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And and so it’s all about creating that better experience there obviously in the daycare facility, you know, space.
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And we really worked on using that narrative in the sales piece to get the message out that it’s not a corporate entity. Not that that’s a bad thing, but to give that corporate entity, a little
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Heart and a little emotional connection. And I think those things are so important. So I think the first narrative, you’ve got to understand is your own story and then work to understand the story of your customers. So you can find the value alignment and connection.
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Yeah, I think that’s super powerful.
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I am real question. I love that. That phrase so value alignment. And we also see moral alignment. And that’s actually happening.
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Through borrow capital our. So with these stories are starting to tie in with currencies with finance with marketing, sales and so there is an ethical component to that’s really making a mainstream, you know, play here. So very interest. I love that more or no a value or minimal value like
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You said more alignment and
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What I love so much about all of it is that it’s we have moved into a time where it doesn’t matter if you’re a multi billion dollar corporation or you’re a mom and pop on the street. You’re competitive.
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And it’s because if you understand what people are looking for. We’re not so much blinded by the big boy anymore. And one of the biggest mistakes I see is people missing.
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And not taking advantage of their narrative, because a beautiful narrative can
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Can make up can make the big corporate entity that appears cold seem to have heart and they can take the little guy on the street.
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And really make them allow them such an emotional connection that somebody doesn’t care if they’re not a multi billion dollar corporation.
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So it’s it’s powerful, we are, we’re kind of a society when we look at our politics and things like that. We’re sort of becoming void of finding things we can trust.
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And so when companies can really get their values out there and people can connect with those values, it falls on that emotional chord and emotions, where trust begins. I love that. I think that’s absolutely fantastic.
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Yeah, I also love to right there. Just real quick values alignment and value alignment. And when you bring that together. You’ve got to meet the price point.
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The gold part which is kind of a neat time
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Yeah, yeah. I mean, you’re so right if you want to. If you want to get priced out of the equation.
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It gets into that. In fact, I think it’s a myth that people will pay you money. I mean, people pay big money for
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What the three of us would think are ridiculous and then we pay big money for what other people would think a ridiculous. If you can’t sell a value. If you can’t understand that, then that’s why people are paying
00:21:34.200 –> 00:21:46.620
Makes a lot of sense folks are going to wake people up Meredith certainly given us some great information today. We ask that you like, comment, share which we have our comment contest going on, but the more people you tell about and will be will get this message.
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And helps us Dolly, and I are looking for a handful of motivated people want to work with us if we want to help us from shows do research.
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Really look deeper these issues. Other software’s check out planning done right comm slash interns, Meredith. I know you speak and consult with a lot of organizations how other folks get ahold of you.
00:22:04.350 –> 00:22:18.570
Are great they get ahold of me by going to my website value speaker calm, just the word value and speaker calm, you can certainly find me on the social networking sites as well most prominently probably LinkedIn and Facebook.
00:22:18.900 –> 00:22:28.380
Yes. No. Notice the spelling, it’s, it’s a little bit slightly unusual. So that will help you find her faster if you get it right and slower if you don’t
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My parents didn’t know about email when they spelled it Mar ID i th
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Was shot. I get a lot of people they call to me in there. You’re like or dislike how I spell it. I’m like, it really wasn’t my choice.
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Sorry decided for, like, you know,
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remind folks, we don’t do investment advice or legal advice on the show itself. Sharon advisors. Everything we do here is just for your education learning dolly do vote for us.
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And do Sean I really short one today, but it’s super powerful remember today is the tomorrow you worried about yesterday. And that’s by Dale Carnegie. A lot of people say that’s the salesman’s Bible, big fan myself but
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There you go.
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folks want to congratulate you on doing the hard work. Thanks for investing yourself getting yourself ready for the future is going to make a big difference in your outcomes.
00:23:22.080 –> 00:23:29.760
will remind you pick up past videos at future done right calm you see our past guests. You can also see upcoming episodes, who we got coming in there.
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Join us and don’t forget you can join our email list. If you want to advance notice of our guests and summer insights. Before we get them out here on the show all of that’s available for you at future done right calm. Thanks, Meredith.
00:23:42.360 –> 00:23:43.740
Thank you. I’m signing up
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Awesome. Thanks, Meredith. Awesome. Get Welker get broke, guys. We’ll see you 7am 10am 2pm every day.