…Hey Hey Hey Hey Hey Hey Hey What is happening Hey What No I need that over there Yes I need that piece of paper. Yes Thank you. Thank you That is the assistance director here helping me out during my podcast creation process. Yes No I I need the cup of coffee Yes. Yes.
I need the elixir of life. Which is coffee. And uh as you know uh, coffee is for closers and I have a giant cup right now…
So you wanna have a big cup of joe. Alright. So welcome back. Uh, and, uh, we're gonna welcome Pierre back. Thank you.
Yay. The right Uh Pierce is being welcomed back…
uh to the podcast. That's right Welcome back to the podcast It's been a bit hasn't it been It's been a little bit since we've been together in the podcast studio. The the famous hustle is the hack studios here in, um Georgetown Township Michigan. That's right. And uh what what we've been we've been gone for quite some time And uh well there's a little bit of a reason for that and without kind of complaining too much But, Uh, my former employer, which is a big software company located in Seattle, Washington.
Uh, they uh certain individuals there did not like my podcast and uh had put me in danger of not being able continue my job. Uh because they saw it as a conflict I didn't think it was a conflict They did. Alright Anyway so here we go Let's keep moving forward My name is Pierre Holz of us and we are the technical seller and we're here to help you identify, acquire, and retain the most valuable asset that you have in business And what is that Pierre? That is a customer. That's right Your business starts with the customer and sadly oh so sadly it comes to an end when you have no more of them.
So you wanna you know work really hard to get them Keep them. Find them. Make them happy. Turn them into loyal customers. That's right So this is all about the strategies of doing that as a salesperson staying consistent, refining our approach and getting feedback and tracking our progress and just doing a really good job…
So we're gonna help you with all of that uh through the podcast So with that said, let's get right into it today. And um, I have to also say one thing And uh we are launching…a new website. I am launching a brand new website and you are the first people to hear about it in detail That's right. And I have a special offer for all of you So if you're a technical sales person that's looking to boost your close rates and master the skill of selling in the tech space while look no further…than tech sales one ten dot com That's right. Uh if you're new or you're a seasoned pro tech sales one ten dot com offers a full range of resources from step, uh by step strategies to help you as we say identify acquire and retain customers…to in-depth classes later as we get going designed specifically for technical salespeople.
It's all about um it's so it's uh you know helping you out It's more than just a website It's a community. You wanna surround yourself with other professionals, share tips insights, encouragement as you level up your sales game Join me at tech sales one ten dot com and take your…
career to the next level Get your goals crushed Let's crush some goals out there. It's exciting It's exciting. And uh what we're doing first the first bit of content and focus…is the fifty two sales hacks. And uh fifty two sales hacks what is that Uh fifty two sales hacks is a awesome source for for you to be able to find out
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that uh you can you know what are some of the specific things Like we can personalize um and target prospects We can how to focus on finding growable customers thinking through valuable content that you can share on your social media site
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How can you manage your CRM systems optimize your website What is AB testing And why do you care as a salesperson about that Why do you conduct competitor analysis All of these different
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very specific, uh nuanced deals uh, uh to little techniques and, uh we have them all in there and they're listed and we're gonna go through them in-depth And on this podcast today in fact we're gonna talk about two really important ones about LinkedIn sales navigator how you can use that tool, uh and why it's worth uh using that tool And the other thing that you'll wanna do is learn how to personalize emails…
using the information, uh that you have at hand. So all of that stuff is very exciting It's very exciting to uh to talk about that and share some anecdotes and what works and what's what's not working in…that
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space and that's what we're gonna be diving into We've got fifty two of those right now that we're gonna go through over the next year or so. Uh actually over the next period of time Hopefully we'll get through them in quicker than a year fifty two If I do two a week we should be done around Christmas time No Will be done around March or so Anyways, they don't have to come up with some more stuff But if you go to tech sales one ten dot com not only will you uh, see the specific details I'm giving you some awesome ideas around how to implement these ideas It's not just about ideas It's about execution. It's you know it's great to have a great idea but we need people that can actually execute. So I'm giving you two resources for every one of those hacks. What is smart goals What are the goals What how would you define success?
How could you measure success? All of the things that go into creating goals for those for you personally How would you communicate that with your management team Hey I wanna put this I wanna start doing this. And I'm gonna add this and here's my goals for that And then an implementation plan what is the six or ten or fourteen or two things that you need to do What are the steps to make that fully effective in your…
sales
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goals So this is the starter points for you They're kind of templates if you will, of how to and it's that proven method That's one thing to have a great idea but it's also really really important in our business to land it to actually execute on that thing That's one thing that I've learned You know we're really smart people I work with a lot of really smart people If you're listening to this podcast you're a smart person, and we love ideas and learning about ideas but what is really critical is you know in a sports team you don't hire people in a profession that are just have a lot of potential. You have to hire people that can actualize their potential that can live up to their potential. And that's what we're trying to do because we're professionals. Professional salespeople execute…on plans And so it's not just it's not just coming up with the great ideas but also landing that in your everyday habits and making it part
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of you know the work that you do every day So with that said, go check it out Text sales one ten dot com. So here as we do this is just the introductory part of the podcast. I'm gonna…stop for a second and we'll have our, our sponsors talk for a second Then we're gonna get right into this And hopefully you'll have a great day today and I'll talk to you in just a moment
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…Are you a technical salesperson looking to boost your close rates and master the art of selling in a tech space? Look no further than tech sales one ten dot com. Whether you're new to tech sales or a seasoned pro Tech sales one ten offers a full range of resources from step by step strategies to help you identify, acquire, and retain customers to in-depth classes designed specifically for technical sales. But it's more than just a website It's a community. Surround yourself with other professionals who share tips insights, and encouragement as you level up your sales game.
Join us today at tech sales one ten dot com. That's tech sales one ten dot com, and take the next step toward crushing your sales goals.
…Alright everybody we're back and we're back…
Yeah That's right We're back baby We'll kinda feel like a little very white song here Anyways, Yeah I'm a child of the seventies and I really enjoy soul music K So that's right Get some soul music in there So anyways welcome back to the show we're driving into something every technical salesperson needs to master, and that you better get this right It it's crafting a emails so this is a hack number one This is number one right out of the box. And the reason is uh that we're saying this is because you know, we sell stuff and a lot of that stuff and communication goes back and forth in the,, emails You don't know So you need to craft personalized emails They they don't end up in the dreaded spam folder Trust me, you're gonna have some fun with this But so grab your coffee settle in and let's make your emails and the people actually want to open them Let's do that Let's Let's make that happen…
Yeah. Alright Alright So you you've got your list of prospects first Right And you wanna first thing research is the secret weapon Right You you wanna get some
…
get your list of prospects. But here's the deal generic emails really. they're about as exciting as a software update at three in the morning So let's get you into the superhero mode doing a deep dive research that makes your prospects say hey, Hey They've actually get me. Do you understand me You had me at Hello? not yeah That's kind of an old reference to Jerry Maguire But anyways um now now what you're thinking research that sounds like work…
I've got I've got games to play I've got uh a Fortnite thing and I'm hanging out with dudes tonight But anyways research that is is a little work but hang with me Are about to go beyond the company website you're gonna hit up that social media profile industry reports maybe even Reddit threads where they're complaining about their biggest points dig into the challenges the projects and goals It's like to of work but a lot more fun So let me give you an example I once sent an email to a client who had just lost or just launched really a sustainability initiative at their company. And I started the email with something like hey congratulations. On your new tech push. it must be exciting to lead the way in a sustainable solutions bam They responded within about an hour Why Because I took like five extra minutes to acknowledge something that was important to them
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And so you can do this research It's not that hard This is called LinkedIn If you're selling tech that's a business to business sale that's all what we're all about and and your prospects are in LinkedIn. You can look at their company You can look at the people the individuals that you're sending emails to and you're creating first like but you wanna create this no like and trust with your our
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folks and the like part is right there So something like that Hey Congratulations on a new tech push. We're excited it must be exciting to lead the way So that's personalizing the email because I listened to what are their what was important to them…
In their feed it's pretty simple. but doing a little research and again LinkedIn is your secret friend here It's really great at this kind of stuff It will tell you all about that person It'll let you look at their feed a little creepy sometimes but I'm just joking It's not creepy This is the way we do this work now…
So anyways, so the next part is kind of tags So when we think of tags we think hashtags because that's old school But really what we're talking about is dynamic tags And and let me get you up what we're talking about Like these are like little cheat codes for email personalization. Picture this You send an email and without even lifting a finger, it has your prospects name and their company, Even their say their favorite snacks or something like that well maybe not that one But it's it's like magic and this is where your CRM system inserts personal details, like their name or their company or even maybe past interactions with your business. And and it adds like hey I see you I see you and it it's just without having to write out brand new emails every time now So like hi first name, you actually want to use those tags in a in a good way You wanna have them properly cased. you so it's not like high And then all capitals,, Bob Johnson or Jane Smith you don't wanna have the first and last name at the beginning you wanna make it personal So just that first name And
we've seen this in all emails where it just says hi and then the bracket of first name because the CRM system is mismatching that So you wanna check this You wanna double check those tags and make sure that you using the great factors that you have in there We've all seen that email right where it it just is like a mismatched shoes or something like that Just double check those tags in your golden…, the next thing that you're wanna gonna wanna do is you wanna find some common ground Like I said build that rapport by finding some common ground Alright. So this is where you get personal. references not a job reference although shout out to LinkedIn, to the LinkedIn endorsements and references That's really great stuff But I'm talking about shared experiences maybe where you both been at the same conference or someone in common. Dropping those little bits of information helps build likability and knowing you So again these are the this is the three legged stool No like and trust. It's like showing up at a party and realizing you both love the same obscure Flicks show or something like that You have an instant connection with people.
So for example I once emailed a prospect and mentioned that we both had been to the same industry webinar. Not only did they respond They also jumped on a call because we had a shared experience So Just remember don't force it Keep it authentic.
but you wanna kind of like chummy be a little chummy if you can Again, knowing and liking. this is just one of the way you build rapport with people It's like going into any social situation. This is social selling at its at its most nuanced point You're really trying to build a bridge with somebody by building rapport by finding common ground…And the the other part, which is this kind of point number four we wanna customize the technical stuff. that now when we talk about the technical stuff this is where you you're this rock star, technical salesperson this is where you shine your stuff but your prospects is not gonna be on that level. At least not yet.
So make sure you tailor the content of your email to match their level of expertise not not about you It's about them. So if they're new to the game don't hit them up with like SQL API calls or faster than anybody else No No Don't do that like now I don't I I'm confused by you And, the the prospect is like nah that's not really nice and they're all like,
,, not liking you anymore…
Yeah They don't they don't like you and it's all like a…
crickets on the other side And, you just you just lost it So I like to think of this image Okay Yeah Thank you crickets…
Now let's
so I like to think about it Imagine explaining your favorite tech gadget to grandma, like or your mom or something like that You're not gonna start with hey mom it has two hundred fifty six gigs Allistate driving until nine processor You're gonna say hey it's fast It makes movies watching really great. the same with prospects So speak their language If you're reaching out to, shop floor controllers or I'm selling technology into, a CFO I'm not gonna be talking about speeds and feeds I'm gonna be talking about how it benefits them and their business And we're gonna get a lot into that later but that's that kind of whole feature benefit and business value, connection So the the the the three handed a punch if you will the one two three, feature benefit value what are what are those three things that, that we wanna do So you're gonna stay away from industry jargon this is they'll get that later They're gonna get that later You're trying to get in them engaged in a conversation. So you wanna kinda tease them a little bit or kind of
pique their interest by speaking in their language Otherwise they're just like this dude's from another planet. And you're not you're not gonna get get cool with them So here this is again all about the emails And and, so it's all about value at the end of the day When we're sending that email out it's like that's the key Right? Value You can show a prospect that you put the effort in to understand their needs challenges and goals and that they're more likely to respond to you Personalized emails aren't not just a nice to have kind of a thing Really they're the golden ticket to building trust credibility and really ultimately closing more deals So let's be honest. Closing deals is what we're after here Right That's the PDP or in the America as we call it the pitchers of dead presidents. That means dollar bills.
And so that's the next step you've got there Grab your CRM, pull up the prospect list and start getting personal. It's not personal It's just business No It's personal Your open rates and commission checks will thank you. That's right So alright. That's that's a tip,
sales hack number, Uno on the list Isn't that cool Yeah That's exciting I know everybody's very excited about that. So hey thanks for tuning in this afternoon. And, we're gonna be right back after this
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Hang we're back. And we're by…
and we're back. And we're back thank you to our sponsors we've got some great sponsors now coming on…bored and really excited about doing work with them and, and fun stuff Anyways well let's get right into it, hey well welcome back to another segment we have and we're gonna, as we turn sometimes stiff in the world of sales into something a little more fun, stiffly stiffer since out there. Let's have a little more fun I dare you to say enjoyable. Today's we're gonna be talking about on during this time. LinkedIn sales navigator that's right That's gonna take your prospecting game right up to that next level This is number two It's worth the extra thirty five bucks or whatever it is every month Even if you have to pay for it yourself as a seller Come on.
Dude really? This is this is maybe a generational thing people But back when I started in sales all the tools that we use like our Franklin planner and our day timers and all of that That was stuff we bought We didn't we didn't have our bosses buy any of that stuff I owned it was mine I get to keep it. And
so it's the same thing Sales navigator, is something you get to keep It's you want that in your world You wanna own it You can deduct it on your taxes anyways as a non reimbursed business expense Anyways, so if you're looking for and by the way I don't do tax strategies So…
so don't take my word for it Anyways if you're looking for some smart strategies, let's just dive right into this Alright So like I said first you want your, first things first You're gonna want to define your ideal customer profile. That's right You can't go shooting in the dark when it comes to finding prospects and it's like playing darts with a blindfold on Yeah You might hit something but it's probably not gonna be what you're aiming for So when you're using LinkedIn sales navigator and the tech space you've gotta start by defining exactly who you're trying to connect with Think about industries company size specific roles that would benefit from your solution For example if you're selling technical software, Maybe you're targeting manufacturer leads IT leads operation directors. The point is the more focused you search the better the results are gonna be It's like when you finally figured out that double espresso exact…
caffeine mix and you get the right mix in there with the milk and all of that kind of stuff. there's no more messing around You you found the gold Right You're on the gold and they say. Alright. So that's what you gotta do so what you one of the hacks the easiest way to do this is talk about if especially if you're new to the company, is like who are our best customers go look at your case studies, and then LinkedIn sales navigator, You can go in find that company and then there's a little segment that says companies like this. And there you go That's a list of prospects for you you wanna reproduce your very best customers.
And that's that's one of the tricks there You define your ideal customer profile. And the LinkedIn is great at that So once you kinda start getting that ideal customer profile, then you can have so the size of the company over time you start to look at things like how many employees they have. What their growth is in terms of employees Are they growing Are they they are they stagnant or flat?
that used to be a big indicator Of of growth was employees now that's not so much. if you go look at especially some of the big tech companies, believe me I'm telling you from somebody is experiencing looking for a new gig right now. sales grow sales growth and profitability doesn't now necessarily link to employee or headcount growth. That's an early stage issue but mature company like the big, the big the collective in Microsoft that that I worked for or excuse me I shouldn't say that word but the big company in Seattle that I work for if you look at their employee growth it's actually flat It's very flat And yet they're they're continuing to grow and that's a big…
anyways, that's a depressing discussion anyways We'll talk about that a little later Anyways so like we said defining that ideal customer profile, And you wanna you wanna just basically replicate your best customers That's one of the best places to start because those often become really good prospects because you got a case study You have a story to tell. your your solution has worked at your best customer And so they show work at their competitors I mean there are companies that are similar to them. Now here's where the sales navigator really shines The next one is once who you're after you can start using those advanced search filter to hone down onto the right people. And it's really great It's having like the super high-tech fishing net You throw it in and you come out with a lot of really great catches It's just like this magic lure if you will You can filter prospects based on their company size and their roles and even how long they've been in their position, and then you save those as leads. That that way you can monitor them over time You can stalk them on social media.
And stay updated to what's going on in their world and choose your time to strike then. maybe they've just launched a new product or expanded into new markets or even started complaining about their current solution on LinkedIn. Hello that's an opportunity. So keeping an eye on these updates lets you engage with them away that feels timely and relevance and important and
, engaging. That's what we wanna do We wanna engage with these folks And so whether that's email, or whether that's through direct messaging or however when you start to engage with them, using that LinkedIn sales navigator can really help you get right into the specifics very quickly and be very relevant so that's that's good So the other part is, this is what we talked about just a little earlier today that we're now doing engagement through personalization. That's right So you found your leads Now what's next This is where you show them that you're not just any sales person out there You're not just some Shleb out there schleocking hardware or software or whatever you're selling, your tech You're the salesperson who quote unquote gets it. personalization is everything And if you're still sending out those blanket emails dear sir madam, we need to have a chat Like re listen to the first segment or go to my blog, and get those implementation…plan for, those um, ideas so send them a personalized in
email message Right You see an in mail message in at LinkedIn It actually addresses…
their…
specific pain points For instance if you're dealing with a supply chain inefficiency talk about your industry's software that can maintain their operation or the hardware robots you got that can help, streamline their operations be afraid to show a little personality in your message Nobody wants to read a robot's email They want to know you're a real person who's on their side who's generally interested in solving problems that's right You have something to offer them And so it is it's again building that trust, as we said there are three legged t table They'll like and trust. Here's the thing People buy from people they trust. So you don't buy from people you don't build trust by popping up out of nowhere and asking for a sale No You've gotta provide a value, and it has to be pretty consistent So you follow their company updates You share relevant content You engage in conversations that matter with…
them. And this position, positions you not just as another person trying to sell something but as a resource like you're giving something And the old business network international BNI
…
We said guess what givers gain. And so when you're giving you're out there adding value before the sale, that's that's awesome That builds trust It's like being the go to person in your friend group who knows exactly where the best pizza is Let me tell you I didn't get to be three fifty pounds by not knowing where the best pizza in town is If you wanna know where the best pizza in town is you come in Grand Rapids you come and talk to me. I I don't weigh three fifty anymore but I did at one point in time. so I didn't get there just by hanging out…and running miles No I I did it by overeating. And so I don't know if I have a little bit of a weight problem.
anyway so you…
I know I'm getting a little personal today aren't I That's that's not cool Anyways, yeah it's a little bit of behind the scenes, behind the scenes at at the at the pier all some of us Anyways you become someone that that person's gonna trust because you're always coming through with the goods. It's the kind of trust you wanna build with prospects. number six or number five on this list is tracking results and looking at that improvement So this is kind of the last piece of the puzzle. A prospecting is not just to set it and forget it kind of a thing You've gotta measure your success people respond Did they respond Did your personalized emails work?
this is where you gotta tweak your strategy You gotta come in and just update things It's just like changing your fantasy football roster after a few bad weeks you just get in there and make it a little different, analyze what works what didn't and refine your approach accordingly. Now the key is to always be improving not to always be closing This is a b c A b c Always be closing. because coffees for closers. Anyways the key is to always be improving a b I. You don't just get discouraged by slow results It's just like training for a marathon Consistently,, efforts over time pay off in the long run and that's what you really want So let's let's haul this all together here Got kinda wrap this up.
to wrap it all up LinkedIn sales navigator is that secret weapon like I said for targeted prospecting. the more you'd know about your ideal customers the better you can personalize your outreach Ultimately close more deals So get out there start finding your prospects, narrow down those searches and make yourself indispensable to those leads So, alright With that said I wanna say thank you very much for your time today That's right Thanks Thanks a lot Thanks a lot And we're gonna be right back with closing thoughts. So sit back and
here's another great message from our sponsor today…
Alright Hey we're back We're back
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That's right Hey I wanted to a couple things before we close out our day One of the things if you're a technical salesperson and looking to boost your close rates and master the art of selling in the tech space, Well look no further than tech sales one ten. that's my, my space that you can go out to whether you're new to tech sales or a seasoned pro We offer a lot a lot of different resources and step by step strategies really to help you identify acquire and retain what we're talking about is customers. And it's that in-depth. I have this in-depth methodology and classes designed specifically for technical sellers. It's it's more than just a website it's a community that we're starting.
Surround yourself with other professionals who can share tips insights and encouragement as you level up your sales game Join us today at tech sales one ten dot com and that's gonna take you to that next step towards
…
crushing your goals And what I'm just launching this thing baby So if you're a podcast listener, guess what You get in free. That's right The first two hundred folks, that are gonna wanna come in be part of my beta program That's right Just get on there and I've got a link, right off the front page and you're gonna get in for free And you can become part of this And this we have all sorts of fun stuff We're doing weekly office hours, where you can sit and do q and a And we're just getting this thing started We're starting from scratch. That's right It's starting a company from scratch So that's a lot of fun Anyways, whether you're working through personalized emails or targeted LinkedIn prospecting, let's think through what we talked about today The key to success is keep it simple That's a kiss simple kiss principle kiss, and when we're talking about kiss we're not talking about, Detroit rock city although that is a cool tune. It's all about being relevant and genuine and value driven. It's like when you take time to research your prospects whether they're
through their company updates or industry challenges they're having you're showing that you're truly understanding their needs. So personalizing that communications makes people feel like they're more than just a number. And the same goes for LinkedIn Outreach by tailoring that approach from dynamic email tags to meaningful in mail messages you're building trust and
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poor that hopefully lasts and sticks. So the beauty of these strategies is all in this thing called follow-up And the the the thing about follow-up and why you need several touches before you kinda really engage
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get engaged It's about eight or nine touches you need actually, is what most studies show. you gotta stay consistent and that earns trust we love that staying consistent refining your approach. Based on the feedback you received of course in tracking the progress you learn from what works. So don't be afraid to adjust along the way At the end of the day it's about making real…human connections it's not about, a list It's about people and making connections and that's what really drives the long term success. So whether you're showing up in somebody's inbox or in their e LinkedIn feed remember it's not just about the tools Is about how you use them to show that you care about their business and keep it personal keep it valuable and keep it moving forward to those meaningful wins And that's what you want, is those meaningful wins which incorporates into customers And of course as a salesperson, and if your significant other is involved, in receiving the benefits of your funds and your pitchers of dead presidents they're gonna thank you too in a special way.
At the end of the day So this this combined strategy with
that kind of unified messages that your company can help you provide It's about the power of personalization and that sales outreach Like I said tech sales one ten you hit my blog up there and guess what Off of this message today this show what you can do is you can go to my blog and you little click on the link and guess what I'm gonna not only give you a recap of what we just talked about today I am going to give you a smart goals that you can talk to your boss about how to incorporate this these two into your feedback I'm also gonna give you a deployment plan. So of how like over a month you can incorporate these into your everyday habits of selling So go there to tech sales one ten and you're gonna have a great day So anyways I hope you have a great time and I wanna thank you all for tuning in and listening to my podcast. I appreciate everybody coming back and
listening to the great fun that we're planning on having, over the years this has been a an adventure. You're gonna hear more about it but let's get it back going man. Come on pier Get your butt Pierre. You gotta get this thing going…
That's right. Ladies and gentlemen, it is the end…of the podcast for today and I hope you're having a great day And let's want you to have a blessed week. I mean blessed. you are blessed and highly favored…I look at it like I'm blessed, when I come when I go, when I'm raised up and when I'm down in the dumps I'm still blessed…
So I want y'all to have a great week and I'll talk to you real soon
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