Down The Rabbit Hole
What About the Middle of the Funnel? (Ft. Phil Gerbyshak)

What About the Middle of the Funnel? (Ft. Phil Gerbyshak)

February 18, 2021

DTRH Ep.17: What About the Middle of the Funnel? - Feat. Phil Gerbyshak 

Whatever happened to the middle of the sales funnel? That's right, the "messy middle." The part of the sales funnel where we have to keep relationships alive, even when they don't result in immediate new business. Learn to navigate one of the most ignored parts of the sales process where much of what goes on—is truly organic and constantly changing.

 

Episode Summary 

In today’s episode of Down The Rabbit Hole, your host, Rob Turley, Co-Founder & Co-CEO at White Rabbit Intel, delves deep into the mind of Phil Gerbyshak to navigate the infamous "messy middle" muahahaha!

The Middle of the funnel is the greatest weakness for the majority of salespeople. Even more so than closing. That's right—more difficult to navigate than the close.

Listen to the discussion between Rob & Phile that will help you understand how to effectively navigate the sea between the open and close so you can drive up your number of proposal opportunities and close-ratio!

 

About Phil 

Phil Gerbyshak knows sales. Phil is a sales speaker, executive, expert, leader, mentor, podcaster, and coach.

Phil has written five books, more than 3,000 articles, and has been quoted in the Wall Street Journal, Daily Globe, Financial Times, Investor's Business Daily, Inc. Magazine, and many other publications.

Phil's been on three covers, including earning three covers: Speaker Magazine, Marketing Media and Money, and Social Selling Made Easy. Recently he was recognized as one of 25 Sales Leaders to follow by Crunchbase.

Phil is currently the Chief Revenue Officer and Partner at Process and Results, LLC, where he and his team help tech agencies and SaaS businesses sell more. They specialize in sales and SalesOps so that teams can stay focused on what they do best.

 

Target New Sales Opportunities With 35x More Accuracy! >>

 

Feel free to connect with Phil Gerbyshak or Rob Turley on LinkedIn, or Follow Susy @susyrosado and Rob @RobTurley2 on Twitter! 

#DTRHpodcast #FollowTheWhiteRabbit #Sales #SalesEnablement #Coaching #SalesTips

Let’s Get Visual (Ft. Susy Rosado)

Let’s Get Visual (Ft. Susy Rosado)

February 4, 2021

DTRH Ep.16: Let's Get Visual - Feat. Susy Rosado 

Learn the steps for effectively present yourself on Zoom by properly leveraging the camera, timing, and scripting in a virtual setting. Our webcams are critical for establishing a real human connection and resonating with the people in your audience. Making "eye contact" to show your true intentions is imperative to build trust and develop a strong relationship effectively. 

 

Episode Summary 

In today’s episode of Down The Rabbit Hole, your host, Rob Turley, Co-Founder & Co-CEO at White Rabbit Intel, delves deep into the mind of Susy Rosado to teach us how to leverage using our webcams during virtual meetings, webinars, and events. It's crucial to become comfortable on camera in a virtual setting because appearances and confidence are everything. 

Knowing how to present yourself and effectively use your voice to come off as genuine is often the difference between trust and distrust. Body language is the majority of human communication. It's a subconscious requirement for humans to resonate with one another, and come to a mutual understanding. 

Quickly developing a positive rapport is a serious advantage. Rapport is the precursor to a relationship. The stronger the rapport, the easier it becomes to establish trust and create that strong relationship with your audience that we work so hard to achieve. 

 

About Susy 

Passionate about how entertainment influences people's lives, Susy Rosado is a successful tv producer, a seasoned actress, and a talented talk show host who specializes in catering to Latina women in the US and Latin America with the philosophy of driving meaning and purpose within the media she produces. 

Susy is an ambassador for the “Clave al Exito: Una guía Educativa para padres,” she is one of the co-hosts for “Revista De Zuleyka” and is currently the producer, writer, and host of parenting tips videos that air on the segment called "Vida y Salud" on HITN Network.  

Susy has worked with Walmart and P&G brands on branded entertainment segments for millennial moms on Univision digital platforms and was a producer, director, and host with multinational Johnson & Johnson's “Momentos de Mama” on Telemundo Networks. Simultaneously, throughout Latin America, she's been busy hosting the personal finance series called “Así Vivimos Así Crecemos” for Grupo Sura and webisodes of home renovation webisodes for “Handyman Al Rescate”—sponsored by Home Depot

Susy has been producing women and family-oriented content since 2009 when she began her own tv series called "9 MESES," a multi-platform media regarding 90-second how-to videos distributed on national television by VME that has aired in over twenty Hispanic countries on AMC/Chello Latin America

Aside from her acting and broadcast media production career, Susy worked in corporate finance in Mexico at the companies Gruma and Cemex, reporting directly to the Chief Economist. However, she is currently is working at Douglas Elliman Real Estate, selling luxury properties, volunteers reading to children, and is the proud mother of two boys.

 

Feel free to connect with Susy Rosado or Rob Turley on LinkedIn, or Follow Susy @susyrosado and Rob @RobTurley2 on Twitter or Facebook! 

#DTRHpodcast #FollowTheWhiteRabbit #Engagement #MediaProduction #Actress #ZoomTraining #Scripting

Let’s Make it Happen, Baby! (Ft. Larry Long Jr.)

Let’s Make it Happen, Baby! (Ft. Larry Long Jr.)

January 21, 2021

DTRH Ep.15: Let's Make it Happen, Baby! - Feat. Larry Long Jr. 

The mindset of any individual is key to any level of success and happiness in life. We need to make it happen or it won't happen. It's as simple as that! Driving positivity is not a "leadership-only" idea. It's for everyone, and everyone can achieve anything they set their mind to.

Episode Summary 

In today’s episode of Down The Rabbit Hole, your host, Rob Turley, Co-Founder & Co-CEO at White Rabbit Intel, delves deep into the mind of Larry Long Jr. to define what it means to maintain a peak level of positivity, no matter what happens in life. It is so important that we keep our mindset in a healthy place because our level of performance relies on it more than most individuals think it would.

Learn how a positive mindset and belief in oneself can increase productivity, build motivation, and drive better results in anything you put effort into—whether it be sales, marketing, or just living our lives. It makes us infectious to others. It spreads and makes other people want to be around you. It makes others want to get to know you and notice you.

 

About Larry 

Larry Long Jr is the Director of Collegiate Sales at Teamworks. He is also the Founder and CEO of Larry Long Jr LLC, which focuses on sales motivation, inspiration, training & coaching, and the host of the ‘Midweek Midday Motivational Minute’. Larry is an experienced sales leader with a demonstrated history of success in SaaS sales. He is extremely passionate about coaching, and helping professionals take their game to the 'next level'. 

Larry brings a unique perspective to the table and understands many of the challenges faced by sales professionals. His areas of experience include Sales Training, Team Development, Leadership, & Motivation within organizations of all stages (start-up to publicly traded). Practicing what he preaches, Larry continuously seeks opportunities to learn & grow. 

 

Feel free to connect with Larry or Rob on LinkedIn, or follow Larry @larrylongjr, and Rob @RobTurley2 on Twitter! 

#DTRHpodcast #FollowTheWhiteRabbit #SalesEnablement #SalesCoaching #SocialSelling #Mindset

Sales is Not a Numbers Game (ft. Jamie Martin)

Sales is Not a Numbers Game (ft. Jamie Martin)

January 13, 2021

DTRH Ep.14: Sales is Not a Numbers Game - Feat. Jamie Martin 

Why is it so damn hard for people to understand that sales and selling is not a numbers game?! Ever... From start to finish, from new hire to seasoned veteran, selling is and always will be driven by people, culture, empathy, and relationships. Period. 

Episode Summary 

In today’s episode of Down The Rabbit Hole, your host, Rob Turley, Co-Founder & Co-CEO at White Rabbit Intel, delves deep into the mind of Jamie Martin to define what it means to maintain a healthy sales organization that is driven by people, culture, and relationships. The key to a healthy sales organization starts at the recruitment, and ends at the way we treat, coach, and incentivize our sales teams. After all, it directly affects how we sell! 

Understanding how to recruit and why it's important to recruit properly is a massive gap in the sales industry. There is a lot to be learned from recruiting and recruiters that strategically applies directly to sales strategy and organizational goals—especially learning to focus on the quality of prospects and qualifying leads based on relationship potential while social selling is an integral activity in sales for businesses to survive in a digital/modern environment. 

If we fail to put the people first, there will always be something amiss. There will always be issues amongst the hierarchy of the teams and the satisfaction of the employees. When there are hindrances with the aforementioned, the leadership will feel it too by seeing results that aren't quite up to snuff and pushback from their staff. 

 

About Jamie 

Jamie Martin BSc (Hons), PGCert is the Managing Director & Founder of Correct Careers Coaching is an award-winning (3x) sales professional, cocreator of a B2B sales e-Learning course. He is an author, podcaster, and public speaker. Jamie is passionate about sales strategy, social media, and sales training to improve their revenue and processes. 

Jamie helps streamline business sales strategy - enhancing a strategic approach to selling, resources, developing employees' selling skills, ICT/materials utilized during the sales process, etc. He delivers modern sales training (full sales cycle), including social media marketing/prospecting, lead generation, new business conversion, client relationship management, negotiation, and his own pioneering program called "Sales Psychology." 

Jamie has 10+ years of experience in B2B & B2C—working within the corporate sales, marketing, media, and the recruitment world and provided sales training to over 28 different industry sectors while working with all businesses' levels and sizes.  

Jamie has received the "Best SME Sales Training Consultancy - South West England (2020)" Award and the "SME News - Sales Selling Strategy Training of the Year 2020 - South West England" Award. 

 

Feel free to connect with Jamie Martin or Rob Turley on LinkedIn or Follow Jamie @CorrectCareers, and Rob @RobTurley2 on Twitter! 

#DTRHpodcast #FollowTheWhiteRabbit #SalesEnablement #SalesTraining #SocialSelling #CorrectCareers

The Origin of Sales Enablement (Feat. Roderick Jefferson)

The Origin of Sales Enablement (Feat. Roderick Jefferson)

January 5, 2021

DTRH Ep.13: The Origin of Sales Enablement - Feat. Roderick Jefferson 

Ever heard of the term "Sales Enablement"? Well, you're about to learn not only what it is but what it means and uncover the origin of the term from the man who coined it himself—Roderick Jefferson. The man, the myth, the legend. Oh yeah, baby, you gonna learn today! 

Episode Summary 

In today’s episode of Down The Rabbit Hole, your host, Rob Turley, Co-Founder & Co-CEO at White Rabbit Intel, delves deep into the mind of Roderick Jefferson to unearth the truth about sales enablement and sales team strategies by aligning with The Buyer's Journey

The Buyer's Journey is the most critical piece to a successful sales strategy while enabling sales because people buy from people! That's the truth. There is nothing fictitious about a business's success that drives selling via customer engagement and relationship building. The key is to think on your feet to put oneself into the buyer's shoes as best as possible, and to do that, you need to understand not only them but their industry as well. 

How would you want to buy the product or service you're selling? Do you want to be treated as a "cha-ching" or a number? Nope! You want to be treated like a valuable asset. Like you matter. Like you are the most important person in the room. It's all about getting helped and being shown, not told and sold. Simple as that. 

If your sales strategy does not drive this simple concept, then you're not going to get very far, and you're not going to last. That's when the relationship starts, not when it's concluded. Your job as a sales professional is not done until the relationship has concluded to its entirety, and even still, staying in touch and on good terms is vital to success. 

If a sales professional believes that the sale is over after the close, they're dead wrong. It has only just begun.” 
– Rob Turley 

About Roderick 

Roderick Jefferson is the CEO of Roderick Jefferson & Associates. He has 20+ years of sales leadership and is an acknowledged thought leader and keynote speaker in the sales enablement space. Roderick is a highly regarded executive whose expertise and insight is sought after because he understands how to create bridges between internal organizations to empower sales to exceed expectations. 

Prior to Roderick Jefferson & Associates, he held various executive leadership, sales, sales enablement, operations, and customer experience roles for Marketo, Oracle Marketing Cloud, Salesforce, 3PAR, Business Objects, NetApp, PayPal, Siebel Systems, & AT&T

Check out Roderick's new book Sales Enablement 3.0 and mention that you got referred by Down The Rabbit Hole Podcast and you'll get a massive discount! It's worth it because it's a hell of a read. 

 

Feel free to connect with Roderick Jefferson or Rob Turley on LinkedIn or Follow Roderick @ThevoiceofRod, and Rob @RobTurley2 on Twitter! 

#DTRHpodcast #FollowTheWhiteRabbit #SalesEnablement #SalesCoaching #Leadership #SalesEnablement3dot0 #TrainAnimalseEnablePeople #HopeIsNotAStrategy 

Desperate Social Selling

Desperate Social Selling

December 24, 2020

DTRH Ep.12: Desperate Social Selling - Feat. Dean Seddon 

Whether you are a "Solopreneur" or corporate behemoth, you need an effective strategy that will help you have consistent sales and inbound inquiries. Crystalize the vision of where you want to take your company. Learn not to look desperate while social selling from Dean Seddon. No nonsense. Just cut to the chase. 

Episode Summary 

In today’s episode of Down The Rabbit Hole, your host, Rob Turley, Co-Founder & Co-CEO at White Rabbit Intel delves deep into the mind of Dean Seddon to learn the intensive social selling strategies and implementation of tactics to have your growth ambitions realized. When your sales aren't hitting the mark, most professionals overcompensate by “doing” and needlessly defining processes, when you should be doing less to sell more. 

Selling in a digital environment is an art, but not difficult. Anyone can do it as long as there are a clear strategy and approach. 

Learn Dean’s hyper-effective methods to help any sized organization adopt social selling strategies and leverage them to grow, increase revenue, decrease effort, and generate more inbound inquiries to drive higher margins. 

If you dig deep into your strategy and thinking around your business and customer, you may not need to spend anything on marketing.” 
– Dean Seddon 

About Dean 

From working with start-ups to multinational companies, is the maverick that helps businesses solve their number one problem: convincing more customers to buy. Dean Seddon, the Founder, and Director at MAVERRIK, has paved the way for social selling enablement with his unorthodox, yet effective strategies. Dean regularly contributes his industry knowledge to his Forbes Articles and Expert Panels as part of his involvement in the Forbes Agency Council

Dean has helped clients and their teams generate over £10M of sales in 2020 by implementing simple, yet effective selling strategies on social and digital channels. 

 

Feel free to connect with Dean Seddon or Rob Turley on LinkedIn or Follow Dean  @deanseddoncom, and Rob @RobTurley2 on Twitter! 

#DTRHpodcast #FollowTheWhiteRabbit #SalesEnablement #SalesCoaching #SalesTip #Consulting #Leadership #Entrepreneurship #SocialSelling 

Don’t be an “Egotesticle”

Don’t be an “Egotesticle”

December 15, 2020

DTRH Ep.11: Don’t be an “Egotesticle” Feat. Marcus A. Chan 

Becoming a selling machine and achieving a stellar selling track record, whether you’re a rookie or a seasoned 30-year sales veteran, isn't that complicated. Listen to actionable sales tips and establish bulletproof confidence when selling—with a mindset shift to start crushing it from the lean mean selling machine, Marcus A. Chan. No fluff. No fancy stuff. No bullsh*t. Only results. 

 

Episode Summary 

In today’s episode of Down The Rabbit Hole, your host, Rob Turley, Co-Founder & Co-CEO at White Rabbit Intel delves deep into the mind of Marcus A. Chan to unearth the hidden gems within Marcus's high-performance, field-tested sales strategies. Every methodology has been field-tested thousands of times—nothing is a theory. 

We dive into the head of Marcus A. Chan to see where he came from, who he is, and how he got where he's at today. Learn about how he started out by selling Speedos and crushed it! Hear selling stories of origin that led to world-class online sales training programs and tools that drive sales revenue to six-figures or greater! 

Learn Marcus’s exact blueprint of "7 Simple Steps" to book more B2B appointments regardless of the economy. Get the most comprehensive step-by-step bulletproof sales blueprint to selling more and earning more that will ultimately transform your sales process and revenue. 

 

I realized to truly sell is to serve; at the highest level.” 
– Marcus A. Chan 

 

About Marcus 

From selling speedos to selling seven-figure contracts, meet Marcus A. Chan, the Founder of Venli Consulting Group. Marcus helps B2B salespeople supercharge their results through proven high-performance training and coaching systems. Learn to sell more and sell well—without needing years of experience. 

Marcus is a Founding Member of Rev Genius, creator of The Six Figure Sales Academy, and the author of 6x6 Success: The Six-Minute Success Blueprint, Member of the Forbes Council and has been featured on Yahoo! Finance, MarketWatch, and NBC. By the time Marcus was 22, he had built his first multi-million dollar business, and his decade of sales leadership experience, a decade of winning awards, help sales professionals crush sales quotes. 

 

Feel free to connect with Marcus A. Chan or Rob Turley on LinkedIn! Or Follow Marcus @mchan6x6, and Rob @RobTurley2 on Twitter! 

 

#DTRHpodcast #FollowTheWhiteRabbit #SalesEnablement #SalesCoaching #Sales #Consulting #Influencer #Entrepreneurship 

Sales Organizations Exist Because Demand & Value Doesn’t

Sales Organizations Exist Because Demand & Value Doesn’t

December 2, 2020

DTRH Episode 10: Sales Organizations Exist Because Demand & Value Doesn't (Ft. Sean Stormes

If you have to advertise or sell your business, is it even good enough to keep it running? Seriously, is it? Companies worldwide struggle to generate demand WITHOUT significant investments in a strong sales organization and a high-budget marketing initiative. The root of this catastrophe is typically caused by something known as design thinking—or the lack thereof. Design thinking is a critical component to the success of all businesses in every industry. It’s a factor that most businesses blatantly neglect. 

#DTRHpodcast #FollowTheWhiteRabbit #SalesEnablement #DemandCreation #DemandGeneration #ProfitableGrowth #DesignThinking 

 

Episode Summary 

In today’s episode of Down The Rabbit Hole, our host, Rob Turley, Co-Founder, Co-CEO at White Rabbit Intel, delves deep into the mind of Sean Stormes to unravel the tangled disaster and utter lack of design thinking and demand generation. Arm yourself with the hidden knowledge about how design thinking creates tremendous value and generates obscene levels of demand like mega-corporations such as Apple as the perfect example of the cult-like-following it’s been able to generate around its products. Learn from the master of The Third Door,” Sean Stormes, about what demand generation is and how it can drive profitability and hyper-growth for your business. 

Having crystal clear clarity for your demand and value propositions can open numerous new, untapped revenue streams within your existing client base and existing business model. Attracting your dream target clients and delivering exponential increase to top-line and bottom-line revenue while defending against competitive threats are the optimal results. That’s a fact. 

If a company is thinking, behaving, and looking like everyone else in your industry (infected with the dreaded “bluechip” plague among us…) are dooming themselves. There are so many substantial opportunities for a business to take advantage of but are often overlooked by small-minded thinking and lack of emotional intelligence of the market they exist in—which we will guide you in defining today. 

Honestly, we in B2B can learn a lot from our B2C brothers and sisters. Let that sink in for a minute and think of some ways to take advantage of their strategies in B2B. 

 

“The only reason sales organizations exist is because demand doesn’t.” 
— Sean Stormes 

 

About Our Featured Guest 

Meet Sean Stormes, “The Antidote to Conventional Wisdom.” Sean designs unprecedented value and drives profitable growth as the Chief Demand Creator at The Third Door

Sean is the author of Clean Slate, Explosive Profitable Growth Via Demand Creation. He has stretched his influence over countless businesses to achieve tremendous profitable growth using demand generation as his superpower. A true hybrid, Sean is a mission-focused visionary with the assertiveness, detail, speed, and ingenuity to dream and execute his plans into results. 

 

Feel free to connect with Sean Stormes or Rob Turley on LinkedIn!

Opportunity Prediction Drives Loyalty

Opportunity Prediction Drives Loyalty

November 27, 2020

DTRH Episode 9: Opportunity Prediction Drives Loyalty (Ft. Matthew Binder)

How can salespeople attract new customers, increase demand, create more value, and drive customer loyalty? There are a few complex ways to do so but the most simple, yet effective way is by leveraging predictive opportunity scoring. 

In today’s episode of Down The Rabbit Hole, our host, Rob Turley, delves deep into the mind of Matthew Binder to learn how opportunity scoring predictions add a significant advantage to your sales process and will generate a tremendous increase of ROI. 

 

1. How do we choose the leads and opportunities we invest in?

2. What components of your business do you consider?

 

Identify the needs that are causing customers the greatest pain and that is most vital for a brand to solve. By focusing on these pain points you can uncover latent needs that your offerings could fulfill and ultimately, create differentiation between those needs among your key target market.

 

There are numerous hidden costs and opportunity losses become more frequent the longer a business pushes back on integrating predictive opportunity scoring technology into their sales and customer success models.

 

Some Advanced AI technologies can score sales opportunities to determine the likelihood of having a positive engagement and which prospects are not a good fit—wasting less time and substantially reducing the Cost of Acquiring Customers (CAC).

 

Here to uncover all about opportunity scoring and its many valuable applications is Matthew Binder. His depth of experience in the sales industry and in his current role as an Account Executive at Toggl makes Matthew an industry leader in revenue strategy.

 

Feel free to connect with Matthew Binder or Rob Turley on LinkedIn!

 

#DTRHpodcast #FollowTheWhiteRabbit #SalesEnablement #ROI #PredictiveAnalytics #Sales #OpportunityScoring

Why Selling Value Is Key—to Hell With the Price!.. Is the NY Charm

Why Selling Value Is Key—to Hell With the Price!.. Is the NY Charm

November 25, 2020

DTRH Episode 8: Why Selling Value Is Key—to Hell with the Price!.. Is the NY Charm (Ft. Jay Cotto

Undercutting and beating out your competition is not always the way to win. More often than not, using the price as leverage to sell works against you! How do you remove the price tag from selling? There are many strategies that can increase revenue per sale and create long-term relationships. 

In today’s episode of Down The Rabbit Hole, our host, Rob Turley, returns to his NY roots and delves deep into the mind of Jay Cotto to define and quantify the value of a product or service to a customer. Learn the key principles of value-based selling and how that could, in turn, drive the magic word, "trust," and convert it into revenue.  Make value-based selling work for your business, sales team, and customer acquisition processes. 

 

1. How do you define what value really means to the customer? 

2. Can you quantify and measure it? 

3. What are our products and services actually worth? 

4. Is the price even relevant to the sale? 

 

Many businesses fail to pinpoint the value of a product or service, and yet such a concept has never been more important. 

Business Marketing, a.k.a. B2B Marketing, is when a business promotes and sells products or services to another organization. This differs from conventional methods as business marketing relies on a more personal, direct relationship between businesses. This is achieved by understanding what our customers value. 
  

“When you focus less on the price, your customers are more willing to pay a premium for a higher perceived value based on service.”  

 

About our Guest 

Here to uncover the hidden truths about stripping the cost from the equation and value-based selling is Jay Cotto the Director of Corporate Sales at J P Express Inc, Jay improves the Sales and Direct Marketing processes within his business to become a true value-based experience that takes customer service the absolute next level. His mission is to coach salespeople to be consultative and helpful problem solvers, rather than the typical "here's the product, now give me your money" approach. 

 

Feel free to connect with Jay Cotto or Rob Turley on LinkedIn! 

 

#DTRHpodcast #FollowTheWhiteRabbit #SalesEnablement #SalesCoaching #Leadership #RevenueIntelligence #ROI

Play this podcast on Podbean App