Gross sales Pipeline Radio, Episode 323: Q & A with Paul Reilly

Sales Pipeline Radio, Episode 323: Q & A with Paul Reilly

Should you’re not already subscribed to Gross sales Pipeline Radio, or listening stay each Thursday at 11:30 a.m Pacific on LinkedIn (additionally on demand) yow will discover the transcription and recording right here on the weblog each Monday morning.  The present is lower than half-hour, fast-paced and filled with actionable recommendation, finest practices and extra for B2B gross sales & advertising professionals.

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This week’s present is entitled, “Promoting Via Powerful Instances: Develop Your Earnings and Psychological Resilience Via Any Downturn“ and my visitor is Paul Reilly, President of Tom Reilly Coaching and writer of  “Promoting Via Powerful Instances, Develop your earnings and psychological resilience by means of any downturn”

Tune in to listen to extra about:

  • What makes for profitable, resilient sellers
  • Adopting a optimistic first response to adversity
  • Optimistic reframing and messaging pivots for sellers and marketers

Hear in now for this and MORE, watch the video or learn the transcript under:

Matt: All proper. Properly, welcome all people to a different episode of Gross sales Pipeline Radio. My title is Matt Heinz. I’m your host. Excited to have you ever right here.

If you’re listening or watching on demand, thanks very a lot for downloading and subscribing to our Gross sales Pipeline Radio episodes. Each episode of Gross sales Pipeline Radio previous, current, future at all times out there at

Each week we’re that includes a number of the finest and brightest minds in gross sales and marketing, particularly in B2B. At the moment’s episode no totally different. Very excited to have with us, Paul Reilly, a multi-time writer, primary, best-selling writer of a number of books round gross sales, “Worth-Added Promoting.” And the newer books promoting extremely related proper now, “Promoting Via Powerful Instances.”

Paul, thanks a lot for becoming a member of us.

Paul: Matt, it’s a privilege. And the one factor hotter than Seattle in the present day goes to be the messaging our interview in the present day. So let’s make it occur, man. Thanks for having me.

Matt: Oh, my goodness. Hearken to that one. We’re coming in sizzling. All proper. So for those who don’t know you, and I do know we’ve acquired a blended viewers right here, marketing gross sales people, for those who haven’t learn a few of your books prior to now, give a bit little bit of your background and kind of what you do.

Paul: Yeah, completely. So I’m a salesman at coronary heart. I imply, my first job was a gross sales job. My first skilled job, we’ll name it, was promoting propane for an organization referred to as Feral Fuel. I’m promoting within the B2B house right here for industrial use. Attention-grabbing occupation as a result of I’m promoting actually the identical product as the 2 dozen opponents which might be on the market promoting as nicely. So very difficult setting.

I additionally bought throughout that timeframe when King of the Hill was at its top of recognition, that present the place Hank hill bought propane. So I used to be Hank Hill. Beloved that gross sales job. Nice firm to work for. From there, I went to go work with Hilti promoting instruments and fasteners within the building business. Hilti is a premium title. They’re a premium model. So I used to be promoting a product that was generally 20, 30, even 50% greater than the competitors. So I needed to discover ways to compete on worth.

After which I bought medical gear for just a few years earlier than I acquired into the talking and training business. And the one commonality between all of these totally different industries was that customers need worth. They need worth. In order that was how I acquired began in gross sales. After which in the present day what I do is I travel the globe helping sales organizations compete extra profitably by promoting on worth and never worth. And I do this by means of coaching seminars, keynote shows, and consulting as nicely. So, that’s what I do.

Matt: Find it irresistible. Properly, I can’t keep in mind the place I took place you in years previous. Definitely learn “Worth-Added Promoting.” An awesome e book. You host an amazing podcast of your individual “Q and A Gross sales.” And I discovered this new e book significantly related proper now.

I imply, you get all types of blended messages out there this yr. You bought some firms doing layoffs, you bought inflation, then we’re in a bull market. We’re in a good market. We’re again to a bull market. Who is aware of what’s occurring. What I do know, having talked to a whole lot of our shoppers and other people in my community, in addition to we grow in our business and promote is that this has been a really attention-grabbing yr. Demand continues to be there. Curiosity continues to be there. Getting dedication and shutting has been a problem for lots of firms this yr. And I do know you’re seeing a few of that as nicely.

So speak a bit bit concerning the circumstances. I need to get into the concept of psychological resilience and a number of the stuff that’s within the new e book. However speak concerning the circumstances you’re seeing out there in the present day. What’s actual?

Paul: So, definitely all of the elements that you simply simply talked about, the massive one as of not too long ago that we’re technically in a recession. With two consecutive quarters of destructive GDP that places us right into a recession. So what I’m seeing is patrons, basically, are beginning to turn out to be a bit extra hesitant. They’re pumping the brakes a bit bit. They need to see what this recession looks like. If it’s a brief one, if it’s an extended one.

So, we nonetheless see provide chain constraints throughout the board. Labor shortages are nonetheless there, inflation, rising rates of interest. So there’s a whole lot of uncertainty. If we might simply lump every part into that one issue, uncertainty. And some issues occur when there’s uncertainty. Patrons, they pump the brakes. They begin to focus extra on price reducing measures as nicely. And so they’re full of concern and nervousness. They might not vocalize it, however that’s definitely a part of how they assume.

So, I see all these elements. However the excellent news is, Matt, I can’t consider a greater occupation to deal with uncertainty than gross sales individuals. We face it on a regular basis. Nothing is assured. Similar with entrepreneurs. Nothing is assured. We actually must function out there in regardless of the setting is and determine a approach to make issues occur.

Matt: Properly, in the perfect of markets individuals cease shopping for. In the perfect of markets individuals determine to not purchase gasoline. And within the worst of markets, individuals nonetheless purchase. Each certainly one of us is looking for a approach to proceed to maneuver ahead. And that in lots of instances consists of investing in and committing to sure options and outcomes.

As a vendor from an method standpoint, I imply, we’ve all been by means of 2008, 2020. We’ve seen financial circumstances shift and problem the promoting setting. What are stuff you’re seeing profitable, resilient sellers do proper now?

Paul: First issues first. They mentally put together themselves daily to go on the market and do their finest, deal with what they’ll management. That was one factor that I felt was extraordinarily vital on this e book is to spotlight the psychological facet of what it means to be in gross sales.

There are many self-help books on the market. There are many books on the market specializing in resilience. Some nice books that I completely love. However what makes this distinctive is that it’s written from the angle of a salesman, in what we uniquely face. We might do every part proper on a gross sales name and nonetheless they don’t purchase. We have now to face that uncertainty daily. And so, within the e book, we speak rather a lot about ways in which we will construct psychological resilience and strategies. And we name it optimistic psychological programming. That’s actually what it’s all about is programming your self each single day to go on the market, deal with what you possibly can management, focusing extra on progress than efficiency.

And I do know that may be a sticky scenario, a tricky dialog, particularly with gross sales leaders. However let’s face it, throughout robust occasions there’s going to be a drop off in enterprise exercise. And so throughout robust occasions, we have to focus extra on the progress that we’re making purely than simply efficiency. I’m not saying we throw out efficiency metrics and all that, no. However we have to deal with simply making that progress.

Matt: This concept of psychological resilience, I imply, it’s actually vital now. However once more, even in the perfect of promoting circumstances, the overwhelming majority of your prospects find yourself saying no. When you concentrate on prospects to alternatives to shut offers, this can be a gross sales funnel not a gross sales cylinder. And so there’s resilience simply in all of these no’s you get, even in the perfect of promoting circumstances. What are some keys to creating that psychological resilience in all financial circumstances?

Paul: Completely. So I might say one of many first issues we will do, primary, is to develop a optimistic first response to adversity. Okay? So Matt, let’s take into consideration this. I consider individuals fall into three classes relating to dealing with adversity, robust moments. You will have individuals that have them they usually push proper by means of them. It’s doesn’t even gradual them down. It’s nearly like they generate extra momentum. They love the problem.

Now, on the other finish of that, you’ve acquired individuals who expertise adversity they usually rapidly surrender. I doubt anybody listening to this podcast falls into that class. However right here’s the place most individuals fall into. It’s the third class. They face some adversity, they complain about it. They wallow round in self-pity to numerous levels. They get annoyed they usually pause after which they wait it out. After which ultimately they push by means of.

And my thought is, “Okay, when you’re going to push by means of ultimately, why not do it sooner quite than later?” So right here’s the tip on how one can develop that optimistic first response. And it’s quite simple. Begin with at some point. For at some point monitor the entire hostile issues which have occurred to you. Start monitoring them. And as you monitor them, have a look at your first response. And it could possibly be one thing easy like, “Oh, that customer referred to as me and stated they’re stepping into a special path.” That’s a tricky time proper there. How do you reply? Do you spend 5 minutes complaining about it? 20 minutes? No matter it’s. Observe the response.

Let’s say, subsequent factor occurs, your shoelace breaks. One thing silly, nevertheless it’s adversity. How do you reply? Do you complain about it? How do you’re feeling, sorry for your self? No matter it’s. And what’s going to occur as you monitor your response to adversity, you’ll start to self-correct. You’re going to note it, the way you reply and also you’re not going to love the best way you reply. So you’ll naturally change. In order that’s one thought. Growing that optimistic first response to adversity is essential. The way you do it’s by simply monitoring your response. Begin with a day, then do the subsequent day. Do it for per week. And what you’re going to note over that week is that you simply turn out to be extra resilient. You begin to bounce again faster.

Matt: And these are habits, I imply, that you simply’re constructing over time. And the advantage of doing this whether or not you’re in gross sales or advertising or accounting, is all of us face resilience challenges in our work, in our life. And so I like the concept of constructing that muscle and that behavior with issues which might be massive and small, as a result of all of them matter by way of how your mind finally responds to stimulus and conditions round you.

Paul: Completely. And if I might construct on that, Matt, only for yet one more thought, within the e book, you’ll discover I take advantage of the phrase, “robust occasions are good,” repeatedly. They’re good. And so they’re good due to the optimistic change that they’ll generate.

Now, a part of the message in optimistic psychological programming is a method we name optimistic reframing. Each single day destructive issues occur. That’s only a actuality of taking part on this world. However you get to decide on the way you reply. And one of many instruments now we have, we name it the every day psychological flex. It’s a group of six workouts that will help you develop that psychological resilience. And one of many workouts known as optimistic reframing.

All through the day or on the finish of the day, consider a destructive occasion that has occurred. After which what you want to do is ask your self, “Okay, what’s the optimistic end result that would doubtlessly occur because of this. What’s an excellent factor that can occur? What’s the silver lining on this cloud?” And what you find yourself doing every day as you construct that behavior, as you talked about, you practice your mind to nearly mechanically default to the great issues that can occur by means of the destructive occasions. And you concentrate on how way more alternative you will notice as a salesman, as a marketer, when you select to view the world in that manner. In order that optimistic reframing is vital as we undergo robust occasions.

Matt: I’ve acquired a pair final questions earlier than we wrap up right here. Take a look at You possibly can be taught extra concerning the e book, get extra info from Paul. Discuss a bit concerning the robust timer problem and this every day psychological mirror problem you’ve got as a result of I believed that was actually cool.

Paul: Yeah, completely. So we name it the 30-day robust timer problem. And the objective is to construct your psychological energy. I feel the CDC recommends 25 to half-hour of bodily exercise a day to construct your bodily energy. What if we devoted as a lot effort and time to constructing our psychological energy? And that’s what the robust timer problem is.

It’s a group of six workouts, psychological workouts that you’ll do every day for 30 days. And for 30 days you’re going to note some optimistic adjustments in your life. You’re going to be extra grateful for what you do have. You’re going to have the ability to develop a stronger self-discipline. You’re going to have the ability to constantly enhance each single day. Doing this over 30 days, there’s an exponential profit that you’ll achieve simply from going by means of these workouts.

And so they don’t take that lengthy. That’s the sweetness. I imply, we’re speaking 10 to fifteen minutes within the morning and possibly one other 10 to fifteen minutes within the night. However there are six workouts, expressing gratitude, steady enchancment, self-discipline, optimistic reframing, pruning and planting, which is about eradicating negativity. After which lastly decreasing friction between your targets. So these are actually the six workouts.

However I don’t need to discourage anybody from making an attempt it, however Matt, I’ll inform you that most individuals gained’t do it. They gained’t do it for 30 days. They might attempt to that’s okay. What I might encourage you to do is no less than get began with it and check out it for per week. I’d attempt it for per week after which ask your self after per week, “Do I really feel like I’m a greater particular person? Am I a greater model of myself than I used to be seven days in the past?” If the reply is, “Sure,” maintain going.

Matt: Properly, on the outcomes and the enhancements you make for your self personally. I imply, I feel as a vendor, it helps you be extra skilled, extra poised, confidence with out ego and resilient by means of good occasions and unhealthy. As a frontrunner, it helps you lead your team and exhibit management qualities that different persons are going to exhibit. After which final, I want I knew about this earlier in my profession. As I dig into the e book and the fashions you’ve got, I take into consideration the way I reacted to things in my career and my job stress that was solely unproductive and possibly even had a destructive affect. And the sooner you possibly can develop these ability, I feel the higher you will be in any position that you’ve got.

Talking of that, final query I’ve for you. We’ve acquired a mixture of gross sales and advertising professionals which might be listening to and watching this present on a weekly foundation. This can be a e book that’s in its title about promoting. However I learn this e book and I believed it was extremely very important for marketers. What do you assume advertising professionals and advertising counterparts to gross sales can be taught or needs to be studying from this e book?

Paul: Yeah, completely. Gross sales and advertising are so linked. I consider that promoting exists to execute tactically what marketing designs strategically. So gross sales persons are out, boots on the bottom, making it occur, however they depend on advertising and vice versa. This e book is chucked full of selling suggestions and concepts, particularly round buyer messaging.

So from a advertising standpoint, as we undergo robust occasions, there’s just a few issues that we have to management messaging clever. Primary, individuals turn out to be extra centered on price reducing concepts throughout robust occasions. So from a advertising perspective, I might encourage each marketer listening to return and try their answer and element how their answer helps cut cost, general price, not worth. So maintain that distinction there. The distinction between worth and price. But in addition money move, particularly when you’re promoting to small companies, marketing to small businesses, however even massive companies. Money move is lifeblood for any group, however particularly by means of robust occasions. It’s much like oxygen. So when you can affect money move along with your answer, that’s going to be vital.

One other piece that turns into so vital, and also you see a whole lot of massive companies do this in their marketing, longevity, certainty, and stability are vital in your messaging throughout robust occasions. And the rationale why firms need to associate with different firms which have been by means of robust occasions, which have confirmed themselves, which have gone by means of a recession and a melancholy in sure cases- in a latest gross sales kickoff assembly, a salesman requested, “Paul, do our clients actually care that we’ve been round for 100 plus years?” I stated, “Proper now they do.” Should you’ve been by means of the nice melancholy and also you’ve survived that and the pandemic of the Spanish flu and also you’ve survived that, and also you’ve survived a number of recessions, inflation, issues like that, it proves that your organization goes to be right here. And folks want that stability.

Chevy’s, “like a rock” campaign, which aired in early Nineteen Nineties, knew that stability was vital particularly at that cut-off date. They really launched that marketing campaign in the course of a recession. And I’ve to consider a part of it was the advertising workforce thought, “Okay, persons are in a recession proper now. They want one thing that’s steady.” And that turned out to be certainly one of their hottest advert campaigns. It definitely lasted longer than the recession did. So stability is so vital.

Matt: All proper. If you’re listening to this on demand, I need you to rewind three to 4 minutes and hearken to what Paul simply stated once more, as a result of that was filled with some actually vital messaging pivots. Whether or not you’re in gross sales, whether or not you’re in advertising, your clients are nonetheless shopping for, however the standards they’re utilizing and the messages they hear which might be going to get them to commit the change on this second, in robust markets, has pivoted. Tremendous vital.

Paul, thanks a lot for becoming a member of us on Gross sales Pipe Radio in the present day. Clearly, Amazon, robust timer. The place else can individuals be taught extra about you?

Paul: Yeah, I might say simply go to And I’ve acquired a bonus for entrepreneurs and sellers. Chapter 14 of this e book, which is crafting your buyer message. It’s truly Mike Weinberg’s favourite chapter. He wrote the foreword to the e book. I do know he’s been in your present as nicely. You may get it without cost. You possibly can obtain it without cost at Simply go to the e book tab on the prime of the web site and then you definately simply enter your email tackle and also you’ll get that chapter without cost, Chapter 14.

Matt: Superior. Properly, thanks, everybody, for watching and listening. We’ll be right here once more subsequent week, Thursday, 11:30 Pacific, 2:30 Japanese. My title is Matt Heinz. We’ll see you subsequent week.

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