Monday Morning Motivator

I’m happy to have on my show social media strategy expert, Beverley Theresa, creator of Social Media Throwdown, to talk about how to generate leads from social media for your B2B sales team.  Now that you have a strategy and you know where to post, how often and what should you post?? STEP THREE: Know what to post and when Go back to your Ideal Client. What are their pain points? Look at frequently asked questions. Have the answer in your post because posts without links rank higher for all platforms. But ideally, you want to send them back to your website where they’re more likely to take additional actions. Tracking: What is the goal? Likes and comments don’t mean anything unless you’re getting leads. When to post: What is your ideal client doing during the day? When do they hang out on Social Media?  That’s when you want to schedule your posts. Know the lifetime of a post for your platform.  For instance, a Tweet only lasts 9 minutes, so you need to post multiple times a day!  If you don’t have valuable c

Back with social media expert, Beverley Theresa, to talk about how to generate leads from social media for your B2B sales team.  Leads, leads, leads!! Today we’re talking about where on social media you should be posting.  STEP TWO: Choose the best platform for you  Define your ideal client.  This is who you ideally want to work with.  Find out where your ideal clients hang out (Hint: you can find user demographics for each social media platform). You also want to make sure they are using it for business and not purely personal. For B2B you should be on LinkedIn.  Facebook Ads has the best data, so don’t write it off.  Facebook page posts only reach 2-3% of people who follow your page. So supplement with boosting or paid advertising.  Choose two platforms to start and go full force, and see which ones generate qualified leads that are likely to close.  Cross-post and from LinkedIn to Facebook. Pull emails from LinkedIn connections and then create a customer list on Facebook to target them.  Catch Step Three,

I’m happy to have on my show social media strategy expert, Beverley Theresa, creator of Social Media Throwdown, to talk about how to generate leads from social media for your B2B sales team.  Lead gen is the lifeblood of your marketing funnel, but tracking results from social media efforts can be challenging. STEP ONE: Create a Measurable Marketing Plan What are your goals? What do you want to accomplish, besides just getting leads? Considering hiring goals, promotions, etc.  Measure your results: How many leads are coming in from each channel? Increase activity where you’re getting results. UTM links will trackback to your post so you can track them.  Create a calendar leading up to events and milestones. Make marketing proactive by planning out 6 - 12 months in advance.  Catch Step Two, the best social media platform to be posting on right now in Meeting 28! You can catch up with Beverley at hellobeverley.com and follow her all over social for more great tips, updates, and advice at  @hellobeverley P.S. The

Not hitting numbers, office politics, irate customers, failing salespeople…Sales leadership is an intense role so I’m sharing what I do to overcome anxiety in case it helps you... Stop & Reboot: Thoughts stem from beliefs which are created in childhood. Yes, being worried about that meeting with your boss tomorrow can be tied to being made to feel you weren’t good enough as a child.  Choose your belief: The Yin Yang philosophy states life is equally balanced positive/negative.  When you’re anxious you’re only seeing the negative. The more you choose the negative, the more you see the negative, and the cycle gets stronger and more difficult to escape.  Force yourself to see it another way, even if you have to fake it: You choose which side of the Yin Yang you dwell in. This is difficult because your fears are also there to protect you from danger. But those fears also be the things that strengthen you if you don’t run away.  Prove yourself wrong: Look for evidence that your new positive outlook is true

While a traditional corporate sales structure is feasible if you are part of the lucky 1% that gets VC backing, it can hinder growth dramatically at a time you can least afford it.   A commission-only model, designed and executed well, is the key to a scalable sales model that dominates the market and makes competition irrelevant. However, it’s not right for everyone, it requires a new skill set, and it’s not free.   Here is a checklist to follow to make sure you have the necessary structure to support a professional, highly productive, scalable commission-only sales team: A short sales cycle: You must have an entry-level product or market where deals close within 1-4 weeks of a lead being generated.  For instance, reps might focus on closing SMB’s while working on larger accounts.  Qualified Free Leads: If a rep is expected to generate their own leads from Day One, you will lose them before they become productive. You must provide 7-10 qualified leads per week, at least for three months, whether provided by

Can you train a new salesperson in a week? Heck yea! Can they make their first sale in a week? Heck yea! Before you say, “Not with my product… “ here’s what you need to know:

Hey, I need your help and yes, it involves Doritos (more about that later)... The Sales Launch Code is off to a great start, with:  29 students, already doubling their closing rates with deals in the millions (with big names like PepsiCo)... They’re mostly B2B Tech founders and salespeople selling new products with no sales experience and with a natural aversion to selling (which actually makes them really good at selling)… An extremely high-caliber group of smart, sophisticated entrepreneurs, supporting each other’s sales goals... It uniquely takes a mind/body/soul approach to selling with a step-by-step method, the same accelerated training I gave all my new salespeople that launched us from $0-$100M in three years…  It’s the ultimate group coaching program for B2B and High Ticket Direct to Consumer Startup Founders and Professional Salespeople…. I’m sharing the exact formula that worked for us, so you can just duplicate it for your business and get massive results, too. I never imagined being a sales coach

Take notes! I’m sharing the three biggest and most common mistakes I see in Sales Playbooks (the biggest would be not having one, but assuming you do or plan on creating one…read on :) Whether you already have one or are about to put one together, this episode will help you avoid the three biggest mistakes I see in sales playbooks (so your salespeople will actually use it!). In this week’s Monday Morning Motivator... Sales Playbooks are a big investment in time.  A well-done, comprehensive one will be around 60-80 pages long if written or 16-20 modules if done by video.  It’s essentially a training manual for new salespeople and a reference manual for all salespeople.   I remember the day I realized I needed a sales playbook or I was going to fall apart… fast.  I was training 3-5 new salespeople per week and I couldn’t be in the classroom all day. If I pulled my managers out of the field I’d take a hit on my best producers’ sales.  But it was very important to me that my new salespeople, who took a risk to co

Ever have a customer go completely dark on you? You had a great meeting.. They were all ready to go, and when you go to follow up… Crickets. Even though they said they were, “Definitely going to move forward with this… “ Even though the person they said they had to get approval from usually approves whatever they bring to the table… And they really need to get this problem solved quickly… Were they lying to you? When customers go dark, you really only have one option… In this week’s Monday Morning Motivator you’ll get: When customers go dark… the only option you really have is to continue to follow up with them forever… Or give up. But you can always learn from every sales success and failure… And the root of the problem here goes a lot further back than whatever crafty language you include in your follow up messages… The root of the problem is that you didn’t create an environment where they COULD say, “Yes!” at the time they are most likely to say “Yes!”   So let’s diagnose why this happens and I’ll g

What if your definition of success doesn’t match what is being put out there by other success gurus and sales trainers? What if you don’t WANT a private jet, a Lamborghini OR a Ferrari? If that’s you.. You need to pay attention to this post ‘cause I’ll show you how some of those thoughts can actually be getting in your way.. And how to overcome them, even if the “gurus” never change their teachings… In this week’s Monday Morning Motivator you’ll get: I had this thought when my son mistook my Aunt’s white Mercedes convertible with a beat up grey Hyundai… What if we still saw things as we saw them as children? Before our man-made definitions of success were created and sold to us? I have never personally been motivated by these things… and at one time it hurt my chances at success… because subconsciously, I didn’t want to be associated with the gas-guzzling, environmentally unfriendly version of American-made success… These portrayals are actually very dangerous and detrimental to the possibility of moral an

Someone had asked me the other day what I had to do differently from my mentors in order to achieve success… One of my answers was that I had to learn how to translate what I was learning from male leaders into a more feminine way of leading since I am, um, female…It was actually not the same.  Sharing what I learned in Corporate America and how I had to adjust to help other women moving up the ranks, and men who are developing female leaders… Some of what I’m sharing in this week’s video is controversial (maybe) but it is my observation and what I had to change when I moved to a VP level leadership role… When I modeled the male role models ahead of me (the leadership team was all male), I was not getting the same reception… so I changed some things to be heard, respected and, ultimately, effective when I was leading large teams… In this week’s Monday Morning Motivator you’ll get: [Intro & Intention] If you can’t answer the question “What is your big why?” Immediately, I challenge you to figure out, ver

There is some misinformation roaming around about sales scripts… People assume having a script will mean their salespeople will sound robotic… but no one said they should actually read off the script!   Having no script to work from as a new salesperson is like an actor on stage with no script… Sometimes it works, sometimes it doesn’t.. And while in theater that may be entertaining, it’s no way to run a business! In this video, I’ll share why developing and training with scripts was critical in building a 9 figure sales team from scratch… In this week’s Monday Morning Motivator you’ll get: Why people think sales scripts are evil What I mean by a script, and the role it plays in emotional selling… Why giving your salespeople a framework or bullet points to work off of is leaving too much up to chance. Why you are using a script whether you know it or not Why scripts cut own on trial and error with salespeople Why you should not take for granted your depth of knowledge with new salespeople... A visit from

Oh wow.. I’m so excited to share this episode with you.  I’m digging deep into the science behind failure…. So you can help overcome if for yourself, your salespeople and your clients… Because, like my son’s football coach said, “Whether you win or lose, you get better every time you play the game.. “ This is so true and so difficult to remember in a world defined by win/lose, success/failure... I’m going to share with you the science behind failure, how to uncover what you’re REALLY afraid of so you can tackle it head on and make some serious changes.  Learning this about myself was what enabled me to help my sales people as well, and I do not believe nine figures in less than three years would have been achievable without this skill… In this week’s Monday Morning Motivator you’ll get: [Metrics Minute]  Tracking your metrics is the one thing you can do to help your business grow that takes less than five minutes and no money. You must be accountable for where you are so you can get where you want to be… [M

Ever have a customer call you the next day and say, “Yea, that thing we talked about.. We’re not going to move forward after all. I’m sorry.”  That’s called Buyer’s Remorse and it is sooo preventable. I’m going to share with you how to overcome and prevent buyer’s remorse in the first place.. So you never have to lose another sale to it again…   In this week’s Monday Morning Motivator you’ll get: [Metrics Minute]  Accountability time! Where are you with your numbers? What's changed? Why? What can you do to improve next week? [Marketing Minute] This week I was on Facebook, Instagram and YouTube… but I always have one purpose no matter what platform I’m on.. Find out what it is in the video. [Motivation Minute]  Before you can attempt to overcome buyer’s remorse, you must first identify if the person actually bought from you and it’s true buyer’s remorse, or if they didn’t actually buy anything and you’re just trying to overcome an objection they didn’t get a chance to voice during your presentation… They a

How do you know if you’re just one word, one prospect, or one point away from success? Well, you won’t know until you’re on the other side … This week on our Monday Meeting, I’m sharing some motivation to keep you going.. Even when you can’t see that success is right around the corner… In this week’s Monday Morning Motivator you’ll get: [Metrics Minute]  You know what’s consistent? How your numbers don’t lie. You know what I’m consistent about? Asking you to be accountable to your numbers. [Marketing Minute] You never know where the next relationship will take you… here’s how to be prepared when you meet someone unexpectedly who can help you with your business.. [Motivation Minute] We don’t all want to show up all the time, but there’s something special that happens when you do:  You at least have a chance of winning and whether you win or lose, you can only get better, not worse, even if it doesn’t feel like it right away! Before you go: Was there a time you showed up when you didn’t want to and you won?

You guys.. I’m back from band camp with lots to share. I love creating connections between what I learn in one area and applying it to other areas… so this week I’m cross connecting best in class musicians with best in class salespeople and entrepreneurs.  Keep in mind, most people approach sales as an amateur which is why we get a bad reputation! But at the Sales Launch Code we’re building professionals! You can take the first step with a free training I’m doing this week: The Science Behind Why People REALLY Buy: freetraining.jpmpartners.com In this week’s Monday Morning Motivator you’ll get: [Intro & Intention] What happens at band camp stays at band camp.. I’m back from a week at the NYC Hot Jazz Band Camp where I played with some of the best jazz musicians right now in the world that culminated with a performance at the Players Club for the Gotham Jazz Festival! [Metrics Minute]  Why accountability is the common thing I see lacking, especially in large sales organizations! [Marketing Minute] My marke

Have you ever heard the phrase, “Do things that scare you?” Easier said than done, right? Whether it’s stepping onto the mat for a karate tournament, playing piano with no notes at a music festival, or making cold calls… if you make a habit of doing things that scare you often, then overcoming fear becomes a habit as well.      Today I’m sharing my personal four step process to overcoming fear of anything.   In this week’s Monday Morning Motivator you’ll get: [Intro & Intention] Hey! I’m 40… I had a cool space party! [Metrics Minute]  What were your numbers this week + how to apply the sales funnel to longer sales cycles… [Marketing Minute] Speaking events: I just spoke at the Annual Women & Wealth Conference in NY.  Learn about how I get and approach speaking engagements to grow my prospect list.. [Motivation Minute] I share my four step process to overcoming any fear.. And how doing things that have big risks will help you overcome things with little risk, like cold calling. I’m giving you a vulne

Have you ever dreamt of going on stage and not knowing your lines or even what show you were in?  Is that only an ex-actor’s recurring nightmare?   What about walking on stage to give a TedX talk with slides you’ve never seen and no rehearsal? What if I told you my guest today, Anthony Veneziale, from Speechless, Inc., does that every day for a living?   Today, Anthony is giving you 3 tips on how to Power Up Your Presentation Skills so you won’t be left Speechless in your next presentation or demo… No matter how rehearsed you are, there is always some unscripted component of your presentation that makes it “real” and curve balls that will keep you on your toes. How will you deal with it?   If you’re an introvert, this one is especially helpful for you!   And if you’re in my coaching program, we’ll be playing this game together once every six weeks! In this week’s Monday Morning Motivator you’ll get: [Intro & Intention] Meet Anthony Veneziale, Chief Creative Officer at Speechless, Creators of “What’s You

  Meeting 11: How to design your own Sales Plan + Sales Playbook Template   Hey Hey Hey… In today’s meeting, I’m going to walk you step-by-step through how to create your own written sales strategy. Whether you’re an independent rep or leading a 100 person sales team, a written sales plan is the manual by which your team operates.  It helps new reps ramp up quickly, allows you to scale your team faster, and create predictable results for the future of your business. The difference between pee-wee football and professional football is a well thought out, well-executed sales plan. So which one are you gonna be?   Grab your 60-page Drag & Drop Sales Playbook Template here: template.jpmpartners.com   It’s stuffed with goodies to help your team launch quickly, and make the job of writing yours easier. But, if you need help, contact me to set up a time to chat about our Done-with-You and Done-for-You Sales Playbook design services. You’ll not only get a completed sales strategy, but one that’s proven to get re

It’s April Fool’s Day today.. One of my favorite holidays… but this video isn’t a joke.. Today we’re talking about how to create a Visual Business Plan to Accelerate Growth (even if you don’t know how to reach the goals you’ve set!)  Yea…read on… I’ve always been in the habit of creating vision boards… whether visual or written… and I consider them the Modern Business Plan.   You see.. No one will really tell you this..   But a lot of people who are really successful didn’t plan out every step to get where they wanted to go..   But they DID have a vision of where they wanted to be and then this magical thing happens and things start falling into place without you knowing it…   sometimes opportunities arise that were always there, but you didn’t see them until you created a vision…   or people will be introduced to you who you may not know how exactly at first, but for one reason or another, they help you achieve one of your goals…   It’s amazing what can happen when you decide on an outcome, but let go