TITLE
BBF257 Selling is not a numbers game with Samantha Pickering
Summary
Strap yourselves in for a very insightful chat about marketing and sales with Samantha Pickering. She believes that compassion and creativity are the two key ingredients - not numbers and statistics. It was refreshing to hear such a human take on a process that is so often misunderstood.

See some of Samantha’s top tips below:
** Some of the best sales training comes from learning about complaints. Once you understand what not to do, you can sell more effectively.
** Learn your touchpoints. What do they feel like from your customers’ point of view rather than from your point of viewl?
** Consider marketing to be a sales conversation without you being present.
** People are not numbers! KPIs are all very well, but don’t ever forget that you are selling to people.
** Earn the right to progress your sales journey. You should get to the point where you can ask your lead “what would you like to do next?” and they reply “I’d like to buy”.
** Remove the focus from yourself and make the conversation about your lead/customer.
In this episode of Business Brain Food you will learn:
** How to use systems to create empathy
** The value of customers who bought elsewhere
** The differences between sales and marketing
** The art of connective conversation
** The exploratory phase of sales
Resources mentioned in this episode:
** If you’re a business coach, business adviser or would like to become one, go to: https://maxmyprofit.com.au/business-exceleration.html

** Find Samantha on Linkedin: https://www.linkedin.com/in/sales-leadership-growth-coach-queensland/

** Samantha’s website: http://www.passionatesalesconsulting.com

** All previous BBF episodes & show notes can be found at http://www.businessbrainfood.com.au

** Join the Business Brain Food Facebook Group: https://www.facebook.com/groups/BusinessBrainFood/
** Twitter: https://twitter.com/bfewtrell
Call to action:
Samantha is living proof of what can be achieved if you approach your sales and marketing like a human being rather than like a robot. Empathy is the key!
Also, if you are enjoying these Business Brain Food podcasts, then make sure to share them via social media sites or email the links to family and friends. A lot of time and effort goes into producing each of these podcasts with the goal in mind of the more people we can inspire about business the better. You can help us do just that!
Until next time, have a profitable day!
Cheers,
Ben Fewtrell
02 8808 5500

Summary

Remote working has never been more popular but how do you manage it properly?
Anne and Mark Lackey certainly know how. Their company HireSmart Virtual Assistants has been transforming the productivity of their clients for years, saving them up to 75% on their payroll costs and saving them the headache of finding the right VAs.

See some of Anne and Mark’s top tips below:
** 80% of the work you’re doing you probably shouldn’t be doing. Free yourself up!
** Too many people hire someone because they like them, rather than because they can actually do the job.
** Make your virtual assistants feel like they are ‘normal’ employees. You should measure their performance in the same way.
** Providing healthcare to your virtual assistants can be a game changer. It can make a massive difference.
** Consider adding an extra layer of vetting. Anne and Mark have a 40-hour certification process after they’ve selected their candidate.
In this episode of Business Brain Food you will learn:
** The 7 repetitive questions and how to avoid them
** How to integrate virtual assistants
** Should you use time-tracker software?
** How to use KPIs to manage virtual assistants
** How to save 50 - 75% on your payroll costs
** What you can and can’t give virtual assistants

Resources mentioned in this episode:
** If you’re a business coach, business adviser or would like to become one, go to: https://maxmyprofit.com.au/business-exceleration.html

** Find out more about what your business can take off their plate at: http://www.hiresmartvas.com/tasks

** All previous BBF episodes & show notes can be found at http://www.businessbrainfood.com.au

** Join the Business Brain Food Facebook Group: https://www.facebook.com/groups/BusinessBrainFood/
** Twitter: https://twitter.com/bfewtrell
Call to action:
This is a model that is only going to grow in the post-Covid era, so listen up and get on board!
Also, if you are enjoying these Business Brain Food podcasts, then make sure to share them via social media sites or email the links to family and friends. A lot of time and effort goes into producing each of these podcasts with the goal in mind of the more people we can inspire about business the better. You can help us do just that!
Until next time, have a profitable day!
Cheers,
Ben Fewtrell
02 8808 5500

Summary
We’re speaking to a great character on this week’s show. Ben Wyhatt tells us his crazy story of leaving the UK and pitching up to Australia on a whim. After working as a personal trainer he branched out into nutritional supplements, but he didn’t stop there. One day he thought to himself, ‘what if I took the best bits from these and gave them to dogs?’, and then thought ‘what if I built up a brand that was fronted up by my own dog?’. We tell his inspirational story and we also get some great insights into how he was able to balance an ambitious side hustle with a full-time job and family life.

See some of Ben’s top tips below:
** The more you can jump out of your comfort zone, the better! Listen to how Ben has done that in his life.
** Use your commute to learn. This could be two hours of the day to develop yourself. Read a book or listen to a podcast.
** Make sure you have a proper night’s sleep. It is still possible to work long hours and have a side hustle, but be sure you give yourself a rest.
** See a side hustle as a part-time job. To really get something going you should be doing 10 - 15 hours a week.
** If you’re pitching a product to a retailer you’ve got to think about margins as a priority. Don’t just assume that a “good product” will be enough.
In this episode of Business Brain Food you will learn:
** Effective goal setting and evaluation
** How to set a viable action plan for your life
** How Ben used a dog as a frontman for his company
** How Ben translated human holistic health into dog treats
** How to build a disruptive brand
** How much time you should dedicate to a side hustle
Resources mentioned in this episode:
** If you’re a business coach, business adviser or would like to become one, go to: https://maxmyprofit.com.au/business-exceleration.html

** Buy Ben/Dobby’s dog treats at http://www.doggylicious.com.au

** Find Ben’s podcast on itunes. Search for “Retail Ready”

** All previous BBF episodes & show notes can be found at http://www.businessbrainfood.com.au

** Join the Business Brain Food Facebook Group: https://www.facebook.com/groups/BusinessBrainFood/
** Twitter: https://twitter.com/bfewtrell

Call to action:
Ben’s story is a great reminder of what can happen when you get out of your comfort zone and just do it. Look at where he ended up!
Also, if you are enjoying these Business Brain Food podcasts, then make sure to share them via social media sites or email the links to family and friends. A lot of time and effort goes into producing each of these podcasts with the goal in mind of the more people we can inspire about business the better. You can help us do just that!
Until next time, have a profitable day!
Cheers,
Ben Fewtrell
02 8808 5500

Summary
Recruiting salespeople is one of the biggest challenges that a business owner can face, and to make matters worse, most of what we thought we knew about recruitment has been disproven as myth! Luckily we have someone on the show who can debunk the whole process and give you all the tools you need to hire the right salespeople. James Michael is CEO of Justified Talent; a specialist recruitment for salespeople. James’ background in behavioural psychology and in the military gives him the edge over a lot of other recruiters. He definitely does things differently.

See some of James’ top tips below:
** Know the difference between a good candidate and a good storyteller. You’ve got to look beyond the facade in an interview.
** You must have a tight sales & marketing process before you go out and hire somebody. You can’t simply expect a salesperson to deliver great results if your own business doesn’t really know what it is selling.
** Instead of getting your sales candidate to waffle on about themselves, why not watch them actually trying to make a sale? This is the best possible proof you could have.
** Don’t get hung up on “active” or “passive” candidates. One is not better than the other.
** If you’re reaching out to candidates on Linkedin, use a video. The open rates are far better than if you just send a standard written message.
In this episode of Business Brain Food you will learn:
** How to find salespeople a different way
** How to avoid subconscious bias when you’re recruiting
** Where lead generation fits into the process
** How to advertise your job for free
** How to write the right ad
** Should you hire an optimist or a pessimist?
Resources mentioned in this episode:
** If you’re a business coach, business adviser or would like to become one, go to: https://maxmyprofit.com.au/business-exceleration.html

** Go to James’ company website here: http://www.justifiedtalent.com

** All previous BBF episodes & show notes can be found at http://www.businessbrainfood.com.au

** Join the Business Brain Food Facebook Group: https://www.facebook.com/groups/BusinessBrainFood/
** Twitter: https://twitter.com/bfewtrell

Call to action:
Forget all the brainwashing you’ve had about the recruitment process. James’ methods show that times have really changed.
Also, if you are enjoying these Business Brain Food podcasts, then make sure to share them via social media sites or email the links to family and friends. A lot of time and effort goes into producing each of these podcasts with the goal in mind of the more people we can inspire about business the better. You can help us do just that!
Until next time, have a profitable day!
Cheers,
Ben Fewtrell
02 8808 5500