The Engaged Prospect Podcast with CJ Cornell, author of "The Age of Metrapreneurship" and "The Startup Brain Trust"
Dan Hersh had the opportunity to speak with CJ Cornell. Starting as an engineering major where he had to do stand up comedy and magic shows in order to put himself through college, CJ has become one of the biggest names in entrepreneurship. He is the founder of 9 startup ventures that have accumulated over $3 billion in revenue. He is an award winning professor at Arizona State University and also has many more accomplishments that he and Dan discuss during this conversation. During this talk CJ educates our listeners on the importance of understanding the motivations and behaviors of the customer. Along with how to successfully educate buyers the right way.
Dan and CJ discuss how entrepreneurship has evolved over the years, and where it is headed in the future. Through CJ’s experience, he has witnessed how entrepreneurs have evolved over time. He has written on this topic in, “The Age of Metapreneurship” and “Startup Brain Trust” which both focus on how to successfully start and run a business. You can also hear more from CJ by reading his blog, which is touted as in the top 50 most influential in the entrepreneurship industry. His blog, books, and other resources can be found at www.metapreneurship.net.
Dan had the chance to talk with Don Cooper. Don is known as the Sales Heretic and has been a trainer for management and sales for decades. Don has been selling nearly his whole life, starting by going door-to-door to sell products out of the back of comic books as a 7 year old. The main topic of this discussion is regarding the current crises our nation is going through, COVID-19 (for clarity, this podcast episode was recorded on 3-18-2020).
Dan took this time to pick Don’s brain about the situation, and how he sees it affecting our economic state. Don talks about how we need to separate fear from facts, and not be emotional before logical. Not saying to remove the emotional aspect, but to have more of a balance. The two also discussed the implications this situation has on the sales industry, and what companies can do to overcome them.
Don heavily advocates for using a situation like this as a way to improve client relationships. In a time that is so volatile and unpredictable, people need more help than ever. That means checking in, staying connected, and offering help… even if it is for free. Don says even if what you are doing is not profitable, in the long-term, it can be. This is the time where business relationship bonds are thickened, and it is important to be empathetic to everyone.
Throughout the conversation they go into more detail as to what you should and should NOT do in such a situation, while adding different points of views and ideas to the subject.
To learn more about Don and his message, visit www.doncooper.com where you can find his blogs, interviews, and even podcasts.
The Engaged Prospect Podcast Interview with Jason Bay, Co-Founder and Chief Revenue Officer at Blissful Prospecting
Today Dan Hersh had the opportunity to talk with Jason Bay, who is the Chief Revenue Officer and Co-founder of Blissful Prospecting. Similar to Engaged Prospect, Jason's company’s main objective is to help B2B sales teams grow their outbound sales to be faster and more consistent.
Part 1- Rethinking Prospecting 00- 12.24
Part 2- Buyer centric vs product centric 12.24- 19.11
Part 3- Importance of Curiosity 19.12- 34.17
Part 4- Cutting through the noise 34.17- 46.33
Part 5- Customizing the Conversation 46.33- 56.52
The outbound sales concepts Jason talks about are familiar in the tech industry, but just being implemented in other industries. Jason talks about prospecting in multiple channels and increasing thought leadership. He also shares new outbound concepts that show how to find quality prospects and convert them into opportunities.
Dan asks him about his opinion on the difference between being buyer centric or product centric, and which one he prefers. They spend most of the back end of the conversation discussing the importance of understanding the challenges a prospect may have, and how to ask questions without being presumptive. They even demonstrate these ideas through roleplaying.
Though Engaged Prospect and Blissful Prospecting are in the same space, Dan and Jay agree that if a conversation can make a difference in the community, it is always great to share ideas. You can learn more about Jason Bay and his company Blissful Prospecting at their website www.blissfulprospecting.com. Jason also just recently launched his own podcast, which can be found on the website or on his LinkedIn, “Jason Bay”.
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