Alessandro Bogliari, CEO and Co-Founder of The Influencer Marketing Factory, a global influencer marketing agency, talks with great guests about influencer marketing, social media, the creator economy, social commerce and much more.
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Similar to Sales Influence - Why People Buy!
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Biological Sales Clock - Sales Influence Podcast - SIP 559
Manage episode 478330675 series 1242556
Content provided by Victor Antonio. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Victor Antonio or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://player.fm/legal.
Timing and Productivity
…
continue reading
- 🕰️ The biological sales clock reveals optimal times for sales and productivity: 7-11 a.m. and 3-9 p.m., when customers are most receptive and in a positive mood.
- 📊 Companies can leverage this data by scheduling morning meetings from 7-11 a.m. and afternoon meetings from 3-6 p.m., avoiding the noon-3 p.m. slump when customers are tired and negative.
- 📞 Sales teams can boost success rates by aligning their calls and meetings with the biological sales clock's peak times.
- 💼 Businesses can optimize earnings calls by scheduling them during morning hours to potentially improve stock price reception.
- 😊 The biological sales clock influences not just sales and productivity, but also mood, with peak happiness aligning with the 7-11 a.m. and 3-9 p.m. windows.
640 episodes
ShareManage episode 478330675 series 1242556
Content provided by Victor Antonio. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Victor Antonio or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://player.fm/legal.
Timing and Productivity
…
continue reading
- 🕰️ The biological sales clock reveals optimal times for sales and productivity: 7-11 a.m. and 3-9 p.m., when customers are most receptive and in a positive mood.
- 📊 Companies can leverage this data by scheduling morning meetings from 7-11 a.m. and afternoon meetings from 3-6 p.m., avoiding the noon-3 p.m. slump when customers are tired and negative.
- 📞 Sales teams can boost success rates by aligning their calls and meetings with the biological sales clock's peak times.
- 💼 Businesses can optimize earnings calls by scheduling them during morning hours to potentially improve stock price reception.
- 😊 The biological sales clock influences not just sales and productivity, but also mood, with peak happiness aligning with the 7-11 a.m. and 3-9 p.m. windows.
640 episodes
All episodes
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Sales Influence - Why People Buy!
1 Speed To Respond Data - Sales Influence Podcast - SIP 565 8:32
8:32 
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Play Later Play Later Lists Like LikedRapid Response Impact 🚀 Responding within 1 minute to sales inquiries increases deal closure chances by 391% (Lead Response Management study) or 114% (Velocity study) compared to no response. ⏳ Delaying response by 24 hours drastically reduces deal closure chances to 17% (Lead Response Management study) or 3% (Velocity study) compared to no response. Voicemail Strategy 📞 Leaving 2 voicemails during a 6-call strategy boosts deal closure chances by 34%, while leaving 5 or more voicemails decreases chances to less than 0%. Time Sensitivity ⏰ Waiting 30 minutes to respond decreases deal closure chances to 62% (Lead Response Management study) or 72% (Velocity study) compared to immediate response. Connection Opportunity 🤝 Responding within 1 minute allows sales teams to connect with prospects and pitch their product or service, significantly increasing deal closure potential.…
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Sales Influence - Why People Buy!
1 Minimum Value Prospect (MVP) - Sales Influence Podcast - SIP 563 7:53
7:53 Play Later Play Later Lists Like Liked7:53
Play Later Play Later Lists Like LikedVictor Antonio introduces the concept of the Minimum Value Prospect (MVP), which represents the lowest financial threshold a potential customer must meet for a business to consider them viable. Using examples from kitchen remodeling and pool companies, the host explains how setting an MVP early in the sales process saves businesses money by quickly qualifying leads and avoiding those who cannot afford their services. The discussion highlights that customers with limited financial resources can often become problematic clients, requiring more effort and potentially eroding profit margins. Therefore, identifying and focusing on prospects who meet or exceed the MVP is presented as a crucial strategy for profitability and efficiency.…
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Sales Influence - Why People Buy!
1 Beware The Disappointment Dip - Sales Influence Podcast - SIP 563 11:08
11:08 Play Later Play Later Lists Like Liked11:08
Play Later Play Later Lists Like LikedSales Systems and Processes 🎯 Implementing a predictable prospecting system with specific daily call quotas, structured scripts, and follow-up procedures is essential for sales success and overcoming the disappointment dip. 📊 Over 70% of sales come from referrals, yet less than 20% of sales professionals ask for them, highlighting the need for a systematic referral process. Overcoming Sales Challenges 😔 The "disappointment dip" occurs when sales professionals face self-blame and disappointment despite doing everything right, emphasizing the importance of robust sales systems. 🔍 A well-documented sales system should be easily replicable, allowing new hires to follow it with minimal training. Sales Strategy 📅 To combat the disappointment dip, sales professionals must formulate a plan focusing on selling basics: maintaining a schedule, routine, process, and system.…
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Sales Influence - Why People Buy!
1 Timing Your Social Media Posts - Sales Influence Podcast - SIP 542 8:41
8:41 Play Later Play Later Lists Like Liked8:41
Play Later Play Later Lists Like LikedOptimal Posting Times 🕐 5am-8am and 5pm-11pm are the best times to post on social media, as people are in a high receptive state and more likely to engage positively with content during these morning and evening hours. 🏢 8am-5pm is the worst time to post on social media, with a dramatic drop in positivity around 2-4pm, as people's moods and sentiment tend to be negative during this workday period. Research Methodology 🔬 The Linguistic Inquiry and Word Count (LIWC) tool analyzed 500 million tweets from 2.4 million users in 84 countries over 2 years to determine tweet sentiment during different time slots. Sentiment Analysis Results 📊 Sentiment analysis of tweets revealed two positive periods (5am-8am and 5pm-11pm) when people are more likely to engage positively, and a negative period (8am-5pm) when moods tend to be lower. 📉 People's moods and sentiment tend to be positive in the morning and evening, but negative during the workday period, with a significant decline in positivity around 2-4pm.…
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Sales Influence - Why People Buy!
1 Unique Aggregate Proposition - Sales Influence Podcast - SIP 561 8:39
8:39 Play Later Play Later Lists Like Liked8:39
Play Later Play Later Lists Like LikedUnique Aggregate Proposition (UAP) 🔍 UAP combines multiple skills or aspects to create a unique value proposition, making it more powerful than USP in today's globalized and digitized world where products are often commoditized. 🎨 Scott Adams found his UAP by merging comedy, business, and cartooning skills, demonstrating that being different trumps being better in competitive markets. Sales and Marketing Strategy 💼 Victor Antonio recommends using UAP to differentiate sales pitches by combining 3-7 special offerings to stand out from competitors. 🍎 Apple and Google are rare exceptions in creating unique, hard-to-copy products, highlighting the power of a strong UAP. Competitive Advantage 🚀 Salespeople should focus on creating a UAP rather than a USP, as it's more difficult to replicate and provides a stronger competitive edge.…
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Sales Influence - Why People Buy!
1 5 Value Hurdles - Sales Influence Podcast - SIP 560 10:57
10:57 Play Later Play Later Lists Like Liked10:57
Play Later Play Later Lists Like LikedValue Positioning and Articulation 🎯 Positioning value involves putting customers in the scene and situation where they can feel the pain of not having your product, rather than simply listing features. 💡 To sell value effectively, one must know, believe in, prove, articulate, and position the value correctly within the customer's context and situation. 🚩 When a customer asks for a discount, it's a signal that you've failed to articulate and position the value of your product, not that the price is too high. Customer Decision-Making 🧠 Customers often rely on default rules (heuristics) like "heavy equals quality" or "long line equals good restaurant" to make quick decisions without deep thought. Effective Sales Techniques ⏱️ To position value, tie together articulation values (e.g., "repair within 30-40 minutes") with the customer's situation (e.g., "what happens if this unit goes down during lunch?") to make them consider potential negative outcomes.…
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Sales Influence - Why People Buy!
1 Biological Sales Clock - Sales Influence Podcast - SIP 559 11:16
11:16 Play Later Play Later Lists Like Liked11:16
Play Later Play Later Lists Like LikedTiming and Productivity 🕰️ The biological sales clock reveals optimal times for sales and productivity: 7-11 a.m. and 3-9 p.m., when customers are most receptive and in a positive mood. 📊 Companies can leverage this data by scheduling morning meetings from 7-11 a.m. and afternoon meetings from 3-6 p.m., avoiding the noon-3 p.m. slump when customers are tired and negative. Strategic Applications 📞 Sales teams can boost success rates by aligning their calls and meetings with the biological sales clock's peak times. 💼 Businesses can optimize earnings calls by scheduling them during morning hours to potentially improve stock price reception. Holistic Impact 😊 The biological sales clock influences not just sales and productivity, but also mood, with peak happiness aligning with the 7-11 a.m. and 3-9 p.m. windows.…
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Sales Influence - Why People Buy!
1 10 Ways to Disqualify a Prospect - Sales Influence Podcast - SIP 558 10:21
10:21 Play Later Play Later Lists Like Liked10:21
Play Later Play Later Lists Like LikedEfficient Prospect Evaluation 🎯 Disqualify prospects quickly to save time and money, as faster disqualification leads to more efficient use of resources. 💼 Establish clear boundaries and specific requirements for working with clients, such as minimum budget, project size, location, time commitment, and payoff structure. Value-Based Qualification 💰 Qualify by value by setting a Minimum Value Proposition (MVP) that clients must meet, such as a minimum budget or project size, to ensure alignment with services offered. Situational and Ethical Considerations 🚩 Disqualify clients based on situational requirements, such as too many people involved, too many departments, and certain scenarios to avoid wasting resources on unqualified prospects. 🤝 Evaluate clients based on personality and ethics, including trustworthiness, reasonableness, and willingness to follow recommendations to ensure a good working relationship.…
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Sales Influence - Why People Buy!
1 Spin The Value Arrow - Sales Influence Podcast - SIP 557 9:13
9:13 Play Later Play Later Lists Like Liked9:13
Play Later Play Later Lists Like LikedThe Sales Influence Podcast episode "Spin the Value Arrow" discusses tailoring B2B sales presentations to resonate with different decision-makers. Victor Antonio, introduces the "value trinity": increasing revenue, reducing costs, and expanding market share, as the primary concerns of business owners. He argues that effective selling involves understanding which of these concerns is most important to each stakeholder involved in a purchasing decision, such as the CTO, CMO, and CFO. The podcast challenges listeners to create both a comprehensive sales presentation addressing all key interests and shorter, specialized presentations focused on the specific priorities of individual decision-makers.…
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Sales Influence - Why People Buy!
1 Client Says: "Send Me A Proposal" - Sales Influence Podcast - SIP 556 11:15
11:15 Play Later Play Later Lists Like Liked11:15
Play Later Play Later Lists Like LikedAccelerating the Sales Process 🚀 Immediately ask for pricing when a customer requests a proposal to potentially close deals faster, as time kills all deals and prolonged processes reduce closing probability. 💼 Utilize a 3-step process to confirm customer interest and fit: verify interest, ensure product/service fit, and validate features/functionalities, helping to evaluate interest levels and determine next steps. Non-Verbal Communication and Prioritization 👀 Watch for micro-expressions and body language when presenting pricing to gauge customer reactions, providing insights into their budget range and interest level. 🏆 Mentally assign priorities to proposals based on customer enthusiasm to focus on promising leads and allocate resources effectively. Strategic Timing and Trust-Building 🗓️ Insert start date questions early in the sales process, not at the end, to avoid pressuring customers and build trust, facilitating a collaborative relationship that enhances deal closure potential.…
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Sales Influence - Why People Buy!
1 A Winning Presentation Plan - Sales Influence Podcast - SIP 555 8:25
8:25 Play Later Play Later Lists Like Liked8:25
Play Later Play Later Lists Like LikedPresentation Structure 🏠 Visualize a house with 5 points to represent the top 5 customer priorities, organizing them in order of importance and checking off each point during the presentation. Engagement Strategy 🔄 Utilize the "say-ask-do-show" formula for each priority: say what you want to discuss, ask questions to gather information, do an engaging activity, and show a visual aid or demo. Planning Tool 📊 Create a "say-ask-do-show" matrix by listing the 5 priorities and filling out corresponding actions for each element of the formula. Customer-Centric Approach 🎯 Focus on the top 5 priorities that customers care about, ensuring your presentation addresses their most important concerns and interests. Visual Aids 📈 Incorporate demos, case studies, and other visual aids to effectively sell each issue or priority, enhancing the impact of your presentation.…
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Sales Influence - Why People Buy!
1 Selling Something For Free - Sales Influence Podcast - SIP 554 8:22
8:22 Play Later Play Later Lists Like Liked8:22
Play Later Play Later Lists Like LikedVictor Antonio's podcast excerpt explores the counterintuitive idea that simply giving something away for free doesn't guarantee its acceptance. He argues that to effectively offer something for free, one must still "sell the free" by framing it with perceived value and context, making it enticing for the recipient. Using his podcast as an example, Antonio demonstrates how establishing a need and desire precedes the free offer, significantly increasing engagement. He contrasts this with simply stating a free offer, highlighting the importance of creating contextual value to overcome skepticism and the perception that free items lack worth.…
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Sales Influence - Why People Buy!
1 A Method To Selling - Sales Influence Podcast - SIP 553 8:48
8:48 Play Later Play Later Lists Like Liked8:48
Play Later Play Later Lists Like LikedThe podcast episode from the Sales Influence Podcast, hosted by Victor Antonio, draws a parallel between method acting and effective sales techniques. Antonio suggests that salespeople should empathize deeply with their clients, mirroring how method actors immerse themselves in a role. By understanding the client's fears, anxieties, and potential resistance, salespeople can better address their concerns. This approach encourages sellers to "become the client" to anticipate objections and tailor their approach. Additionally, a brief outro introduces Victor Antonio as a speaker focused on making his clients successful rather than himself.…
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Sales Influence - Why People Buy!
1 Dealing With Know-It-Alls - Sales Influence Podcast - SIP 552 8:53
8:53 Play Later Play Later Lists Like Liked8:53
Play Later Play Later Lists Like LikedAudience Segmentation and Engagement 🎯 Categorize audience into "winners" (willing to learn) and "losers" (resistant to learning) based on their response to new sales strategies. 🤝 Prequalify audience members by asking them to consider "how can I make this work for me" rather than dismissing new ideas outright. Overcoming Resistance 💪 Reduce resistance by acknowledging audience's sales experience and proposing 3-5% sales increase through new strategies. 🏆 Congratulate experienced salespeople (20+ years) and ask if they're open to learning new sales techniques for potential growth. Tailoring Presentation Approach 📊 Segment audience by asking about years of sales experience (5, 10, 15, 20, 20+) to tailor presentation and overcome fear of know-it-alls.…
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Sales Influence - Why People Buy!
1 5 Types of Guarantees - Sales Influence Podcast - SIP 551 8:34
8:34 Play Later Play Later Lists Like Liked8:34
Play Later Play Later Lists Like LikedGuarantee Strategies 🛡️ Implementing a money-back guarantee within a 30-90 day period can significantly reduce buying resistance and boost sales by providing customers with a sense of security. 🎯 A results-based guarantee can be more effective than a standard money-back offer, as it promises specific outcomes and enhances customer trust in the product or service. Advanced Guarantee Techniques 🔒 Offering a double guarantee provides enhanced customer protection by combining a 30-90 day money-back period with an additional 1-year return option if expectations aren't met. 🎁 A plus guarantee adds extra value by including a bonus (e.g., $100 charity donation) alongside the money-back offer, potentially increasing customer satisfaction and loyalty. 💼 The "keep the bonuses" guarantee allows customers to retain all add-ons even if returning the main product within the specified period, further enhancing the perceived value of the purchase.…
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Similar to Sales Influence - Why People Buy!
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Welcome to the What’s Next! Podcast. I’ve met so many brilliant people as I traveled the globe and have had some fascinating conversations that I’ve wished had been recorded so I could share them with you - this podcast was a way for me to recreate those moments and let you in on some fantastic insights. My current conversations center around one objective: what's next for companies and individuals as they look to innovate and grow. I hope these conversations inspire you as much as they have ...
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Kipp Bodnar (HubSpot’s CMO) and Kieran Flanagan (Zapier’s CMO), lead you down the rabbit hole of marketing trends, growth tactics and innovation. On the way you’ll pick up undiscovered strategies to give you that slight edge for success. These are not your typical twitter thread regurgitated marketing tactics that everyone is doing. These are new methods, with unfiltered examination of successful fresh ideas.
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The Partnership Economy explores the power of partnerships through candid conversations and stories with industry leaders. Our hosts, David A. Yovanno, CEO and Todd Crawford, Co-founder, of impact.com, unpack the future of partnerships as a lever for scale and an opportunity to put the consumer first.
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