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

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

In the event you’re not already subscribed to Gross sales Pipeline Radio, or listening dwell 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 and marketing professionals.

We cowl a variety of subjects, with a deal with gross sales growth and inside gross sales priorities. You possibly can subscribe proper at Gross sales Pipeline Radio and/or hearken to full recordings of previous exhibits in every single place you hearken to podcasts! Spotify,  iTunes, Blubrry, Google Play, iHeartRADIO, Stitcher and now on Amazon music.  You possibly can even ask Siri, Alexa and Google!

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

Tune in to listen to extra about:

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

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

Matt: All proper. Effectively, welcome everyone 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.

In case you are 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 all the time out there at

Each week we’re that includes among the finest and brightest minds in gross sales and marketing, particularly in B2B. At present’s episode no completely 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 By means of Powerful Occasions.”

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. Take heed to that one. We’re coming in sizzling. All proper. So for people who don’t know you, and I do know we’ve acquired a combined viewers right here, marketing gross sales of us, for people who haven’t learn a few of your books previously, give a bit of 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 a corporation known as Feral Gasoline. I’m promoting within the B2B area right here for industrial use. Fascinating career as a result of I’m promoting actually the identical product as the 2 dozen opponents which can be on the market promoting as effectively. So very difficult setting.

I additionally bought throughout that timeframe when King of the Hill was at its peak of recognition, that present the place Hank hill bought propane. So I used to be Hank Hill. Cherished 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% larger than the competitors. So I needed to discover ways to compete on worth.

After which I bought medical tools for just a few years earlier than I acquired into the talking and training business. And the one commonality between all of these completely 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 value. And I try this by coaching seminars, keynote displays, and consulting as effectively. So, that’s what I do.

Matt: Find it irresistible. Effectively, I can’t bear in mind the place I happened you in years previous. Actually learn “Worth-Added Promoting.” An incredible guide. You host an excellent podcast of your personal “Q and A Gross sales.” And I discovered this new guide notably related proper now.

I imply, you get all types of combined messages available in the market this yr. You bought some corporations 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 taking place. What I do know, having talked to loads of our purchasers and folks in my community, in addition to we grow in our business and promote is that this has been a really fascinating yr. Demand continues to be there. Curiosity continues to be there. Getting dedication and shutting has been a problem for lots of corporations this yr. And I do know you’re seeing a few of that as effectively.

So speak a bit of bit concerning the circumstances. I wish to get into the concept of psychological resilience and among the stuff that’s within the new guide. However speak concerning the circumstances you’re seeing available in the market in the present day. What’s actual?

Paul: So, definitely all of the components that you just simply talked about, the large one as of lately that we’re technically in a recession. With two consecutive quarters of adverse GDP that places us right into a recession. So what I’m seeing is consumers, basically, are beginning to turn into a bit of extra hesitant. They’re pumping the brakes a bit of bit. They wish 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 loads of uncertainty. If we might simply lump every thing into that one issue, uncertainty. And some issues occur when there’s uncertainty. Patrons, they pump the brakes. They begin to focus extra on value reducing measures as effectively. They usually’re stuffed with worry and anxiousness. They might not vocalize it, however that’s definitely a part of how they assume.

So, I see all these components. However the excellent news is, Matt, I can’t consider a greater career to deal with uncertainty than gross sales individuals. We face it on a regular basis. Nothing is assured. Identical with entrepreneurs. Nothing is assured. We actually should function available in the market in regardless of the setting is and work out a technique to make issues occur.

Matt: Effectively, in the most effective of markets individuals cease shopping for. In the most effective 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 technique to proceed to maneuver ahead. And that in lots of circumstances contains investing in and committing to sure options and outcomes.

As a vendor from an strategy standpoint, I imply, we’ve all been by 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 day by day to go on the market and do their finest, deal with what they will management. That was one factor that I felt was extraordinarily essential on this guide 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 thing proper on a gross sales name and nonetheless they don’t purchase. We’ve to face that uncertainty day by day. And so, within the guide, we speak loads about ways in which we are able to construct psychological resilience and strategies. And we name it constructive 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 state of affairs, a troublesome dialog, particularly with gross sales leaders. However let’s face it, throughout powerful instances there’s going to be a drop off in enterprise exercise. And so throughout powerful instances, 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 essential now. However once more, even in the most effective of promoting circumstances, the overwhelming majority of your prospects find yourself saying no. When you consider prospects to alternatives to shut offers, it is 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 most effective of promoting circumstances. What are some keys to creating that psychological resilience in all financial circumstances?

Paul: Completely. So I’d say one of many first issues we are able to do, primary, is to develop a constructive first response to adversity. Okay? So Matt, let’s take into consideration this. I consider individuals fall into three classes with regards to dealing with adversity, powerful moments. You’ve gotten individuals that have them and so they push proper by them. It’s doesn’t even gradual them down. It’s virtually like they generate extra momentum. They love the problem.

Now, on the alternative finish of that, you’ve acquired individuals who expertise adversity and so they rapidly quit. 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 varied levels. They get annoyed and so they pause after which they wait it out. After which ultimately they push by.

And my thought is, “Okay, in case you’re going to push by ultimately, why not do it sooner fairly than later?” So right here’s the tip on how one can develop that constructive first response. And it’s quite simple. Begin with in the future. For in the future monitor all the antagonistic issues which have occurred to you. Start monitoring them. And as you monitor them, take a look at your first response. And it may very well be one thing easy like, “Oh, that customer known as me and mentioned they’re entering into a distinct path.” That’s a troublesome time proper there. How do you reply? Do you spend 5 minutes complaining about it? 20 minutes? No matter it’s. Monitor the response.

Let’s say, subsequent factor occurs, your shoelace breaks. One thing silly, however 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 will start to self-correct. You’re going to note it, the way you reply and also you’re not going to love the way in which you reply. So you’ll naturally change. In order that’s one thought. Growing that constructive first response to adversity is essential. The way you do it’s by simply monitoring your response. Begin with a day, then do the following day. Do it for per week. And what you’re going to note over that week is that you just turn into extra resilient. You begin to bounce again faster.

Matt: And these are habits, I imply, that you just’re constructing over time. And the advantage of doing this whether or not you’re in gross sales or advertising and marketing 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 can be massive and small, as a result of all of them matter when it comes to how your mind in the end responds to stimulus and conditions round you.

Paul: Completely. And if I might construct on that, Matt, only for yet another thought, within the guide, you’ll discover I exploit the phrase, “powerful instances are good,” repeatedly. They’re good. They usually’re good due to the constructive change that they will generate.

Now, a part of the message in constructive psychological programming is a method we name constructive reframing. Each single day adverse 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 we’ve got, we name it the every day psychological flex. It’s a set of six workouts that will help you develop that psychological resilience. And one of many workouts known as constructive reframing.

All through the day or on the finish of the day, consider a adverse occasion that has occurred. After which what it is advisable do is ask your self, “Okay, what’s the constructive end result that might doubtlessly occur because of this. What’s factor that may 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 prepare your mind to virtually routinely default to the nice issues that may occur by the adverse occasions. And you consider how way more alternative you will notice as a salesman, as a marketer, in case you select to view the world in that method. In order that constructive reframing is crucial as we undergo powerful instances.

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 guide, get extra data from Paul. Speak a bit of concerning the powerful timer problem and this every day psychological mirror problem you’ve gotten as a result of I believed that was actually cool.

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

It’s a set of six workouts, psychological workouts that you’ll do every day for 30 days. And for 30 days you’re going to note some constructive modifications 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 these workouts.

They usually don’t take that lengthy. That’s the wonder. 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, constructive 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 wish 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’d encourage you to do is not less than get began with it and take a look at 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 individual? 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: Effectively, on the outcomes and the enhancements you make for your self personally. I imply, I believe as a vendor, it helps you be extra skilled, extra poised, confidence with out ego and resilient by good instances and unhealthy. As a pacesetter, 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 guide and the fashions you’ve gotten, I take into consideration the way I reacted to things in my career and my job stress that was fully unproductive and doubtless even had a adverse influence. And the sooner you possibly can develop these ability, I believe the higher you might be in any function that you’ve.

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

Paul: Yeah, completely. Gross sales and advertising and marketing 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 marketing and vice versa. This guide is chucked full of selling ideas and concepts, particularly round buyer messaging.

So from a advertising and marketing standpoint, as we undergo powerful instances, there’s just a few issues that we have to management messaging clever. Primary, individuals turn into extra centered on value reducing concepts throughout powerful instances. So from a advertising and marketing perspective, I’d encourage each marketer listening to return and try their resolution and element how their resolution helps minimize value, general value, not value. So maintain that distinction there. The distinction between value and value. But additionally money circulate, particularly in case you’re promoting to small companies, marketing to small businesses, however even massive companies. Money circulate is lifeblood for any group, however particularly by powerful instances. It’s just like oxygen. So in case you can influence money circulate together with your resolution, that’s going to be crucial.

One other piece that turns into so essential, and also you see loads of massive corporations do that of their advertising and marketing, longevity, certainty, and stability are essential in your messaging throughout powerful instances. And the explanation why corporations wish to companion with different corporations which have been by powerful instances, which have confirmed themselves, which have gone by 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 mentioned, “Proper now they do.” In the event you’ve been by the good 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 other people want that stability.

Chevy’s, “like a rock” campaign, which aired in early Nineties, knew that stability was essential particularly at that time limit. They really launched that marketing campaign in the midst of a recession. And I’ve to consider a part of it was the advertising and marketing 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 essential.

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

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

Paul: Yeah, I’d say simply go to And I’ve acquired a bonus for entrepreneurs and sellers. Chapter 14 of this guide, which is crafting your buyer message. It’s truly Mike Weinberg’s favourite chapter. He wrote the foreword to the guide. I do know he’s been in your present as effectively. You may get it without spending a dime. You possibly can obtain it without spending a dime at Simply go to the guide 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 spending a dime, Chapter 14.

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

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