Ready…Set…Go! Entrepreneurial Selling is Open

Posted by Jeff Ogden on October 19, 2011

Over the last few weeks I’ve been telling you about Mike Schultz and his free video series

Mike Schultz

for entrepreneurs teaching you how to grow your business. If you watched any of the videos, you learned that business success comes down to one thing: sales. So many visionary companies with great products and services fail because they never learned a proper framework for selling. Well that’s all about to change! RAIN Group has developed an online sales training program designed specifically for entrepreneurs and sellers at growing businesses to provide the knowledge, processes, tools, and proven strategies for sales success. Plus, they’re launching it with an incredible charter membership deal for those of you who get in early. Check out the details and enroll today!

Whether you’re an entrepreneur or a seller in an entrepreneurial company, to succeed in sales you must overcome a unique set of challenges:

You’re often selling against well known, well branded competitors with much greater resources than you
You have a limited track record
If you’re the entrepreneur or business leader, selling is not your only job
It’s difficult to know where your next sale is going to come from
Price pressure is rampant
It’s often difficult for you to describe your value

These challenges cause many entrepreneurships to fail, but it doesn’t have to happen to you. In Mike’s video series, he shared the secret formula to making millions of dollars in sales. But the video series was just the beginning. Entrepreneurial Selling digs deep into what it takes to succeed in sales and covers everything filling the pipeline, to uncovering customer needs, to delivering powerful presentations, to negotiating the best deals, to overcoming objections and winning more sales. It will walk you through every step of the sales process and equip you with the skills, templates, tools, and knowledge you need to grow your business and succeed in selling.

Here’s what some experts have to say about Entrepreneurial Selling:

“If you are an entrepreneur and want to improve your sales skills, then Entrepreneurial Selling by RAIN Group is the program for you.” - Marshall Goldsmith, world-renowned Executive Business Coach and bestselling author of MOJO! and What Got You Here Won’t Get You There

“I’ve known Mike Schultz for a number of years now and I’ve found him unfailingly to be professional and comprehensive in all his dealings. If you engage him in an issue about sales, you’re going to get soup to nuts, A to Z, and it’s all going to be top quality. This program is exactly the same. You can expect great things from it and you will not be disappointed. I do recommend it to you.” - Charlie Green, CEO of Trusted Advisor Associates, author of Trust-based Selling, and co-author of The Trusted Advisor

You can read more about the program below or check out the details by watching this video. In the program you’ll learn everything you need to bring in more new leads, close more deals, and grow your business. Plus, Mike’s brought together an all-star faculty to help teach the program. I’m talking about some of the biggest gurus out there, successful entrepreneurs, and even venture capitalists sharing their stories and keys to success. Just a few of the folks on the faculty include Brian Halligan, CEO of HubSpot, Jill Konrath, bestselling author of Selling to Big Companies, John Jantsch, author of Duct Tape Marketing, Scott Gerber, bestselling author and founder of Young Entrepreneurs Council, Dr. Marshall Goldsmith, a world renowned leadership expert, Michael Port, author of Book Yourself Solid, and many, many more experts.

“The Entrepreneurial Selling program is the real deal. Take a look at all the amazing mentors in the program and it should be very obvious that this is well worth the price of admission.” - Scott Gerber, Founder of the Young Entrepreneur Council (YEC), author of Never Get a “Real” Job, and serial entrepreneur

Don’t delay. Learn more at Enterprise Selling and enroll today!

What’s it Cost? Typical sales training programs cost thousands of dollars, require travel, and force you to learn on a fixed schedule. Entrepreneurial Selling takes a more affordable and convenient approach. Because this is the initial charter launch of the program, RAIN Group is offering a very special Charter Member offer of $197 per month. After the charter launch, prices are going up so please take advantage of this limited-time price. Twenty-seven interactive, training lessons unfold over a 4-month period, so 4 months is the minimum amount of time it takes to complete the program. Go through the lessons at your own pace, on your own schedule. Learn in the office, at home, or wherever you’re most comfortable. You can even download the audio to listen to the lessons in your car. Members are also invited to monthly Q&A Coaching Calls with program leaders and you’ll gain access to our member-only Community Forums. You may cancel any time and you won’t be charged another cent. They also offer a full 30-day, money-back guarantee so there truly is no risk to check out the program. We think you’ll like what you see. Entrepreneurial Selling addresses all of the unique challenges you face and will walk you step by step through the proven RAIN Selling methodology that’s worked for thousands of entrepreneurs to help them sell more and grow their businesses. But enrollment is only open for a limited time and the special charter membership deal is not going to last. So you must act fast. Check out the details at www.EntSelling.com.

“Being in the sales training industry, I recognize quality when I see it, and Entrepreneurial Selling by RAIN Group is top-notch. Do yourself a favor and enroll in the program. It’s a tremendous value.” - Tom Ziglar, Proud son of Zig Ziglar, CEO of Ziglar Inc., and Professional Speaker

Why the Urgency? The doors to Entrepreneurial Selling just opened and they’ve put together a fabulous charter member offer for you including significantly reduced pricing. This is your chance to get:

27 training lessons: This is an online self-study program. A new lesson will be released every week over the course of 4 months walking you through the 7 core modules. Lessons are designed to give you every last piece of the puzzle you need to fill the pipeline with qualified leads, win more new deals, and grow your business.
Access to members-only forums. You’re not going through this alone. Entrepreneurial Selling is a community of like-minded entrepreneurs so you can connect with others who are facing the same challenges as you, network, and get feedback from instructors.
Monthly Q&A coaching calls where the instructors of Entrepreneurial Selling will dig deep into the issues you face and provide specific feedback and suggestions for your situation.
Worksheets, templates, tools, and checklists you can use to apply the lessons to your own sales practices immediately.

Plus they’ve got a boatload of bonuses worth thousands of dollars lined up for you, including access to their proprietary RAIN Selling Simulation – a really cool choose your own adventure sales game where you’ll compete to win the most sales in real world sales situations, exclusive entrepreneurial advice from top experts that have been in your shoes, the How Clients Buy Benchmark Research, and much more to be announced once you’re a member. Enrollment is only open for a limited time. Enroll today.

For just $197 / month you’ll get access to everything above and you’ll be equipped with the skills, knowledge, and tools you need to sell. You’ll make your money back several times over in just your first sale. Plus, they’re offering a 30-day, 100% money back guarantee. So you can sign up and if you find it’s not for you, cancel and get your money back! There’s literally no risk involved. But this charter membership deal is not going to last. Don’t wait, check out the details and sign up today!

Here’s to your selling and business success,

P.S. When you enroll today, you’ll immediately have access to Lessons 1 and 2, recordings of Q&A Coaching Calls, and access to the Community Forums where you can interact with other members and ask questions to the program leaders. P.P.S. If you have any questions about the program, visit www.entselling.com and click the CHAT WITH A TEAM MEMBER LIVE button.

Full disclosure: This email contains affiliate links and we may receive compensation for anyone that signs up. But we wouldn’t promote anything that we didn’t think was quality and well worth your time to check out.

Enterprise Selling is Live!

Posted by Jeff Ogden on October 19, 2011

by John Doerr

Are you an entrepreneur looking to get your business off the ground? Do you work for a growing company that has great ideas, but just can’t seem to generate the sales it needs?

John Doerr

If so, I’ve got an announcement just for you: we just launched our brand new online learning program, Entrepreneurial Selling. It’s specifically geared towards entrepreneurs and sellers at growing businesses to help them improve their sales results.

76% percent of leaders at small- and medium-size businesses cited sales growth as their greatest challenge. This isn’t because entrepreneurs don’t have the talent to sell. It’s simply a result of the fact that they haven’t been taught how to sell.

That all changes with Entrepreneurial Selling. My business partner, Mike Schultz, and I will guide you through the ins and outs of how to make the transition from budding entrepreneur to successful rainmaker. Having built RAIN Group from the ground up, we know exactly what is needed to take a great idea and turn it into millions of dollars.

But we’re not alone. We’ve also assembled an all-star faculty, featuring the world’s top sales and entrepreneurship gurus, corporate decision makers, and venture capitalists, all of whom have recorded lessons exclusively for this program. They include Brian Halligan, Jill Konrath, Charlie Green, John Jantsch, Marshall Goldsmith, Michael Port, Tom Ziglar, Malcom McDonald, Scott Gerber, David Goldsmith, Carol Roth, Andrew Sobel, Michael Stelzner, and many more.

In the program, you’ll gain access to:

27 interactive online sales training lessons released over a 4-month period.
Videos, role plays, quizzes, transcripts, mp3 audio, worksheets and exercises, and additional resources in each lesson.
Monthly Q&A Coaching Calls with program leaders Mike Schultz and, yours truly, John Doerr.
Expert Community Forums where participants receive feedback on their value propositions, sales conversations, proposals, and whatever specific challenges they face when selling their products and services.

Not sure if the program’s for you? If you fit any of the descriptions below, we think Entrepreneurial Selling will be right up your alley:

You sell a new idea, product, or service
You sell against branded competitors
You have a limited organizational track record
It is difficult for you to generate leads
It is difficult for you to communicate your value
You don’t have a sales playbook (you’re figuring it out as you go)
You face rampant price pressure
Selling is not your only job
You sell with limited resources

If any of these descriptions resonate with you, I highly recommend you check out the program. For a complete overview of what you’ll learn, you can download our comprehensive Content Roadmap. It’ll walk you step-by-step through each of the program’s 27 lessons and give you a great idea of what’s in store for you once you enroll.

I guarantee this program will help you generate the sales you’re looking for. But enrollment is only open for a limited time, so don’t wait. Head over to www.entselling.com and enroll today.

Full disclosure: This email contains affiliate links and Find New Customers may receive compensation for anyone that signs up. But we wouldn’t promote anything that we didn’t think was quality and well worth your time.

What’s the measurable value of blog syndication?

Posted by Jeff Ogden on October 19, 2011

B2B Demand Generation | What is the value of blog syndication?

Since this blog is highly syndicated and we were asked for the value of syndication, I asked that question of expert, Tom Pick of Associates, who happens to be a good friend of Find New Customers, as he is a top expert in blogging.KC

Blog Tree

I asked Tom to help me understand the real value of blog syndication.

Here’s his thoughtful reply: Three reasons for syndicating your blog.

Syndication builds blog traffic
As I note in this post, in addition to the link/SEO value, syndication drives about 6% of all traffic to my blog: http://webbiquity.com/business-blogging/how-to-get-more-blog-traffic-real-world-data/
It improves search ranking
Links are crucial to generating search rankings and traffic. While it’s impossible to precisely quantify this, in general, links from higher-traffic and high authority sites (e.g. b2bmarketingzone.com, socialmediainformer.com, Technorati) have more SEO value than links from general directories and syndication sites (see http://webbiquity.com/business-blogging/100-blog-directories-and-rss-sites-for-promoting-your-blog/) (though even those links have some value).
It increases your influence.
Syndication “gets your name out” and positions you as a thought-leader in your industry. What does that do for you? It generates more Twitter followers, blog readers, searches for your specific name or brand, and additional links to your content (which, again, helps with SEO). In terms of generating business results from that increased traffic, see http://webbiquity.com/business-blogging/20-ways-to-generate-roi-from-a-corporate-blog/

Thanks Tom. Those are three outstanding reasons blog syndication works.

What do you think? We love comments and those who share.

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Jeff Ogden (@fearlesscomp) is the President of the B2B lead generation consultancy Find New Customers. Find New Customers helps companies dramatically improve revenue results by transforming the way they attract, engage and win new customers. Contact Find New Customers by calling (516) 495-9350 or sending an email to sales at findnewcustomers.com.

“If more companies listened to (Find New Customers) a lot more would be sold.” Dan McDade, Pointclear.

The 7 Second Website Test for B2B Marketers

Posted by Jeff Ogden on October 19, 2011

B2B Lead Generation | The 7 Second Website Test

This is one of our most popular posts from 2010 and since it is relevant today, we want to bring it back.

At the Social Media Camp on Long Island, we got into an interesting discussion about how to get attention to drive sales leads. When I shared the “7 Second Test,” one of the experts agreed “That’s why every comedian makes sure his first joke is his best. That’s what grabs the audience.”

The idea of the “7 Second Test” is that you have 7 seconds to get the attention of the visitor to your website. In those first few seconds, they decide if your website is worth further investigation. If the conclusion is “yes,” they continue on. If it’s “No,” They leave.

As a B2B marketer, what can we do to measure how well we are doing in the “7 Second Test”

Here’s what I suggest:

Get a stopwatch and a swatch of black felt.
Find someone who is unfamiliar with your company. (Your mom’s a good candidate.)
On a computer, go to your company’s home page.
Cover the monitor with felt, so she cannot see it.
Sit your mom down in front of the monitor. Don’t tell her what you’re doing, only that you want her to tell you what she sees.
Start the stopwatch and uncover the monitor.
When the stopwatch gets to 7 seconds, hit the power button on the monitor to turn it off.
Ask your test subject (mom) to describe what she saw.
1. Can she describe your company?
2. Can she articulate your value?
3. Can she state your value proposition?
4. Can she identify your target market?

If she did not do very well, rethink your website design. How can you grab the reader in 7 seconds?

I think this will open some eyes in your company and you’ll see why Simplicity is one of my “6 Keys to B2B Marketing Success Today.”

What do you think? We love comments and people who share.

Jeff Ogden (@fearlesscomp) is President of the B2B lead generation consultancy, Find New Customers. Find New Customers helps companies rapidly grow revenue by transforming how they attract, engage and win new customers. Contact Find New Customers at (516) 495-9350 or by emailing sales at findnewcustomers.com.