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Welcome back to the Advanced Selling Podcast, the longest running sales training podcast in podcast history.
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My name is Brian Neal.
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My name is Bill Kasky.
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It s midweek.
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It s Hump Day.
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It is.
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Say it.
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Something different today.
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One of my favorite commercials ever is that camel walk around the office saying Hump Day.
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And you as our listeners are going, why am I getting an episode in the middle of the week?
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Well, there s a reason.
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And we re going to tell you a little bit about how we got here, why we re releasing midweek, and what s special about what we re about to tell you.
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You know, as Brian and I look at our own clients  business, this is the time of year when everybody starts to knuckle down and buckle down, or whatever uckle down they re doing, and look at 2021, look at the next year.
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And planning and goal setting is always a part of that conversation.
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And we have found, when we go into a client who has not worked with us, we find that the planning process is a little loosey-goosey.
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It s not really buttoned up.
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And yet, every salesperson I talk to really values the plan.
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And so we want to share a little bit with you about a program that we re doing.
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We re opening up five slots between now and December 18th.
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This is probably something your sales leader, sales manager, VP of sales should hear.
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So if you re not a sales leader, pass this on to them, and then we ll tell you a little bit more about what the program is.
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Yeah, so these are planning sessions.
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You know, Bill and I, if you ve listened to the podcast, which much of you have for a while, you ve heard us talk and say the words, come see us.
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Come see us.
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Remember we did that?
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And that s when we came and saw a lot of you.
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And then we started promoting, come see us during COVID.
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And people were like, no, no, no.
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Don t come see us.
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Don t come see us.
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And now with the advent, or not the advent, but the uptake in Zoom, we can now do a lot of the programming we do live.
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These planning sessions we do for all of our clients through November, December all the time.
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Now we re able to offer this to you, our podcast listeners.
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And so we thought, well, let s talk a little bit about what you re going to learn, why you should think about doing this deal.
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And we do have, because of just timing and travel and other client engagements, we uncovered five slots to do these in.
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And these are two-hour planning sessions with your whole sales team.
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So this isn t an individual deal, but it s for your whole sales team.
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So if you re a salesperson, like Bill said earlier, forward this to your sales manager and say, hey, boss, I think this would be a really cool thing for us to do.
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So let s talk a little bit about planning.
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So what are we going to do?
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What are we going to talk about?
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Yeah, I think we talked a little bit earlier about what do you want to have at the end of this?
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Because we want you to walk away with a plan, with a written plan.
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It might not be totally finished, but it s pretty framed out to the point where you could actually start to execute the plan January 1st or even before then.
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So one thing you ll leave with is a complete written plan of how you are going to accomplish your goals in 2021.
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Because that s the ultimate here.
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We want you to accomplish.
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your personal goals in 2021.
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But we also know that just having a goal of increasing your income $50,000 is great.
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But if there s no plan behind it, it becomes hard to know when you re on track or off track.
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Yes.
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And for the sales leaders, sales leaders, I know you love this.
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So there s the goal.
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Everyone has that, right?
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The quote of the goal.
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But there s no definitive written down plan.
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And if there is, it s not personalized.
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It s like everybody s, because then the behaviors become quota oriented too.
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So the behaviors come, you need to make 20 calls a day.
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You need to send out this many proposals.
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Those aren t, that s not a plan.
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Those are just other goals.
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Those are behavior goals.
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So you will walk away, the biggest thing I think,
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myself, is the P word in all this, the personal.
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That everybody that we, Bill and I coach, all of our clients, have the opportunity to do their own personal plan, which I always say with this, this is a commitment to yourself.
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This isn t a commitment to your boss.
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It s a commitment to yourself.
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And the spirit of it takes on a whole new meaning when you look at it that way.
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Versus a lot of people, when they re doing planning, are forced to do their plan.
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It sucks.
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And this is not a forecast where you just give us a number and walk away.
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This is the how-to part of it.
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So a couple different sections of the plan that we think are important.
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Number one is the number.
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It s a big number.
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It could be a revenue number, a number of clients you want to bring in.
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It could be a personal income number.
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Like Brian said, we always want to personalize it as much as we can.
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If you have target accounts, we force you, like we literally physically force you to identify who are the top clients.
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If that s the kind of business you re in, it s a target account business, we want that written out.
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We want to know who to talk to, who are some of your contacts.
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We also want to
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spend a little bit of time on skills.
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What skills, what do you need to be better at in 2021 so that when you get in front of prospects, you will be able to usher them through the sales process and close them.
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So skills, identification of skills, we re going to give you some choices there.
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It s going to be real easy, but you ll have to kind of dig deep within yourself and identify where do I need to improve?
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Love it.
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The other thing that you ll have in place when you leave this planning session, which to me is this is where this thing makes or breaks it, is we will teach you how to employ a very unique accountability system that we ve been using for a really long time.
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Stole it from another coach.
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We always give her credit.
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And we will teach you how to implement that, because that s the biggest thing that I think the sales leaders struggle with, salespeople too, but is the accountability of the plan.
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It s one thing to draw it up, but you have to go execute it and do it.
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And so how do I create accountability around the plan?
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We have a very, very specific way that will teach you to do that.
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And that s part of the plan.
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So you ll leave with a plan done, but also an accountability system that will reside within your sales team that we found to be really, really, really effective over time.
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We ve been using for a really long time.
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And we ll share that with you also.
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And one of the other parts is we re going to teach you some systems, some systems to use.
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And one would be a lead generation system.
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How do you systematize your behavior so that it s not just a number of calls each week, it s more of a systematic approach to prospecting, new business development, starting discussions, whatever you want to call it.
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And that might have to do with social media.
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It might have to do with outreach.
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It might have to do with inbound.
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It might have to do with writing or producing something.
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But you ll have to choose.
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But we definitely want to help you systematize this lead generation process, because that s how you re going to scale your business.
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There s no doubt.
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It s going to be good.
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So here s what you do.
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You go to advancedsellingpodcast.com slash virtual.
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Advancedsellingpodcast.com slash virtual.
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And there s a place to put either your, if you re the sales manager, put your name in there.
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If you re not the sales manager or salesperson, you could actually put your sales manager s name in there.
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That would be fun.
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Just sign them up, right?
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Instead of like, forward it to them, why don t you just sign them up?
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And they ll go, who the hell signed me up for this podcast, guys, right?
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Why not?
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But then we ll want to talk to the sales leader.
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All the pricing is going to be right there in front of you, so you ll know exactly how much it is.
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The investment is ridiculously worth it.
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Everyone leaves with this plan, accountability system, personal plan, skill development.
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lead generation, all that stuff will be done before even break for Christmas.
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It just couldn t get any better, I m telling you.
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So we have five available slots.
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Those will all move very, very quickly.
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So advancedsellingpodcast.com slash virtual.
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The instructions will be clear when you get there about what to do.
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And then we ll reach out to you.
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I assume there s going to be some kind of a discussion before we go, maybe a 15, 20 minute call.
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And we ll be off and running.
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This will be good.
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For you sales leaders, if you re looking for something to do with your team in the next four weeks, and you don t want to just throw more stuff on them, this planning session will be really unique, be very vital.
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What a great thing also to take to your CEO.
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and say, hey, boss, just so you know, it s such a great spend of money.
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And to be able to go and say, yeah, my whole team, everything s planned out, ready to go for the first half of 2021.
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And if your CEO says, no, no, we re not going to plan.
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We tried that last year.
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See where it got us?
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If they do that, send us your resume.
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We ve got some other companies that would love to look at hiring you to be their sales leader.
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So that s it.
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A unique Wednesday edition of the Advanced Selling Podcast.
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We will see you next Monday.
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Until then, take care.