ROI Overload

Modern Sales, TikTok, Product Hunt & Audiblogs

Another newsletter coming up!

I hope you all had an amazing week(s).

Exciting news, this week we launched on Product Hunt, and we had an amazing response - over 560 upvotes - thank you!

Not enough to clinch a top spot for the day, but I’m just happy that enough of you even took a moment to vote.

If you haven’t already, click the link below and leave a vote & a comment.

https://www.producthunt.com/posts/roi-overload

The community support is incredibly appreciated!

(Also… if you could forward this newsletter to ONE person on your email list… just one! I would be so thankful).

Anyways - here’s what’s coming up.

  • 🤝 Sales: 3 Rules For Modern Sales

  • 💃 Marketing: Your Business CAN Use TikTok

  • 💻 SaaS Of The Week: Audiblogs

  • 🎧 Things You Should Listen To: The $100 MBA

  • 📚 Things You Should Read: Atomic Habits

  • 🧠 #ScottsThoughts: Doing Something vs. Doing Nothing


🤝 Sales: 3 Rules For Modern Sales

Let’s talk about the future of sales.

How is sales changing?

Will sales jobs disappear?

Sales jobs are, according to the Bureau of Labor Statistics, the number one occupation in the United States.

More than 8 million people work in sales jobs in the country.

So what does the future of sales look like?

How do you, as a sales rep, prepare for the future of sales?

How do you future proof yourself so that you’ll continue crushing your quota in 2030 and beyond?

Well.

Here’s how.

The future of sales, lies in sales reps better better understanding how buyers make buying decisions, how the buying environment and relationship with clients has changed as well as how to level themselves up to that their soft skills allow them to compete.

If sales reps want to level up, they need to really go deep on 3 different topics.

Sales Hacker identified 3 core rules, that you need to obsess over if you really want to be successful at sales in 2021+. If you want to read the full blog - check it out here.

1) Understand the new way people buy

The behaviour of the B2B buyer has fundamentally changed.

The stats vary, but 70-90% of the research and information individuals will find out about the product that they may want to purchase, will be done prior to the first interaction they have with the company.

People don’t shop for business software the way they did ten or even five years ago.

Buyers have done a considerable amount of research by the time the sales rep starts talking to them and they don’t want to be pitched.

They want an ally.

They want someone who can help them answer the questions they can’t find the answer to on the internet.

More often than not, this information has nothing to do with the features or benefits or competitive differentiation of a product (they’ve already figured that part out on their own).

They need someone to help them most effectively solve the business challenges they hope to tackle with the purchase.

Despite this, most B2B companies still force old school sales practices on new school buyers. Instead of building relationships, they’re burning prospects with endless and impersonal outreach that goes nowhere.

Not a winning strategy.

The future of sales, is letting people buy on their own terms.


2) Use information to contextualize a sale

Buyers have more choices than ever before, and brands no longer have the option of delivering a bad experience.

Sales reps of the future must be empowered with the right information to connect more deeply with prospects, and drive deals forward.

But we can’t put the burden of providing information on the buyer. No one wants to fill out a ten-field form just to talk to a rep about a product.

That’s a terrible experience.

Ask yourself this.

If you wouldn’t enjoy the buying process - why would anyone else?

It’s a simple question, but it seems to get lost on a lot of people.


3) Know how to listen

Sales reps of the future must know how to listen. But that’s easier said than done.

All too often, whether it’s on a call or in outreach, we talk about our brand, our business, and how we can help. But you’ve got to give prospects a reason to believe before you try to sell them.

Listening is the starting point for building rapport.

One of the easiest ways to do that?

Focus the sales conversation on your prospect, not what you’re selling.

It sounds simple, but how many times have sales calls felt more like a monologue rather than a dialogue?

If you’re reciting a script, or reading off a list of mandatry points you want to cover, the other person is going to pick up on the fact that it’s more of an investigation vs. a convesation.

Remember, as the sales rep, if you’re doing the majority of the talking, you’re doing it wrong.

What is the future of sales going to look like?

I don’t have a crystal ball, but I have a few ideas.

Not only should sales people take courses to help improve their sales skills, but business leaders must take steps to implement and train their sales teams to create a better environment for sales reps to grow and be successful, when technology is taking on a more prominent role in revenue generation.

Technology is disrupting our current sales process.

Big data is mining customer behaviour, companies that are able to leverage customer data are almost guaranteed to have higher revenue figures.

As a result, many companies are investing heavily in technology and automation to streamline and automate their sales teams.

Once companies have successfully implemented these technology-enabled processes, are they then going to continue with their current business model?

Will sales jobs disappear?

Doubtful, because at the end of the day - the one thing we hate, above all else, is {FIRST NAME}.

Creativity, personalization and a human first will always win.

People who are only as good as a machine, will lose their jobs if they don’t upskill.

However, if you’re good at what you do - the old saying will hold true.

“A salesperson will never go hungry.”

The future of sales is a creative & human.


🎯 Marketing: Your Business CAN Use TikTok

Everytime I mention TikTok the general response I get is… how in the world do I use it for business?

I can’t dance - it’s not for me.. it’s for “kids”.

We’ll I’ll tell you something.. short form video is here, and it’s here to stay and if you can’t figure out how to make short form video work for your business, you’re seriously missing out on a major traffic opportunity.

Remember, although the target user may (or may not) be outside of your target audience profile, the uers that use TikTok, will set trends, drive demand and influence individuals directly in your target audience profile - eventually.

We’ve seen it with Vine, and now we have TikTok, Reels, Shorts, and none of these platforms are going away.

This form of advertising is also catering to how we’re becoming more accustomed to consuming content, short form.

So - let’s figure out how to take your B2B brand onto TikTok.

Although, LARGE B2B brands have not really adopted it, we’ve seen large B2C brands adopt the platform, and some smaller B2B focused content creators, who are getting massive organic reach on the platform.

Check out the following three examples for some business focused content creation ideas.

  1. Gary Vaynerchuk (https://vm.tiktok.com/ZSJepBxg7/) - Entrepreneurship, marketing & business

  2. Hannah Eve (https://vm.tiktok.com/ZSJepyqB8/) - Marketing & content creation

  3. Follow Mario (https://vm.tiktok.com/ZSJepFydQ/) - Business, marketing & career advice

Like all platforms, early adopters who “figure it out” will be the ones who win, and get the most organic reach.

If you are a B2B marketer, or a B2B service provider, start playing around with the platform and posting.

There’s absolutely no downside to testing out the platform, and the potential reach and organic reach has huge upside if more b2b content makes its way onto the platform.


💻 SaaS Of The Week: Audiblogs

Let’s face it.

We don’t REALLY have time to read.

I mean, we can make time.. but wouldn’t it be nice if everything we found online…. blog, pdf, white paper…could be read to us, in a voice that doesn’t sound like a robot?

Welcome to Audiblog. Basically, the opposite of transcription.

Personally, I’ve moved almost entirely to listening to audio books and podcasts, just for convenience.

I listen while I’m working out, walking, cleaning etc.

Audiblogs is a chrome extension that let’s you save any blog into your podcast player and reads it back to you, with one of the best sounding AI voices I’ve ever heard.

Check it out… it’s super simple and extremely useful for multi-taskers.

https://audiblogs.com/ (no aff).


🎧 Things You Should Listen To

This week I sat down with Jennifer Colosimo, President at FranklinCovey - one of the largest, most prestigious, leadership training organizations. Originally founded by late Dr. Stephen Covey, author of the 7 Habits of Highly Effective People.

Jennifer actually co-authored a book with Stephen Covey several years ago, and still helps lead the organization.

We sat down and spoke about some of the hurdles her company has helped their clients overcome, throughout the pandemic.

We also discussed some important leadership lessons she’s seen (and we can learn from) in organizations who have not only just survived, but thrived, over the last 1.5 years.

Another podcast I recently stumbled upon, is the $100 MBA Show.

Most podcasts (like mine) interview highly successful business experts, but this is one podcast that repeatedly delivers tactical insights for a range of business topics.

This is a short, light listen. Really useful if you’d like to expose yourself to a wider range of practical business topics, advice and lessons.

Here’s the latest episode. 👇


📚 Things You Should Read

One book recommendation that you need to check out (if you haven’t already) is Atomic Habits.

Atomic Habits is authored by James Clear (an author and speaker focused on habits, decision-making, and continuous improvement. His work has appeared in the New York Times, Entrepreneur, Time, and on CBS This Morning.)

No matter your goals, Atomic Habits offers a proven framework for improving--every day.

It will teach you exactly how to form good habits, break bad ones, and master the tiny behaviors that lead to remarkable results.

Here’s some more sales & marketing posts from ROI Overload

Get More (and Better) Traffic by Tabitha Jean Naylor

How to Find the Perfect Brand Domain Name by Andy Kinsey

How Good and Amazing Sales Professionals look like? by Paula Swan Banska

The Boom of Online Learning by Andy Kinsey


🧠 #ScottsThoughts: Doing Something vs. Doing Nothing

If you're unhappy you only have two options...

Option #1 - Do something.

Option #2 - Do nothing and complain.

Only Option #2 guarantees that your situation will never get better.

Taking action doesn't magically mean that your life will get better.

Taking action doesn't mean that you won't succumb to setbacks, failures, redirection and disappointments.

But taking action will always be a better outcome than the alternative.

The Option #2.

Which always has the same guarantee.

Nothing will change.

Nothing will get better.

You will never be happy.

Which option will you pick?


That’s all for this week.

I’m actually really starting to enjoy writing these newsletters on Sunday afternoon. It’s turned into less of a chore on thursday night and more of a relaxing hobby that I can look forward to. I know there must be some newsletter writers in the audience, I’d love to hear how you manage to keep these going (if you’re juggling work, life and family).

Maybe I can feature some best practices for pacing yourself with side hustles and side projects, so that you don’t burn out…

Hmmm.. already brainstorming the next issue.

Anyways - have a great Sunday and an amazing week!

- Scott ✌️

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