Building teams is always a challenge and putting together a strong sales team can be especially difficult. Today’s guest has built multiple successful sales teams over the years.
Nick Loise is the CEO of the Sales Performance Team, a company that provides businesses with fractional salespeople. On this episode of The Clarity Advisors Show, he tells host Ken Trupke how he helps firms engage clients, hire the right people, and use a phone-first approach to win business.
Timestamps
(00:51): About the Sales Performance Team and fractional sales.
(03:40): Options for engaging clients.
(04:53): Phone-first marketing.
(10:31): The rectangle in our pocket.
(13:14): Nick Loise’s background.
(17:30): Learning from mistakes.
(20:36): What’s changed in recent years.
(24:50): Overcoming objections.
(28:58): Recommended reading and listening.
(32:26): Connecting with Nick Loise.
Episode quotes
“We like picking up the phone and building relationships and at least getting good market data on the phones. That's our process and what we teach people.”
“If you're a business owner … I would be focused entirely on making sure my team knows how to utilize the phone and then really, really, really manage that process.”
“I'm not going to make you be a telemarketing firm, but let's just do the basics.”
“Small businesses have a tendency to cheat on the on-boarding.”
“Most people fall in love with the potential salesperson, and salespeople are great at interviewing and selling themselves.”
“I want you to realize that I help you sleep solidly by cloaking you in the warm blanket of revenue.”
“I'm the Vince Lombardi of sales: I block and tackle. We're running the six plays over and over and over again to win the Super Bowl. It’s nothing fancy.”
Recommended reading and listening
Connect with Nicholas Loise
Building teams is always a challenge and putting together a strong sales team can be especially difficult. Today’s guest has built multiple successful sales teams over the years.
Nick Loise is the CEO of the Sales Performance Team, a company that provides businesses with fractional salespeople. On this episode of The Clarity Advisors Show, he tells host Ken Trupke how he helps firms engage clients, hire the right people, and use a phone-first approach to win business.
Timestamps
(00:51): About the Sales Performance Team and fractional sales.
(03:40): Options for engaging clients.
(04:53): Phone-first marketing.
(10:31): The rectangle in our pocket.
(13:14): Nick Loise’s background.
(17:30): Learning from mistakes.
(20:36): What’s changed in recent years.
(24:50): Overcoming objections.
(28:58): Recommended reading and listening.
(32:26): Connecting with Nick Loise.
Episode quotes
“We like picking up the phone and building relationships and at least getting good market data on the phones. That's our process and what we teach people.”
“If you're a business owner … I would be focused entirely on making sure my team knows how to utilize the phone and then really, really, really manage that process.”
“I'm not going to make you be a telemarketing firm, but let's just do the basics.”
“Small businesses have a tendency to cheat on the on-boarding.”
“Most people fall in love with the potential salesperson, and salespeople are great at interviewing and selling themselves.”
“I want you to realize that I help you sleep solidly by cloaking you in the warm blanket of revenue.”
“I'm the Vince Lombardi of sales: I block and tackle. We're running the six plays over and over and over again to win the Super Bowl. It’s nothing fancy.”
Recommended reading and listening
Connect with Nicholas Loise