{"id":10871,"date":"2022-11-20T08:08:46","date_gmt":"2022-11-20T15:08:46","guid":{"rendered":"https:\/\/dubb.com\/blog\/?p=10871"},"modified":"2024-07-04T04:51:54","modified_gmt":"2024-07-04T11:51:54","slug":"how-to-be-a-modern-sales-leader","status":"publish","type":"post","link":"https:\/\/dubb.com\/blog\/how-to-be-a-modern-sales-leader\/","title":{"rendered":"How to Be a Modern Sales Leader"},"content":{"rendered":"<div class=\"fusion-fullwidth fullwidth-box fusion-builder-row-1 fusion-flex-container nonhundred-percent-fullwidth non-hundred-percent-height-scrolling\" style=\"--awb-border-radius-top-left:0px;--awb-border-radius-top-right:0px;--awb-border-radius-bottom-right:0px;--awb-border-radius-bottom-left:0px;--awb-flex-wrap:wrap;\" ><div class=\"fusion-builder-row fusion-row fusion-flex-align-items-flex-start fusion-flex-content-wrap\" style=\"max-width:calc( 1260px + 0px );margin-left: calc(-0px \/ 2 );margin-right: calc(-0px \/ 2 );\"><div class=\"fusion-layout-column fusion_builder_column fusion-builder-column-0 fusion_builder_column_1_1 1_1 fusion-flex-column\" style=\"--awb-bg-size:cover;--awb-width-large:100%;--awb-margin-top-large:0px;--awb-spacing-right-large:0px;--awb-margin-bottom-large:0px;--awb-spacing-left-large:0px;--awb-width-medium:100%;--awb-spacing-right-medium:0px;--awb-spacing-left-medium:0px;--awb-width-small:100%;--awb-spacing-right-small:0px;--awb-spacing-left-small:0px;\"><div class=\"fusion-column-wrapper fusion-flex-justify-content-flex-start fusion-content-layout-column\"><div class=\"fusion-text fusion-text-1\"><style>\n  .free-trial-btn {\n    background-color: #ffa737;\n    color: white;\n    font-size: 22px;\n    font-weight: bold;\n    border: none;\n    padding: 10px 20px;\n    cursor: pointer;\n    text-decoration: none;\n    border-radius: 10px; \/* Rounded corners *\/\n    margin-bottom: 50px; \/* Space at the bottom *\/\n  }\n<\/style>\n<style>\n  .space-50px {\n    margin-bottom: 50px; \/* Adds 50px space below the element *\/\n  }\n<\/style>\n<div align=\"center\"><a class=\"free-trial-btn\" href=\"https:\/\/dubb.com\/register?utm_source=blog&#038;utm_medium=blog-post&#038;utm_campaign=how-to-be-a-modern-sales-leader\" target=\"_blank\" rel=\"noopener\">GET A FREE ACCOUNT ON DUBB<\/a><\/div>\n<\/p>\n<p><i><span style=\"font-weight: 400;\">In this recap from a recent episode of RevShow, Rob and I discuss how to be a modern sales leader. Whether you are a brand new sales professional or a sales leader that is looking to take your craft to the next level, you can use the tips and strategies outlined here to take your game to the next level. If you would like to view the discussion in its entirety, go ahead and click on the play button above. Enjoy the discussion!<\/span><\/i><\/p>\n<p><span style=\"font-weight: 400;\">Let me ask you an important question:<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Are you using a modern approach to your selling?<\/span><\/p>\n<p><span style=\"font-weight: 400;\">If not, I have an important message for you. You want to be the \u201cnow\u201d of your selling approach, not the \u201cthen.\u201d\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">In this video, we are going to help you transform the way that you sell and market in the new world. This is all part of the idea of how to be a modern sales leader. A modern sales leader is someone who has key advantages over other sales professionals. He or she can better communicate with their prospects, develop deeper relationships with those prospects, and generate more conversions.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Ultimately, no matter what sector or industry that you are in, the world is getting increasingly competitive. Rather than relying on old-school, archaic sales tactics, you need to adapt to the modern world. Incorporating the following tips and strategies into your sales repertoire is a fantastic way to reach your sales and marketing goals.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">So are you ready? Let\u2019s jump into this discussion of how to be a modern sales leader.\u00a0<\/span><\/p>\n<p><img decoding=\"async\" class=\"alignnone size-full wp-image-9172\" src=\"https:\/\/dubb.com\/blog\/wp-content\/uploads\/Video-for-Software-Sales.gif\" alt=\"Video for Software Sales\" width=\"480\" height=\"270\" \/><\/p>\n<h2><span style=\"font-weight: 400;\">What Isn\u2019t Modern<\/span><\/h2>\n<p><span style=\"font-weight: 400;\">Before we can talk about how to be a modern sales leader, I think it is critical to talk about what <\/span><i><span style=\"font-weight: 400;\">doesn\u2019t<\/span><\/i><span style=\"font-weight: 400;\"> constitute the modern sales leader. After all, if we can know what <\/span><i><span style=\"font-weight: 400;\">not<\/span><\/i><span style=\"font-weight: 400;\"> to do, it will make it that much easier to avoid mistakes and capitalize on everything that the modern sales professional offers.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">One of the first things that are not modern is when you approach sales from a one goal perspective. It is an extremely antiquated and outdated way of interacting with your prospects. But let\u2019s back up for one moment. What do I mean by a one goal perspective? Essentially, I am talking about this idea that the sales professional only has their goal in mind. Most often, this one goal is financial. They want to hit some sort of sales quota so that they can get a bonus or some other type of compensation. I\u2019m not saying that compensation isn\u2019t important. As sales professionals, we need to generate sales to feed our families. At the same time, if we are laser-focused on getting the sale and getting paid, we are holding ourselves back. We are actually making it much more difficult to reach our financial goals. It is counterintuitive, but it is a fundamental truth in sales.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">When you are selling in the modern approach, it is about building that relationship. It is about truly understanding where that client or prospect is going. What you want to do is have that client or prospect see the same mountain that you see. Ultimately, you want to be on the same path. If you are simply approaching the relationship by getting the sale and only accomplishing your goals, you will never have a relationship. This is critical to avoid because in today\u2019s era of selling, relationships are more important than anything else.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">In the end, I encourage you to keep this in mind as we discuss how to be a modern sales leader. Avoiding this overarching focus on getting the sale and reaching your financial goals is a fantastic first step. By remembering this throughout the discussion, you will be miles ahead of many other salespeople.<\/span><\/p>\n<h2><span style=\"font-weight: 400;\">The Abundance Mindset<\/span><\/h2>\n<p><span style=\"font-weight: 400;\">One of the things that you will often hear in this discussion is the idea of an abundance mindset. In sales, having an abundance mindset is one of the most powerful things you can do.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Why is this? The abundance mindset allows you to think big. It prevents you from being fear-driven or having a scarcity mindset. You start to actually think, \u201cWhat is the connection that I can make?\u201d instead of \u201cWho is it that I need to close today?\u201d You start contemplating the relationships that you can develop.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">An example is helpful. Let\u2019s say that you were pitching a prospect and you received some bad news. The prospect said that they really liked your product or service, but they couldn\u2019t purchase that product or service right now. A scarcity mindset would lead you to think that you needed to push on with this prospect and try to close them\u2014regardless of what they told you. The thinking would be that there are only a certain number of prospects for your product or service, so you <\/span><i><span style=\"font-weight: 400;\">need<\/span><\/i><span style=\"font-weight: 400;\"> to close them right now. On the other hand, an abundance mindset will help you recognize that there are plenty of other prospects that you can target. After all, your product or service provides value to your customers&#8217; lives. There are always more people to meet, build relationships with, and deliver value through your product or service.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">If you can adopt this type of philosophy, you can not only supercharge your sales work, but you can supercharge your entire career. You will start to recognize that there are always massive opportunities around you. It is a game-changing attitude that can both help you accomplish your goals <\/span><i><span style=\"font-weight: 400;\">and<\/span><\/i><span style=\"font-weight: 400;\"> make you happier.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">So remember: think big and think abundantly. Your future self will thank you.\u00a0<\/span><\/p>\n<h2><span style=\"font-weight: 400;\">The Power of Video<\/span><\/h2>\n<p><span style=\"font-weight: 400;\">Another old, antiquated way of communicating is text-based communication. It is all around us and we rely on it to reach out to our prospects, customers, and colleagues. That being said, text-based communication isn\u2019t as effective as video. There are several reasons for this.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">You can be visually impactful with video. You can tell compelling stories, whether you are recording a video from your office or recording a video when you\u2019re on your way to work. Using a tool like Dubb, your videos can be pure signal in a world that is full of noise. You can entertain, educate, and deliver value\u2014all at once. While you can do so with text-based communication, it is much harder. The impact just isn\u2019t there.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Also, text-based communication isn\u2019t as effective in delivering the message that you want to deliver. When someone actually sees and hears you speaking about your product or service, your message becomes amplified. You build a connection through the power of your message. In other words, your audience is much more likely to actually envision how your product or service is going to change their lives. It will become so much more real for them, which dramatically increases your chances of making a sale.\u00a0\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Ultimately, your message needs to be impactful. Sending a text-based SMS or email implicitly makes you hide behind the text. Your emotion, true meaning, and essence as a human being aren\u2019t evident in the way that it is on video. By using video, you can make your messages much more impactful.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">I want to give an example of this here. First, you are going to want to download the <\/span><a href=\"https:\/\/dubb.com\/features\/mobile-app\"><span style=\"font-weight: 400;\">Dubb mobile app<\/span><\/a><span style=\"font-weight: 400;\">. You can find it for both iOS and Android devices. Once you do that, you can open the Dubb mobile app and record a quick selfie video. It can be something like, \u201cHey, this is Ruben from Dubb. I just wanted to send you this quick personal video and say I really look forward to having a conversation. Meeting you last week was wonderful. I can\u2019t wait to have coffee with you and talk about how we can work together in this synergistic relationship. It would mean so much to have that cup of coffee with you. I\u2019m super excited to do it and I look forward to seeing you next week.\u201d<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Just think about this. Isn\u2019t it way more impactful than sending a text-based message? Further, doesn\u2019t this type of video make more of a connection in today\u2019s world of modern selling? Ultimately, it is about being a connector. It has never been more important to connect, and an easy way to connect is by leveraging the power of video.\u00a0<\/span><\/p>\n<h2><span style=\"font-weight: 400;\">The Modern Approach to Selling<\/span><\/h2>\n<p><span style=\"font-weight: 400;\">So now that we have discussed what the modern approach to selling is not, I want to talk more about what the modern approach to selling <\/span><i><span style=\"font-weight: 400;\">is<\/span><\/i><span style=\"font-weight: 400;\">. Ultimately, it comes down to several important points.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">The first point is that the modern approach to selling is visually impactful. One of the strongest things you can do in a modern approach to sales is to put yourself out there in an authentic, visual way.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Think about it this way: when someone sees the word \u201cvideo\u201d in the subject line of an email, the open rates go up anywhere from 10% to 20%. It gets even better. When someone sees a nice, smiling animated GIF preview of your video in the body of their email, you will see your click through rates increase anywhere from 30% to 300%.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Isn\u2019t that amazing? Doesn\u2019t that tell you something? It tells you that people want video. They don\u2019t want text-based communication. Because of this, when you are making your videos, make them visually impactful. Shoot with a purpose. Say what you mean and mean what you say. While this is an old expression, using it through the modern lens of video will get you more responses. It is that simple.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Next, let\u2019s talk about relationship building. Building relationships is much more than a sales tactic. It is a brand message. In fact, if you focus on consulting people and helping people, it permeates into what people say about you and your clients. If you want to put a positive message out there that gets more referrals (which we will speak about soon), make sure that you are relationship based. Be consultative and don\u2019t be closing. Rather, be opening. Ultimately, the best marketing department and sales representatives that you can have are your clients. What you want is for them to tell their friends how helpful you and your company are.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Now, when we think about the greatest benefits of being a modern-day sales professional, we often come across a benefit that is really striking. That benefit? You can communicate with your clients in a very casual way. Your communication <\/span><i><span style=\"font-weight: 400;\">does not<\/span><\/i><span style=\"font-weight: 400;\"> need to be stilted and formal.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">This is especially relevant when you are making video content. In the old ways of selling, you would need to hire expensive actors and get expensive sets for your video to look \u201cprofessional.\u201d It would almost be cost-prohibitive to certain companies and organizations. But with modern-day technology and the power of your smartphone, you can make professional content whenever you\u2019d like. While it may not have the polished look that you would see in your standard car commercial, your video can resonate with your audience (which is really what the ultimate objective is).\u00a0\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">The fact that you are being empathetic to your prospects\u2019 needs and goals means that they won\u2019t be irritated to hear from you. In fact, sending an SMS message to your client is something that a modern-day sales professional totally benefits from. This is because it is a two-way conversation that is rooted in advocacy, education and support.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">One of the improvements to the Dubb platform that we\u2019re working on right now involves two-way SMS messaging directly from the Dubb dashboard. This will change the way that you communicate with prospects. Just think about it: when you are sending an email, it is sometimes tough to get a response back. There are plenty of reasons why someone won\u2019t email you back, and some of those reasons don\u2019t necessarily have to do with your product, service, or company. Most often, they are busy and simply can\u2019t get back to you. On the other hand, if you are sending a prospect an SMS message, you may have a higher chance of getting them to respond to you. After all, we are all constantly on our phones and constantly texting our friends, family, and colleagues. If you can reach your audience in a place where they communicate the most, chances are that you are going to get a response.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Ultimately, stay tuned for more information about this new feature. We are extremely excited about it and know that it will provide immense value to anyone who wants to communicate with their prospects through SMS messages.\u00a0<\/span><\/p>\n<h2><span style=\"font-weight: 400;\">The One Click Delete Option<\/span><\/h2>\n<p><span style=\"font-weight: 400;\">We live in a society with a one click delete option. What does this mean? Essentially, people can delete you by clicking on one tiny little X button next to your name. They can delete your contact, emails, text messages, and more.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Once your prospects or customers do this, it is hard to recover. You can try to apologize your way back in. In some circumstances, this may work. Chances are, however, that you have been rage quit by these people. Rage quit is a place where you don\u2019t want to be. As a salesperson, this means that you have not only lost business from this particular person, but you probably have lost business from their friends, family, and colleagues.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">So what can you do? Remember that the way to get into people\u2019s graces is to think like you are their friend. For example, you need to act this way when you are asking for the sale or asking them to purchase something. In fact, if you have done your job correctly (meaning that you have consulted them, been their advocate, and educated them), you probably don\u2019t have to ask them to purchase your product or service. They will probably ask you.\u00a0<\/span><\/p>\n<p><i><span style=\"font-weight: 400;\">That<\/span><\/i><span style=\"font-weight: 400;\"> is when you know that you are a modern-day sales professional. You don\u2019t have to ask if people want to buy. They choose to ask you when and where they can buy. This is extremely powerful and signals that you are operating at another level.\u00a0<\/span><\/p>\n<h2><span style=\"font-weight: 400;\">Making the Transformation<\/span><\/h2>\n<p><span style=\"font-weight: 400;\">The reality is this. As a sales professional, you don\u2019t really have an option but to transform into a modern sales professional. If you don\u2019t, your competitors will do it for you. The great news is that being a modern sales professional gets you results. It will help you make connections, have great conversations with prospects and clients, and get you more sales conversions.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Remember: as a modern sales professional, you are a trusted advisor. You aren\u2019t just a sales professional, even if you think of yourself that way. By adopting this attitude, you set yourself apart from your competitors. You build that valuable trust that all sales professionals are looking to build with their customers, prospects, and audience members.\u00a0<\/span><\/p>\n<p><img decoding=\"async\" class=\"alignnone size-full wp-image-8615\" src=\"https:\/\/dubb.com\/blog\/wp-content\/uploads\/Video-Builds-Trust.gif\" alt=\"Video Builds Trust\" width=\"480\" height=\"270\" \/><\/p>\n<p><span style=\"font-weight: 400;\">As part of this transformation into a modern-day sales professional, it is critical to remember that the before is the after. The reason we say this is that the first impression that you make is your progression. Think about it this way: when you first meet someone, you choose to adopt this attitude. You impress your prospect with the fact that you care about the relationship. It isn\u2019t solely about the transaction. You aren\u2019t laser-focused on just getting that sale and moving on to another prospect in your queue. Instead of that, you genuinely want to help the prospect improve their life. By doing this, you progress to the next stage of the sales cycle (and you do this in a meaningful and authentic way).\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Remember: in thinking about how to be a modern sales leader, it isn\u2019t about the meeting. It is about meaning. The meaning behind everything is when you feel like you\u2019ve met with someone and you are impressing on them the <\/span><i><span style=\"font-weight: 400;\">meaning<\/span><\/i><span style=\"font-weight: 400;\"> of what the meeting is all about. By the time you are done with that, you will likely have a sale on your hands.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">This just goes back to the idea of treating your prospects like human beings. Yes, the meeting itself isn\u2019t irrelevant. You need to sit down with the prospect and work to generate the sale. That being said, if you are so focused on the sale that you lose sight of the actual meaning behind the meeting, you are probably going to fall short. It is going to be disappointing.\u00a0<\/span><\/p>\n<h2><span style=\"font-weight: 400;\">Focus on the Lifestyle Enhancement<\/span><\/h2>\n<p><span style=\"font-weight: 400;\">I have a guitar that I really enjoy playing. The guitar sales professional who sold me the guitar knew something really special. He knew that he wasn\u2019t selling me a guitar that was made out of wood, metal, and rubber. He also knew that when I picked up this guitar, I would feel something. I would be inspired to write something new, to learn a new song to play, or something else.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">In effect, what he sold me was an experience. It was a lifestyle enhancement. The best sales professionals are not selling guitars. They are selling experiences. They are focused on bringing substantial value to their prospects\u2019 lives, whether or not they actually make the sale. Even if they don&#8217;t make the sale right now, they are focused on building long-term relationships. These are the marks of a modern-day sales professional, and by following these ideas, they are setting themselves up to be extremely successful.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">So if you have been wondering how to be a modern sales leader, I encourage you to incorporate the lessons and tips above into your process. You don\u2019t even need to take any substantial steps right now. You can simply go into your next meeting focused on <\/span><i><span style=\"font-weight: 400;\">meaning<\/span><\/i><span style=\"font-weight: 400;\"> and value. Taking small steps like this can make a huge difference, so I encourage you to get started today. I can\u2019t wait to hear about your successes!<\/span><\/p>\n<p><img decoding=\"async\" class=\"alignnone wp-image-10601\" src=\"https:\/\/dubb.com\/blog\/wp-content\/uploads\/Dubb-sign-up.gif\" alt=\"Dubb signup page\" width=\"519\" height=\"284\" \/><\/p>\n<p><i><span style=\"font-weight: 400;\">At Dubb, we love thinking about and discussing topics like how to be a modern sales leader. If you have any questions about any of the topics we discussed in this post, I encourage you to <\/span><\/i><a href=\"http:\/\/www.dubb.com\/contact\"><i><span style=\"font-weight: 400;\">contact<\/span><\/i><\/a><i><span style=\"font-weight: 400;\"> our team. You can also click <\/span><\/i><a href=\"http:\/\/www.dubb.com\/features\"><i><span style=\"font-weight: 400;\">here<\/span><\/i><\/a><i><span style=\"font-weight: 400;\"> to learn more about Dubb and click <\/span><\/i><a href=\"http:\/\/www.dubb.com\/register\"><i><span style=\"font-weight: 400;\">here<\/span><\/i><\/a><i><span style=\"font-weight: 400;\"> to sign up for a free 14-day trial of our premium plans.<\/span><\/i><\/p>\n<\/div><\/div><\/div><\/div><\/div>\n<div align=\"center\"><a class=\"free-trial-btn\" href=\"https:\/\/dubb.com\/register?utm_source=blog&#038;utm_medium=blog-post&#038;utm_campaign=how-to-be-a-modern-sales-leader\" target=\"_blank\" rel=\"noopener\">GET A FREE ACCOUNT ON DUBB<\/a><\/div><\/p>\n","protected":false},"excerpt":{"rendered":"<p>GET A FREE ACCOUNT ON DUBB<\/p>\n","protected":false},"author":1,"featured_media":10872,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[128,237,100,104,484,151],"tags":[369,182,238,4,1497,70,1436,30,293,32],"class_list":["post-10871","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-advice","category-business-growth","category-marketing","category-sales","category-strategy-consultations","category-video-marketing","tag-best-practices","tag-business-advice","tag-business-growth","tag-dubb","tag-revshow","tag-sales","tag-sales-leaders","tag-video","tag-video-email","tag-video-marketing"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.2 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>How to Be a Modern Sales Leader - Dubb Blog<\/title>\n<meta name=\"description\" content=\"Have you been wondering how to be a modern sales leader? 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