sales productivity tips from the experts

SALES PRODUCTIVITY TIPS FROM

THE EXPERTSEdited by

Mark Gibson and Rajesh Setty

2014 Edition

SALES IDEAS

Introduction by Mark Gibson and Rajesh Setty 05

Tips from the Experts :

1. Speak Truth to Power by Jeremy Epstein 07

2. Develop an Acute Ability to Listen by Ted Rubin 11

3. Leverage the Channel by Justin Pirie 15

4. Move on. Quickly! by Glenn Gow 18

5. The Sales and Marketing Conversation Should Never be About You by Bob Apollo 20

6. Increase Your Revenue by Shifting Your Sales-Energy Use by Nancy Nardin 23

7. If the Deal is Not Right, Make it Easy For Them to Say No by Peter Winick 27

8. Do You Visualize Sales Success? by Andy Paul 30

9. Newsjacking Leads Buyers Directly Into Your Sales Process by David Meerman Scott 34

10. Maximize ROI From Your Meetings by Lori Harmon 37

11. Social Selling <-> Thought Leadership <-> Micro Marketing by Mitchell Levy 40

12. How the Options Strategy Can Grow Profitsby Mark Faust 44

13. Two Confessions of a Closet Slug to Help You Sell Better by Jill Konrath 47

14. Show Up Powerfully by Mark Roberge 51

15. The New ABC: Always be Caring by Paul D’Souza 54

Table of Contents

cov-er

Tips from the Experts :

16. Leverage the “Next Step” Strategy by Paul Kirch 58

17. Don’t Turn Hunters Into Beaters by Dan McDade 61

18. It’s Not How You Sell, It’s How Your Prospects Buy by Mark Gibson 64

19. Content Reuse can Accelerate Sales Cycles by Anil Jwalanna

70

20. How to End a Sales Slump by Telling Stories by Mike Bosworth

75

21. Follow a Sales Methodology by Linda Richardson 79

22. Live in Your CRM by Dave Kurlan 82

23. Kill Your Collateral by Corey Sommers 85

24. Harness the Power of Curation to Sell More by Rajesh Setty

89

25.It Is Difficult To Control External Events If You Do Not Have Control Internally by Jonathan Farrington

93

Previously Published eBooks 97

Why WittyParrot? 99

This eBook was brought to you by 100

Table of Contents

Sales Productivity Tips From the Experts

4

cov-er

Brought you by www.wittyparrot.com

What is WittyParrot ?WittyParrot is a platform for creating reusable content components and delivering them via a drag and drop Widget or API to any device or application to improve productivity, message consistency and speed of response.

Salespeople love WittyParrot because they can easily capture and reuse personal information, and share their own best solicitation emails and follow up letters with colleagues.

Marketers and sales enablement professionals love WittyParrot as it lets salespeople instantly access the latest version of sales and marketing content and adapt it for their context, while preserving the value message.

The WittyParrot Component Content Delivery Platform

www.wittyparrot.com


5

cov-er


IntroductionWhen this project was first conceived, it took a while to pin down a theme for this eBook.

We were looking for that big idea.

We needed something relevant and of immediate value to current readers but which will remain of value in the future. In other words, we needed evergreen subject matter consisting of unique insights from acknowledged experts. Sales Productivity was a clear winner as the theme.

The entire journey from the day we hatched this concept has been memorable.

As we started editing and packaging the book, we had to stop and reflect on the depth of insights that were contributed.

www.wittyparrot.com


6

cov-er


Illustrations from @gapingvoid were a big bonus. We couldn’t wait to get it into your hands.

We want to thank all the contributors to this eBook for the taking the time out of their busy lives to share their wisdom.

We are both confident that you will enjoy the book and we welcome your comments.

If you are interested in contributing to our next book or to our blog, you can contact us below.

Mark Gibson | [email protected]

Rajesh Setty | [email protected], Feb 2014

www.wittyparrot.com

mailto:mark%40wittyparrot.com?subject=

mailto:raj%40wittyparrot.com?subject=


7

cov-er


About Jeremy EpsteinJeremy Epstein is the VP of Marketing at Sprinklr www.sprinklr.com, the leading provider of enterprise Social Relationship Infrastructure. Ranked #1 by Forrester Research, Altimeter, CEB, and Econsultancy, Sprinklr provides a complete solution comprised of 15 interconnected modules on a single architecture to help large organizations be social at scale. You can find him at www.twitter.com/jer979

www.linkedin.com/in/jer979

1 SPEAK TRUTH TO POWER by Jeremy Epstein

www.wittyparrot.com

http://www.sprinklr.com

http://www.twitter.com/jer979

http://www.linkedin.com/in/jer979


8

cov-er


Whether you are selling a product or service, people want to buy from people they like and trust. One of the best ways to gain trust is to use it as a tool for relationship building.

Buyers know they are being sold. Their antennae are acutely tuned to the fact that salespeople will try to flatter them, kiss up, and say whatever they think they need to say in order to “close the deal.”

In reality, this puts a greater chasm between you and the prospect.

A better approach is to listen attentively to what the prospect is saying and to find an area where you can DISAGREE with him or her.

Respectfully. Politely. Honestly.

But by disagreeing, you are doing something DIFFERENT. And any sales or marketing professional worth his/her salt knows that differentiation is critical to winning.

Taking this approach shows the prospect that you are atypical, that you are not a “Yes-Man/Woman” and that you are going to speak

SPEAK TRUTH TO POWER by Jeremy Epstein

www.wittyparrot.com


9

cov-er


your mind to try and help them solve their problems.

Too often, people in power are surrounded by those who won’t confront them. Examples abound.

Business failures (New Coke) or tragedy (Space Shuttle Challenger) can result. They appreciate and respect those who will “tell it like it is.” I’ve done this myself many times, but my favorite story comes from a CEO friend of mine who was talking to the President of a global brand.

(I’ll protect the names, industries, and vendor category, but you’ll get the idea).

The President had stated his opinion about a certain direction and my CEO friend listened carefully. Then, he took a deep breath, stared right into the eyes of the President and calmly said:

“We have a thesis that, as it relates to (the solution we provide) …that everyone in your entire industry is fucked up.”

Yes, he said it like that.

Risky? Possibly.

But it did get the attention of the President…who said, “ok, tell me why.”

Which the CEO promptly did.

At the end of the meeting, because he spoke truth to power, my CEO friend closed the deal.

Not every meeting needs to be that dramatic, of course, but it makes the point well, I think, wouldn’t you agree?

www.wittyparrot.com


10

cov-er


So, next time you are in a meeting, do your traditional sales work. Listen, take notes, seek to understand…and, at the right moment, find a way to show that you are a free thinker and say so.

It will help you win the deal.

“Speak Truth to Power” by @jer979 |Download free eBook here: http://ow.ly/tVtxT

Tweet This

www.wittyparrot.com

http://ow.ly/tVtxT

http://ctt.ec/ryHd9


11

cov-er


About Ted RubinTed Rubin is a leading Social Marketing Strategist, Keynote Speaker, Brand Evangelist and Acting CMO of Brand Innovators and in March 2009 started publicly using and evangelizing the term ROR: Return on Relationship™. You can read more about him at www.tedrubin.com

2 DEVELOP AN ACUTE ABILITY TO LISTEN by Ted Rubin

www.wittyparrot.com

http://www.tedrubin.com


12

cov-er


DEVELOP AN ACUTE ABILITY TO LISTEN by Ted Rubin

What if your point of difference was an acute ability to listen? What would that look like?

Yes, I recognize listening alone may not set you apart from the competition. From my experience, you may win more business using your ears and eyes than with any other marketing strategy. That’s because, with listening, you can understand your prospect, and that understanding will help you win new business.

With all the sales training offered out there, the most often overlooked and simplest to execute is the “art of listening.” Listening carefully attracts more clients and closes more sales than talking constantly about anything to do with you or the service you offer. Unfortunately, the typical sales person always has something more to say and a difficult time shutting up.

www.wittyparrot.com


13

cov-er


The following can improve your listening skills:

Listen with your eyes as well as your ears. Use your eyes and ears to show interest in your discussions with prospects. While listening carefully, your eyes can detect body language that can communicate information about what the person is saying and thinking.

Don’t “overpower” prospects. You will meet prospects that you know you can win over with your intelligence, charisma, and confidence. If you treat these prospects with condescension because you know immediately they are within your grasp you will overpower and lose them. Don’t argue with prospects. If a prospect makes a statement that you strongly disagree with, do not get into an argument. Diplomatically and respectfully discuss your opinion. Your sincere respect for his or her point of view will build admiration and loyalty. Your purpose is to encourage your prospect to speak freely and opening… making you a friend and confidant. Never knock off the competition. Remember that your prospects might be good listeners too. If you speak negatively about others, prospects may be uncomfortable giving you information about themselves. Avoid attacking others to raise your status. This tactic only makes you look petty, lacking in confidence in your own skills, and will most certainly backfire. Listen more than you talk. A sales call should be a dialogue — with your prospect talking more than you. Listen to every requirement, objection, and make note of as much personal information as possible. The only time you should monopolize the discussion is when you’re sure you have what they are looking for… and even that discussion should involve questions and answers from the prospect.As you can see, listening does not simply mean keeping your mouth

www.wittyparrot.com


14

cov-er


“Develop an Acute Ability to Listen” by @TedRubin | Download free eBook here: http://ow.ly/tVtxT

Tweet This

shut. The true value in listening is what you learn, in addition to making your prospect feel like they are being “heard.”

Listen, interpret, and display understanding. Concentrate on your prospect’s tone, inflection, body language, and breathing. With these clues, you’ll better understand the prospect, the needs, the wants, and how you can satisfy that need.

www.wittyparrot.com

http://ow.ly/tVtxT

http://ctt.ec/8M971


15

cov-er


About Justin PirieSaaS and Cloud Product and Go-To-Market expert, scaling one of Europe’s largest SaaS companies in America. More at www.justinpirie.com

3 Learn to Leverage the Channel by Justin Pirie

www.wittyparrot.com

http://www.justinpirie.com


16

cov-er


Learn to Leverage the Channelby Justin Pirie

If you’re selling into the Enterprise, remember that most enterprises prefer to buy though the established channels as they have prior relationships with them.

For you, selling through the channel can however be a chicken and egg problem- which one comes first? Without customers, the channel isn’t interested, without channel, customers may not buy from you.

But it doesn’t need to be that hard.

You need to execute two broad strategies to make your channel strategy successful:

#1: Every time you secure a direct deal and it’s looking like it could close- ask the customer who they like to buy from. Then approach the channel partner and offer them margin for putting it on their paper. They’ve just earned money for doing (almost) nothing. We call this channel “pull”, where the channel is pulled into deals. Now you can

www.wittyparrot.com


17

cov-er


follow that deal up looking for other deals in their accounts.

#2: When you get a partner interested in joining your partner program, treat them as if they’re part of your actual team rather than a separate organisation. What are their goals? New business? Upsell? Cloud? Services? Align your plans with what they’re looking to do, then do the work for them. We’ll assign resources to channel partners to drive their business, which drives ours.

Ultimately, sales relationships are built on the dollars and cents transacted between vendors and partners. New vendors looking to gain the attention of the channel need to put that front of mind when engaging partners. They’re not going to do any heavy lifting until you’ve cemented that relationship in revenue. Until then, it’s up to the vendor to do it.

“Learn to Leverage the Channel” by @justinpirie |Download free eBook here: http://ow.ly/tVtxT

Tweet This

www.wittyparrot.com

http://ow.ly/tVtxT

http://ctt.ec/o82OE


18

cov-er


About Glenn GowGlenn Gow is founder and CEO of Crimson Marketing, an expert in marketing strategy for technology companies and author of the book “Revenue and the CMO”. More about Crimson Marketing at www.crimsonmarketing.com

4 Move On. Quickly! by Glenn Gow

www.wittyparrot.com

http://www.crimsonmarketing.com


19

cov-er


Move On. Quickly! by Glenn Gow

As a sales professional, your greatest asset is your time. The mostimportant thing you can do is ensure you are spending time with thepeople who represent the greatest lifetime value for your business.Another way to look at this is to spend as little time as possible withanyone who represents a low lifetime value for your business.

You may be tempted to spend time talking with low value individualsin the “hope” they can be valuable, or might become valuable. Or, evenworse, you spend time with them because it feels productive. Themore experienced you become, the faster you will realize that it’s aflawed strategy.

The most important thing a sales professional can do is “Move On– Quickly!” (politely and professionally) when you find yourselfspending time with the wrong person. This is the only way to guaranteeyou will spend your precious time with the right people.

“Move On. Quickly!” by @CrimsonCEO | Download free eBook here: http://ow.ly/tVtxT

Tweet This

www.wittyparrot.com

http://ctt.ec/VPMe0

http://ctt.ec/VPMe0

http://ctt.ec/VPMe0


20

cov-er


About Bob ApolloBob is CEO of UK-based Inflexion-Point Strategy Partners. He works with B2B-focused businesses, helping them to systematically transform their sales and marketing performance. More at: http://www.inflexion-point.com

5 The Sales and Marketing Conversation Should Never be About You by Bob Apollo

www.wittyparrot.com

http://www.inflexion-point.com


21

cov-er


The Sales and Marketing Conversation

Should Never be About You by Bob Apollo

It’s been said often enough, but it’s worth repeating: your prospects (if they have any sense) are NOT interested in what you do. They are, however, interested in what you could help them achieve, and they are even more interested in what you have already helped other organisations like theirs to achieve.

They don’t want to hear that what you do is faster, cheaper or better than your competitors, because they expect all suppliers to say that, and they expect them all to lie (usually with good justification). That sort of messaging goes in one ear and out of the other without stopping in between.

In addition to what you have achieved for other organisations like their own, they want to understand what sets you apart. They want to understand how your approach is distinctively different, because that’s the sort of information that might make them sit up, pay attention, and remember what you’ve just said.

www.wittyparrot.com


22

cov-er


They want to be educated. They want to learn from the experiences of others. They want you to give them the full picture, warts and all, and not sweet-talk them with impossible to deliver promises or claims. They want you to tell them how it is. They want you to help them navigate the obstacles that might stand in their way.

And once you have won their trust, they want (and need) you to help them sell the need for the change and the benefits of your approach to their colleagues across the organisation. They want you believe that you will be a reliable partner before they decide to do business with you.

But if you insist - as so many other organisations do - on basing your marketing messages and your sales conversations about what you do, your failure should come as no surprise.

“The Sales and Marketing Conversation Should Never be About You” by @bobapollo |

Download free eBook here: http://ow.ly/tVtxT

Tweet This

www.wittyparrot.com

http://ow.ly/tVtxT

http://ctt.ec/VD6bj


23

cov-er


About Nancy NardinTop Sales Productivity and Tools Expert: Top 50 Retweeted Vendors by B2B Marketers, Named Top 25 Sales Bloggers (HubSpot), Named Top 25 Sales Industry Influencers 2013 (OpenViewLabs and InsideView) Named 20 Women to Watch in Sales Lead Management 2012 & 2013 (SLMA). More at www.smartsellingtools.com

6 Conduct a Sales Energy Audit: Increase Revenue by Shifting Your Sales-Energy Use. by Nancy Nardin

www.wittyparrot.com

http://www.smartsellingtools.com


24

cov-er


Conduct a Sales Energy Audit: Increase Revenue by Shifting Your Sales-Energy Use.by Nancy Nardin

Twenty years ago, the connection between energy efficiency and environmental benefits was poorly understood by the general population. Today, nearly everyone agrees that it’s important to save energy. Business owners and corporations are stepping up their efforts as well, recognizing that saving energy adds to the bottom line. And that last sentence is a bit of an under-statement.

But there is another way that businesses can benefit by improving its use of energy. In this case, I’m referring to its use of Sales Energy. Each salesperson in your team has a limited amount of sales energy (or sales capacity) to use throughout the year. Tallying up the sales capacity for your team or entire organization will give you your over-all sales capacity. As a rule-of-thumb, we estimate there are 215 selling days totaling 1720 hours per rep.

Here is the important take-away: You maximize revenue when you optimize the use of that limited capacity. Auditing how your sales representatives use sales capacity is not much different from

www.wittyparrot.com


25

cov-er


conducting an energy audit in your home. Home energy auditors take a look at a number of factors such as the orientation of your home to the sun and the type of windows and insulation. They can estimate the energy wastes and tell you what to do to conserve and lower your energy bill.

To make sure you’re getting optimal use of Sales Energy, you’ll want to conduct a Sales Energy Audit. The end-goal is to reduce the energy waste (sales capacity spent on non-selling tasks) and increase the output of your use of energy (revenue).

The first step in a Sales Energy Audit is to assess the amount—and use of—energy used during each stage in the sales cycle and for administrative/operational tasks.

The easiest method is for you as the Sales Manager to make your best guess at the total number of hours, or the percentage of time, spent talking with prospects and the total spent on everything else.

A more comprehensive audit would include interviewing reps. If you were to ask them, you’d likely find that salespeople will report-back a far different estimate. It can get complicated. That’s why, as with home energy audits, it’s useful to have an outside company like Smart Selling Tools perform the evaluation.

Research has shown that on average 35% of a Sales Rep’s time is spent selling, remanding the bulk of their time—65%—to other activities. Where it gets interesting is when you calculate the potential increase in revenue made possible by a slight shift in those percentages. According to our Sales Efficiency Principle, a small shift of time-use results in a significantly higher percentage gain in revenue.

www.wittyparrot.com


26

cov-er


The challenge for sales organizations is to realize that sales capacity is limited. There are a finite number of days and hours in a sales year. A close examination of sales capacity utilization will tell you whether you’re getting the highest amount of output possible from your use of sales energy.

“Increase Your Revenue by Shifting Your Sales-Energy Use” by @sellingtools | Download free eBook here:

http://ow.ly/tVtxT

Tweet This

www.wittyparrot.com

http://ow.ly/tVtxT

http://ctt.ec/z7Q82


27

cov-er


About Peter WinickPeter enables thought leaders, authors and gurus to monetize their content through books, keynote speaking, the creation of training services and products and consulting and assessment tools. More at www.thoughtleadershipleverage.com

7 If the Deal is Not Right, Make it Easy for Them to Say No. by Peter Winick

www.wittyparrot.com

http://www.thoughtleadershipleverage.com


28

cov-er


If the Deal is Not Right, Make it Easy for Them to Say No. by Peter Winick

Sales, especially B2B complex sales involve the buy-in of many parties and the investment of a significant amount of time, resources and energy from both the buyer and the seller. You want to get to “Yes” (assuming the deal is a solid deal for all parties) but the reality is that a “No” happens. In fact, it probably happens to most salespeople more than a “Yes” happens.

If a “No” is going to happen your preference should be to have it happen sooner, rather than later. Value your time and resources and manage your pipeline like you would a portfolio. Weed out the non-performers (the no’s) and focus your attention on those that have the highest possibility of being a Yes. If you are like most salespeople, you keep deals on life support far longer than you should. When a prospect is dragging their feet, when they keep asking you to circle back in two months, when they become unresponsive, when you know from experience it isn’t going to happen than you need to have “the talk” with them.

www.wittyparrot.com


29

cov-er


Many prospects don’t like to say No, it makes them uncomfortable and they make actually like you but know they won’t be doing business with you but string you along for months on end. When I have accounts that are not moving anywhere or are moving at a glacial speed I try to give them permission to “end our relationship” or “just be friends”. I might let them know that we’ve been discussing issue X for Y months and that we’ve spent a lot of man hours and invested a lot in the process but it doesn’t appear that the timing is right or the solution is a fit. Would it be ok if I stopped following up?

Often just framing it in a way that makes it less uncomfortable for them to be frank is in everyone’s best interest.

Give it a shot-- a no is better sooner than it is later.

“If the Deal is Not Right, Make it Easy for Them to Say No” by @PeterWinick |Download free eBook here:

http://ow.ly/tVtxT

Tweet This

www.wittyparrot.com

http://ow.ly/tVtxT

http://ctt.ec/HMc63


30

cov-er


About Andy PaulAndy Paul is author of the award-winning book, Zero-Time Selling: 10 Essential Steps to Accelerate Every Company’s Sales. A sought-after speaker and business coach, Andy conducts training, coaches and consults with CEOs and sales teams to teach them practical selling strategies that use responsiveness, speed and simple sales processes to increase sales. More at www.zerotimeselling.com

8 Do You Visualize Sales Success? by Andy Paul

www.wittyparrot.com

http://www.zerotimeselling.com


31

cov-er


Do You Visualize Sales Success?by Andy Paul

Do you dream about being successful in sales?

Or do you visualize your sales success?

Do you dream about winning the order?

Or, do you visualize the actual steps you will take to help your prospect make the winning purchase decision?

You only have only a limited number of opportunities to interact in meaningful way with each prospect during their buying cycle. As I write in my book, Zero-Time Selling, the era of the ad hoc sales call is finished. Your prospects don’t have the time to waste on unproductive sales calls with sellers that do not provide them anything of value, that do not help them move closer to making a decision.

This means that when you have the opportunity to engage with a prospect you should leave nothing to chance. You have to be prepared.

One crucial step of preparation for each sales call is to use a simple visualization technique. For each upcoming sales call with your

www.wittyparrot.com


32

cov-er


prospects, whether it is in-person, online or on the phone, do you mentally establish a goal and a desired outcome for that interaction? And then, do you mentally walk through the steps you need to accomplish to achieve that outcome?

This is a necessary discipline that salespeople need to practice and sales managers have to coach their direct reports to use.

There are three easy steps for visualization that you can exercise to improve your sales results.

1. Establish a Desired Outcome for Each Sales Call

What is the outcome that you envision for the sales call? (This could be a phone call, video chat, in-person). The outcome needs to be defined in terms of an action your prospect will take to move one step closer to making a decision.

2. Mentally Practice the Steps You Will Take During the Call

What is the process you will follow, what are the series of steps you will take, that will result in the outcome you desire? Identify and practice the specific questions you will ask the prospect.

3. Anticipate the Prospect’s Answers and Follow-on Questions

You have to mentally visualize the “if-thens” that could occur during the sales call. What this means is that if the prospect asks question A; then what will be your response? If the customer asks Question B, then how will you respond? You need to know how you are going to answer those questions before you speak with the prospect. Create a list of these questions and visualize how you will answer them. If you want to be extra-prepared use a colleague or a manager to help you role-play and rehearse important sales calls. You can’t anticipate with 100% accuracy every question the prospect may ask, but you can prepare.

www.wittyparrot.com


33

cov-er


Remember that an important sales call is the time for preparation, not improvisation.

“Do You Visualize Sales Success?” by @ZeroTimeSelling” |Download free eBook here: http://ow.ly/tVtxT

Tweet This

www.wittyparrot.com

http://ow.ly/tVtxT

http://ctt.ec/Zqfzw


34

cov-er


About David Meerman ScottDavid Meerman Scott is a Marketing & Sales Strategist, keynote speaker, and bestselling author of 9 books including “The New Rules of Marketing & PR” and “Newsjacking”. More at www.webinknow.com

9 Newsjacking Leads Buyers Directly Into Your Sales Process by David Meerman Scott

www.wittyparrot.com

http://www.webinknow.com


35

cov-er


Newsjacking Leads Buyers Directly Into Your Sales Process by David Meerman Scott

The idea of newsjacking is quite simple: it is the art and science of injecting your ideas into breaking news, in real-time, in order to generate media coverage and social attention for yourself or your business.

Thousands of people have used the technique to get their take into news stories like when marketers at Oreo Tweeted an image with the line “You can still dunk in the dark” during the 2013 Super Bowl blackout. That one tweet generated attention from millions.

Today’s online tools can notify you instantly when something is said about your industry or marketplace. By monitoring keywords and phrases on the web and Twitter, you will instantly see the stories that you might be able to contribute to.

Many companies now use newsjacking not just as a PR technique but

also as a tool to generate sales leads and drive new business. It works even in highly regulated industries like healthcare and finance.

www.wittyparrot.com


36

cov-er


For example, consider what Jeremy Harrison of MultiCare Health System, an integrated health organization made up of hospitals, primary care and urgent care clinics, multi-specialty centers, Hospice, Home Health, and other services, located in Washington state did.

Jeremy says that they sprung to action, publishing real-time content to become a part of a conversation happening online after an emotional episode of Downton Abbey dealing with eclampsia.

Jeremy and his team wrote a blog post right away and shared it on Facebook and Twitter. The post “Doctor Q&A: ‘Downton Abbey’ Highlights Dangers Of Eclampsia” that was available the day after the episode aired in January 2013 right when people were discussing eclampsia. Within the blog post were links where interested people could learn more or book an appointment with a physician.

The team shared on Facebook and on their @MultiCareHealth with this tweet: “Wondering about #eclampsia after last night’s Downton Abbey? We’ve got answers here.

The blog post quickly generated well over 1,000 pageviews, with people spending an average of five minutes on the page.

Jeremy can directly trace about 30 clicks through to the MultiCare Find a Physician page in their Women’s & Children’s careline, with some of those people booking appointments.

Newsjacking helped drive people into MultiCare’s buying process.

Being a part of the conversations around breaking news stories can drive sales for your business too.

“Newsjacking Leads Buyers Directly Into Your Sales Process” by @dmscott | Download free eBook here: http://ow.ly/tVtxT

Tweet This

www.wittyparrot.com

http://www.multicare.org/home/news/article/doctor-qa-downton-abbey-highlights-dangers-of-eclampsia



http://ow.ly/tVtxT

http://ctt.ec/Mr8gE


37

cov-er


About Lori HarmonLori Harmon is a veteran high-tech executive with more than 25 years of strategic and operational experience in all major functional areas including, sales, support, and marketing for some of Silicon Valley’s leading companies. Lori is the CEO and Founder of Quantum Sale helping companies maximize revenue through optimizing their Sales and Sales Operations organizations.

10 Maximize ROI From Your Meetings by Lori Harmon

www.wittyparrot.com

http://quantum-sale.com/


38

cov-er


Maximize ROI From Your Meetings by Lori Harmon

Did you know? Sixty-five percent of a typical sales rep’s time is spent on activities that do not generate new sales. With only 215 selling days in a year, Sales management has to be very conscious that they, the executive management team and other functional groups, do not create time wasters for their Sales team. The individual reps have to stick to the sales process and push back on unnecessary interruptions in order to manager their time.

Meetings if not planned well, can be big time wasters. In a best practices environment, meetings should be limited to two hours per week and scheduled outside of the optimal calling hours.

This means if there is an important company meeting one week; another regular meeting may have to be cancelled. It also requires meetings be run efficiently and on time. Whenever possible, represent your team at meetings with other functional groups.

Often sales is invited to meetings that have no value to them, so these should be declined or pre-screened by management.

www.wittyparrot.com


39

cov-er


However, some meetings are unavoidable! To maximize the effectiveness of meetings for your team, a sales manager has to be an effective meeting planner, organizer and leader. Set an agenda with specific times for each topic and stick to it. If you are doing a by person forecast update and each rep has three minutes, stop them when they have used up their three minutes and have the rest of the conversation one-on-one so they are not taking time away from the other reps. Train and expect your reps to come to meetings prepared and able to efficiently explain key updates and points to their forecast.

By avoiding these time pitfalls, your sales team will have more time to sell and will be able to maximize their sales.

Think about it: What can you do to make the most of your meetings?

“Maximize ROI From Your Meetings” by @loriharmon | Download free eBook here: http://ow.ly/tVtxT

Tweet This

www.wittyparrot.com

http://ow.ly/tVtxT

http://ctt.ec/AudNk


40

cov-er


About Mitchell LevyMitchell Levy is the CEO and Thought Leader Architect at THiNKaha and co-host of Thought Leader Life. Read more and connect to him at About.me.

11 Social Selling <==> Thought Leadership <==> Micro Marketing by Mitchell Levy

www.wittyparrot.com

http://www.mitchelllevy.com/

www.thinkaha.com

http://about.me/mitchelllevy


41

cov-er


Social Selling <==> Thought Leadership <==> Micro Marketing by Mitchell Levy

Thought leadership is a heavily used term these days, but is it overused?

Some may say so.

You shouldn’t.

For the sales professional, it represents the opportunity to change with the times. With the growing customer empowerment, 60-80% of the buying cycle is now transparent to the sales professional and the seller. Good for the customer, bad for the sales professional. How can you stay relevant in these changing times?

Social selling.

It’s no longer the task/privilege of the sales professional to educate

www.wittyparrot.com


42

cov-er


the buyer at the beginning of the sales cycle. It’s the sales professionals’ responsibility to be a trusted advisor.

You need to be the expert on your product and its use in the vertical that you sell into (e.g. the thought leader).

Aha #10 from my book #CREATING THOUGHT LEADERS (2013, THiNKaha) says “The thought leader you want to be is one who wants to share knowledge and help people be more successful.”

The buyer needs to feel comfortable that you have their best interest at heart, that you will guide them to the right solution that fits their needs and that you’ll be around when they either need help or have problems using it.

Aha #47 says that “Thought leaders are known; they are recognized. Rightly or wrongly, they are more trusted.”

This is social selling. Two of its key advocates are Jill Rowley @jill_rowley from Oracle and Julio Viskovich @JulioVisko from Hootsuite.

The change in the sales cycle they are advocating is to encourage all sales professionals to be thought leaders. From this sharing of thought leadership, sales professionals essentially become their own micro marketers. This doesn’t mean they have to come up with the thought leadership content to share.

It’s sales responsibility to look to marketing to supply the thought leadership content they need. Marketing should be supplying content that sales can curate to make their own. Check out the THiNKaha App on iTunes to help with this sharing.

www.wittyparrot.com


43

cov-er


“Social Selling <-> Thought Leadership <-> Micro Marketing” by @happyabout | Download free eBook here:

http://ow.ly/tVtxT

Tweet This

To stay relevant in this shift of the buying cycle, you must start deploying social selling (e.g. become a thought leader, a micro marketer). Who knows, you may even like it. Aha #140 “Being a thought leader is one of the most rewarding positions in life. Why not work to make it yours?”

www.wittyparrot.com

http://ow.ly/tVtxT

http://ctt.ec/HZ6x1


44

cov-er


About Mark FaustMark is a growth advisor and professional speaker and founder of www.EchelonManagement.com. His bestselling book “Growth or Bust! Proven turnaround strategies to grow your business” is available at all retail Barnes and Noble stores. Sign up for Mark’s 1000 tweets towards growth at @MarkFaustSr

12 How the Options Strategy Can Grow Profits By Mark Faust

www.wittyparrot.com

http://www.echelonmanagement.com

https://twitter.com/MarkFaustSr


45

cov-er


How the Options Strategy Can Grow Profits By Mark Faust

I have used this sales productivity strategy to literally save clients from bankruptcy and it has done more to increase sales productivity than any appointment setting ploy or time management tactic. It will improve your closing ratios, average customer share and overall profitability.

The point is to give a set of options to say yes to. Customers can’t spend more with you if they aren’t aware of the value offered through your highest priced and best options.

Because many are vexed by the question, “What should we charge?” “What is their investment threshold?” or worse, “Did we leave too much on the table?” an effective way to overcome those concerns, reduce haggling, unnecessary negotiations and close more deals is to offer a set of options rather than just a yes / no decision. Buyers can negotiate with themselves as to how deeply they want to engage your services or invest in your products by choosing just one, all or a combination of your options.

www.wittyparrot.com


46

cov-er


Some call it “giving a choice of yeses.”

Give your team the tools to offer flexibility in options without implying to customers that there is flexibility in price. Negotiate value/options, rather than negotiating away your profits by cutting your price. If your team is concerned about going over your customers’ budget, show them how they can reduce the amount of services/product/value you will deliver, keep price integrity and yet still secure a profitable engagement.

Big Sales Increases Can Come from Little Tweaks

Imagine a company that is struggling for survival, and your sales team has a current closing ratio of 25% and with ideas like the above you can increase it to 35%. Now imagine with the tactic of asking for more, by offering bigger options, you are able to increase the average size of orders by 25%. The synergy of these two leverage points may very well enable you to increase sales by 50% to 80% and profit margins by a few significant points as well.

Most every company can create a “gold, silver and bronze” version of their offerings. Whether gold is adding guarantees and added service offerings or simply longer term engagements, gold offerings will deliver more value to the right customers as well as improved profits for your bottom line. Investing time on a regular basis to innovate how you package your offerings will often be as profitable as R&D and at much less the costs. Give your customers a choice of yeses, and watch “no’s” decrease and profits increase.

“How the Options Strategy Can Grow Profits” by @MarkFaustSr | Download free eBook here

http://ow.ly/tVtxT

Tweet This

www.wittyparrot.com

http://ow.ly/tVtxT

http://ctt.ec/221oe


47

cov-er


About Jill KonrathJill Konrath’s career is defined by her relentless search for fresh sales strategies that actually work in today’s business environment. She’s the author of two bestselling sales books and is a popular speaker who helps sellers crack into new accounts, speed up sales cycles and win more business. You can learn more about her at http://www.jillkonrath.com/

13 Two Confessions of a Closet Slug to Help You Sell More by Jill Konrath

www.wittyparrot.com

http://www.jillkonrath.com/


48

cov-er


Two Confessions of a Closet Slug to Help You Sell More by Jill Konrath

How will I get it all done? There’s more here to do than is humanly possible. All this email is killing me. That’s what’s going through my mind right now. I’ve been at my desk since 7:30 this morning. I ate lunch in my office because there was no time to go out. I was on the computer or on conference calls for hours. Yet, at the end of the day, I’ve barely made a dent in my To Do list. Is it any wonder that I’m feeling overwhelmed? But here’s the truth. I like telling people I’m crazy-busy. It makes me sound important. Necessary. In demand. And, even worse. I use my time poorly. I make bad choices all day long that contribute to this predicament I’m in. Just this morning, a

www.wittyparrot.com


49

cov-er


hyperlink in newsletter article resulted in me squandering a half hour on interesting but low priority work. I let this happen too often. I know better. On days when I identify my key priorities upfront, barricade myself from interruptions and don’t check email all the time, I get a tremendous amount done. Plus, I have lots of time to do fun things. In reality though, I default far too often to this slothful behavior. I know I’m not alone in this area. But, it does have its upside … How I Learned to Compensate for Being a Slug Because efficiency is not my strength, I developed other strategies to be successful. You see, being productive isn’t just about being a disciplined taskmaster. It also is about being highly effective. Here are two strategies I leveraged to achieve sales success. 1. Precision Prospecting

Working with companies that have urgent and compelling needs leads to shorter sales cycles and less competition. When I stumbled across the concept of “trigger events” over 20 years ago, I was ecstatic. What are trigger events? They’re happenings either in a company, industry or general business climate that create opportunities for someone to use your products or services.Examples might be a new VP of Sales, stagnant 1st quarter earnings, a new strategic direction, new legislation, increased gas prices or multiple visits to your website. When I first started using this strategy, I leveraged the local business press to identify those opportunities. It’s still a good resource. But today you can Google Alerts as well as services offered by technology companies.

www.wittyparrot.com


50

cov-er


Using these “alert services” is the best way I know to get good business – quickly. 2. Quality Connections To me, every contact with a prospective customer is invaluable. I’m talking about every email, voicemail, phone call, online meeting or presentation. I know the key concerns of my primary decision makers. I invest time doing research on the company or industry. I spend time planning, to ensure that ruthless relevance in my messages. I try to quickly demonstrate my knowledge so they know I’m a credible resource. I write down the questions I want to ask. And, I know the logical next step that I’ll suggest at the end of a conversation. What is the impact? Fewer phone calls or emails. Fewer prospects. But more sales and bigger sales. The Big Challenge But it all comes down to this. For maximum impact, we need to be both efficient and effective. And, most of all, to lead the kind of life you really want to live – meaning having time for all the things you want to do – it’s important to gain control of how you spend your time. What are you doing to make that happen?

“Two Confessions of a Closet Slug to Help You Sell Better” by @jillkonrath | Download free eBook here:

http://ow.ly/tVtxT

Tweet This

www.wittyparrot.com

http://ow.ly/tVtxT

http://ctt.ec/36d07


51

cov-er


About Mark Roberge Mark is Chief Revenue Officer of the HubSpot Inbound Sales Division. Prior to this role, Mark served as HubSpot’s SVP of Worldwide Sales and Services from 2007 to 2013, during which time he increased revenue over 6,000% and expanded the team from 1 to 450 employees. You can learn more about HubSpot at www.hubspot.com

14 Show Up Powerfullyby Mark Roberge

www.wittyparrot.com

http://www.hubspot.com


52

cov-er


Show Up Powerfullyby Mark Roberge

1. Be a Digital Thought Leader to Your Prospects

Imagine this. Prospects are willing to rearrange their schedule to hear you speak. Better yet, the topic of the discussion is the value proposition that your company brings to the market.

That can happen! Make a goal for 2014 to become a respected thought leader to your prospects on the topics they care about and the problems you solve. Here is how to do it.

Take two hours per week that you would have spent prospecting and re-invest the time in digital networking. Follow the current thought leaders in your space on Twitter. Retweet, their stuff. They will likely follow you. They will likely Retweet, your stuff. Follow their blogs. Comment on their blogs. They will comment back. Ask them if they will guest post on your blog. Offer to interview them. Offer to submit a guest post for their blog. Prospects follow these thought leaders

www.wittyparrot.com


53

cov-er


today. Now they will start following you and, in turn, asking for your advice.

Follow this process for two months and then reflect whether those two hours per week would have been better spent prospecting. You will be amazed on how game changing that time becomes. I am not saying stop prospecting. I am just suggesting that sales people re-think the way they invest their time in an era when more and more prospects start their buying journey with an online search. 2. Use Technology to Listen to the Market

Your last sales call just ended. You have 20 minutes before your next appointment. Time for some prospecting. Who do you call?

As an industry, we have done a poor job of addressing this question. Sales people often bring up their prospecting list and sort by Last Touch or even worse, alphabetically.

A better answer would be the last person that opened a prospecting email or visited your website or connected with your CEO on social media. The number of online buying signals from our prospects is increasing every day but we are not listening. There is an explosion of tools built for the sales person that help save time and increase productivity. I believe there is a big opportunity for sales people to adopt these tools in 2014 and make more money in less time.”

“Show Up Powerfully” by @markroberge | Download free eBook here: http://ow.ly/tVtxT

Tweet This

www.wittyparrot.com

http://ow.ly/tVtxT

http://ctt.ec/mX3hi


54

cov-er


About Paul D’Souza Paul D’Souza is the Author of the sales book “The Market Has Changed... Have You?” Paul is also a Speaker on the primary subject of accessing one’s creative genius while engaged in the business of life and living. Paul serves as the Vice President of Sales at Top Gun Sales Performance in Cincinnati, OH. You can learn more at www.topgunhq.com

15 The New ABC of Sales … Always Be Caring ! by Paul

D’Souza

www.wittyparrot.com

http://www.topgunhq.com


55

cov-er


The New ABC of Sales … Always Be Caring ! by Paul D’Souza

“The market has changed”! could really be the understatement of the decade. ABC in sales used to mean “Always Be Closing”; as most of you would remember.

It came from a time when customers tolerated obnoxious and manipulative sales people. Simply because they (the customers) did not have very many choices available to them, like we do now today. In those days, they referred to “Closing” a deal as the transaction that really, if you think about it … “Started” a new relationship.

The market “Has” changed and buyer behavior has changed and so should your thinking, speaking and acting.

Linguistics really do set the stage for how we act. They set the mood if you will. And our thinking impacts how we speak. So thinking about how you can serve your clients, will create the space for you to ask a different type of question. A question that will demonstrate how much

www.wittyparrot.com


56

cov-er


you really “Care”, once you do that; simple math takes over. The more people you care about, the more opportunities you will have to start relationships of trust.

Ok, so that is the outline of the strategy but you would really like to see how this impacts everyday sales activity, right? You want a tip for crying out loud! I get it. I present to you my...

Hybrid Cold Calling Strategy

This strategy is hybrid, because it leverages Google Searches, LinkedIn, Cold Calls via the Telephone and email. It has produced a conversion rate of over 65% in the last 3 months that I have used it. It is totally anchored in demonstrating how much I care.

Step 1 - Identify Your Prospect

I take the time to get clear about who I am reaching out to and why I believe it would a valuable relationship for both of us. This is key. Do your research and be clear about how you can have a positive impact on your prospects life. Do it right or go find something else to do.

Step 2 - Reach Out

1. Leverage LinkedIn to see who they are and what is important to them. Send them a LinkedIn Request to get connected as a friend. In this email be brief and tell them you want to talk about something that you think will help them.2. Find their office number and leave them a VM and refer to the LinkedIn Request.3. If you have their email address, send them an email as well. Introduce yourself, be brief and tell them why you believe in all your heart they should get back to you.

www.wittyparrot.com


57

cov-er


Step 3 - Care

Once you connect, talk about how you want to learn more about what is important to them and take the conversation down the path of brainstorming how you could potentially help them solve their problem. Create the space for them to talk about their problems and the consequences they will have to face if they do not get them fixed. Offer guidance and genuinely find ways to help them; either by something you do yourself or make a referral to someone you know and trust who can help them.

If it makes good sense to do business … then do business.

In Conclusion:

This approach works - because it will always produces trust; a basic a requirement for any meaningful relationship between two people. Now since sales is fundamentally a human relationship; anchored in a transaction, you have a high probability of having a meaningful relationship that is beneficial to both parties.

Whether someone transacts with you today or not is secondary. They might very well make a referral to someone else who needs your services tomorrow and then come back to you when the time is right for them to transact with you.

“The New ABC: Always Be Caring” by @pdsouza | Download free eBook here: http://ow.ly/tVtxT

Tweet This

www.wittyparrot.com

http://ow.ly/tVtxT

http://ctt.ec/IG9aU


58

cov-er


About Paul Kirch Paul Kirch is known as an accomplished sales and sales management professional, though his background is so much broader. He is currently the President/CEO of Actus Sales Intelligence, a sales intelligence agency, known for helping its clients “sell smarter.”

16 Leverage the “Next Step” Strategy by Paul Kirch

www.wittyparrot.com

http://www.actussales.com/


59

cov-er


Leverage the “Next Step” Strategy by Paul Kirch

First, understand that I’m a firm believer in building relationships with my clients. Note, I said clients and not customers. We build relationships with our clients, leading to greater loyalty. Whereas customers tend to be more transactional interactions, which are less focused on the relationship and more on an exchange of currency for goods.

My goal is to establish trust with my clients and any prospects I hope to turn into a client. Therefore, I look for ways to make their lives better, in hopes that they’ll think of me first when they need my services or even my advice. My goal isn’t to provide value, but to provide the most value possible, leaving them wanting more. If you really care about them, then this is not hard. My favorite approach is to always be thinking about how you’re going to serve them next. Also, you can’t build a mutually beneficial relationship with them if they do not become a client. This doesn’t mean you can’t have loyal prospects, but generally that leads to a one-sided relationship where you’re doing all of the giving and not receiving any benefit.

Therefore, it’s important that our efforts lead to a sale. We do this by remembering to always leverage a “next step” strategy. Every call, email, webinar, or other sales effort must be focused on the next move.

www.wittyparrot.com


60

cov-er


If you pre-plan your interactions, you can develop a strategy that keeps the process flowing. For example, if you meet a new prospect at an event, how can you schedule the next meeting? If you just provided a capabilities presentation, perhaps you can set them up with a demonstration tool, letting them know that you’ll follow up to find out their experience. What’s the next step? Perhaps it’s introducing them to your support manager. No matter the interaction, keep focusing on the next step. This requires planning and engaging them, but there’s no faster path to a sale than this. What if your sales process is online? It’s no different. All communication must lead them to another stage. If you make the communication valuable, they will come back wanting more.

There’s a time and place for marketing material, but it doesn’t always fit into a next step strategy, unless there’s a follow up strategy in place. For example, you might have a one page overview of your product offering that you know they’ll be interested in. Immediately schedule the follow up conversation. Case studies, white papers, articles, competitive intelligence and countless other value-based items can be powerful tools to execute that next step in the sales cycle. No matter your strategy and the tools you have, focused on getting them to buy while providing value. Once they purchase from you, the opportunity to get them to be a repeat buyer goes up exponentially, especially with a value-based approach, such as a next-step strategy.

Stop finding customers and focus on creating clients. If you do, you’ll never struggle for sales again

“Leverage the “Next Step” Strategy” by @paulkirch | Download free eBook here: http://ow.ly/tVtxT

Tweet This

www.wittyparrot.com

http://ow.ly/tVtxT

http://ctt.ec/2KaQ8


61

cov-er


About Dan McDade Dan McDade founded PointClear in 1997 to help B2B companies with complex sales processes drive more revenue through effective prospect development.

Dan is the author of The Truth About Leads, an insightful book that sheds light on the little-known secrets that help focus B2B lead-generation efforts, align sales and marketing organizations and drive revenue.

17 Don’t Turn Hunters Into Beaters by Dan McDade

www.wittyparrot.com

http://www.pointclear.com/


62

cov-er


Don’t Turn Hunters Into Beatersby Dan McDade

Don’t Turn Hunters into Beaters. Hunters need to focus on closing business, not beating the bushes looking for it!

A dedicated lead qualifying and nurturing group to keep your hunters focused on closing business.

Set up a hybrid marketing/sales function in the form of a dedicated group that can be either internal or an outsourced prospect development firm. This group applies qualifying and nurturing skills to assure all steps in the qualifying and nurturing process are correctly addressed. Real, sales-ready, leads are then handed off to sales for engagement and the close.

The group’s approach combines multiple touches, multiple media (outbound calls, voice mail messages, personalized email and direct mail), and multiple-cycle contact across the number of sales cycles needed until the window of opportunity is reached.

www.wittyparrot.com


63

cov-er


“Don’t Turn Hunters Into Beaters” by @dandade | Download free eBook here: http://ow.ly/tVtxT

Tweet This

How this fixes the forecast: Sales is able to more efficiently focus on what it does best: engage with highly qualified prospects and move them toward win status.

www.wittyparrot.com

http://ow.ly/tVtxT

http://ctt.ec/756sU


64

cov-er


About Mark Gibson Mark heads the global marketing team at WittyParrot as VP - Marketing.

Mark is an experienced sales and marketing professional and consultant, with 30 years of international sales, marketing and business development success.

Since founding Advanced Marketing Concepts in the UK in 2004, Mark has consulted to B2B companies selling to the early market and has helped established companies to overcome the weak pipeline, no lead-flow and weak sales engagement problems caused by weak messaging

18 It’s Not How You Sell, It’s How Prospects Buy by Mark Gibson

www.wittyparrot.com


65

cov-er


It’s Not How You Sell, It’s How Prospects Buy by Mark Gibson

The 2013 sales results are in for B2B companies and they are disappointing.

Sellers are struggling and buyers are in charge. Is it time to align our sales and marketing organizations around how buyers actually buy and to develop a language and process that efficiently facilitates the buyer’s journey?

Findings in CSO Insights 2014 Sales Performance Optimization Survey indicate that in 2013:

• Only 58.2% of reps made quota,• The burden for surfacing leads continues to fall on salespeople• Salespeople are having more difficultly converting qualified leads to first conversations.• Win rates of forecast deals are lower on a year-over-year basis.• Poor forecast accuracy is a sales management problem to be addressed

www.wittyparrot.com

http://www.csoinsights.com/assets/files/2014-Sales-Performance-Optimization-Sample.pdf


66

cov-er


Scott Santucci from analyst firm Forrester, suggests that leads fail to make it through the sales process at least 80% of the time. What is poorly understood is why and what levers to pull to address the issues above. Looking through the Wrong Lens?

Sales performance metrics are derived from sales qualification steps and the general approach of forecasting based on the sales funnel is obsolete.

Sales funnel process and metrics were inherited from an era when salespeople were “masters-of-the-universe”, as described by Tom Wolfe.

While buying behavior has changed radically, sales and marketing organizations are change resistant and struggling to adapt. A symptom of the problem and contributor to forecasting inaccuracy is that salespeople typically think their sales opportunity is one or two steps in advance of where the buyer actually is in the buying cycle.

Buyers are in Charge of their Buying Process

Much recent debate about the point at which salespeople are engaged in the buying process motivated me to write an in-depth review of buying-selling process, which is soon to be published under a provisional title, “The End of Selling” Buyers acquire technology products with or without the help of the vendor and will engage sellers based on their tolerance for risk. Early adopters have a higher tolerance for risk and will engage vendors earlier in their buying process.

www.wittyparrot.com

http://www.amazon.com/BONFIRE-VANITIES-Tom-Wolfe/dp/B001IZNBAC


67

cov-er


A Universal Buying Process

There is a universal process that all organizations and individuals follow to reach purchasing decisions exceeding the disposable monetary threshold. This process is universal and linked to human nature, which explains why it does not vary across cultures.

Every purchase goes through predictable steps formally or informally, with or without the vendor.

It’s easy to remember as it has huge I-M-P-A-C-T on organizational performance.

IMPACT is a concept from the book “Why Killer Products Don’t Sell” by Dominic Rowsell and Ian Gotts

Mapping the Buying Process onto the Selling System.IMPACT Steps

I – Identify | Someone or something (e.g.: brainstorming) triggers the need for an investigation into satisfying a competitive disadvantage, need to reduce risk, or achieve revenue or profit goals.* First light touch on your Website, assuming you will get found, most vendors unaware* Joint Venture discussions start here. M – Mentor | Someone in the buying organization is designated, or

www.wittyparrot.com

http://www.amazon.com/BONFIRE-VANITIES-Tom-Wolfe/dp/B001IZNBAC

http://www.amazon.com/Why-Killer-Products-Dont-Sell/dp/1906465266


68

cov-er


decides to run with an investigation into feasibility of satisfying the need. That someone (we call them Mentor) will become your point of contact for the initial conversations.

* Reads blogs, downloads your eBooks, views Slideshare which is why inbound is so important* Should not appear in the forecast, this is a marketing lead* Early adopters will engage innovative vendors

P – Position | This is where a buying process starts becoming real – meaning that a need or objective is defined, funds and resources start being allocated to achieve the objectives outlined.

* Not qualified until it passes this phase through to Assessment, should not appear in forecast.* Most leads die here; lacking a strong champion, consensus, or outgunned by competing projects * Mid-funnel, buyer looks at demo’s, webinars, may engage early mainstream vendors

www.wittyparrot.com


69

cov-er


A – Assessment |This is the due diligence phase where feasibility is assessed, risks are discussed and debated.* Early majority buyers engage mainstream vendors, i.e. 50-70% through their buying process.* Opportunity appears in the forecast for the first time C – Case | Case is where the business needs are converted to a real project or product specifications. * Typically when an RFP shows up* ROI calculators, social proof needed

T – Transaction | Transaction is the business phase for the sale. Prices are discussed and negotiated and the fit is determined for a relationship moving forward.* Beware the late invitation to respond to an RFP, unless you are a commodity player. Conclusion By creating a common understanding and vocabulary, based on how buyers actually buy, we create opportunities to connect and communicate with buyers in their process. More importantly by optimizing our value chain to best our serve buyers, we create opportunities to reduce COS and improve profitability.

The alternative is continue to decipher the semaphore of the salesperson’s best guess

“It’s Not How You Sell, It’s How Your Prospects Buy” by @rmarkgibson |Download free eBook here:

http://ow.ly/tVtxT

Tweet This

www.wittyparrot.com

http://ow.ly/tVtxT

http://ctt.ec/dIQt9


70

cov-er


About Anil Jwalanna Anil is the CEO of WittyParrot and the visionary behind the product and platform strategy. Anil has built and managed SaaS and technology product platforms at start-ups and large enterprises for over 15 years.

Anil previously served as CEO of PushPoint Mobile and CTO of iCharts, both mobile commerce and data visualization SaaS companies. Anil holds business degrees from the Berkeley Haas School of Business and the Columbia Business School and an undergraduate in Engineering from Mysore, India.

19 Content Reuse can Accelerate Sales Cycles by Anil Jwalanna

www.wittyparrot.com


71

cov-er


Content Reuse can Accelerate Sales Cycles by Anil Jwalanna

Content reuse is becoming an important priority for B2B sales and marketing communication.

Why?

Because buyers will no longer tolerate a different conversation with salespeople than the one they have been having with the content being consumed on the supplier’s Website.

Congruence in the story sales and marketing is required and can shorten the sales cycle when properly aligned.

For companies that intend to pursue a content marketing strategy and rise above the tide of mediocrity, this means creating quality, relevance and insight for the intended audience in every utterance.Here are 5 tips that will help to improve the quality of published content and the spoken word, while improving consistency of information across the organization.

www.wittyparrot.com


72

cov-er


1.Create Modular Content

Break large documents into smaller chunks of modular self-describing content that can be easily managed and used in multiple places in various contexts.

Buyers and customers expect to easily consume, precise and contextual information to find what they need to know, they don’t have time to wade through voluminous documents. Corey Sommers article “The Death of Marketing Collateral as We Knew it” is interesting, radical and relevant to this conversation.

Breaking down large documents into smaller chunks of information not only makes it easier to consume, but also enables re-use of content in different contexts. These content chunks can be readily adapted into multiple documents based on the context and relevance.

2. Assemble Modular Blocks

Instead of monolithic documents designed for one purpose, design documents, collateral, webpages and information products in such a way that they can be reproduced instantly by simply assembling self-describing content modules.

When a child sits down to play with Lego, they are constrained only by the number and shape of the individual Lego blocks in the set and their imagination. This is a useful and powerful concept for content creators.

Think of “Lego Blocks” as a metaphor to build Information components. Literally anyone with access to these information components can build any information product by using these Lego blocks of information.

3. Tagging Content Blocks

www.wittyparrot.com

http://www.wittyparrot.com/blog/the-death-of-collateral-as-we-knew-it

http://www.wittyparrot.com/blog/the-death-of-collateral-as-we-knew-it


73

cov-er


Finding the right information instantly and consistently is the key to successful use of information produced. Significant effort goes into producing effective messaging content, but little has been done to make it accessible.

Providing contextually correct content to buyers and customers when they need it will not only help buyers to make decisions faster but also helps to build the trust and rapport.

Capturing content metadata is extremely important to achieve the end goal of content accessibility and consumption.

Tagging is the simplest and easiest way of building metadata about the content.

Careful consideration is essential to identify and assign the right tags based on the characteristics of the content and context in which it will be used.

4. Content Collaboration

For successful creation, distribution and management of modular content components, it is essential to collaborate among stakeholders. Ownership of these modular blocks is essential to ensure that information is kept current. Multiple people may be involved creating, reviewing, approving and sharing the content.

Once an information component is ready for use, it should be tagged with proper metadata and published for consumption.

Distributed and loosely coupled collaboration on content creation and workflow management and version control ensures accuracy, consistency and currency of information. In addition, a mechanism should be established to capture the qualitative and quantitative feedback from consumers to improve the quality and usability over time.

www.wittyparrot.com


74

cov-er


5. The Right Tool

Choosing the right tool is critical in a successful content reuse strategy. Few tools exist that truly meet these requirements.

Here is the list of top 5 factors to consider while evaluating the tool:

1. Functional, intuitive and easy-to-use interface is crucial for successful adoption by stakeholders,2. Ability to collaboratively create, and manage smaller chunks of content individually and assemble into documents, collateral and other output forms,3. Ability to create, manage and capture rich metadata from diverse sources about information components and clusters of content, as well tag, index and comment on use of the content,4. Intelligence to interpret and infer the user’s context to find the relevant content and present it to consumers instantly,5. Seamless access and delivery of relevant content anytime, anywhere on any device is critical to the success of content strategy

“Content Reuse Can Accelerate Sales Cycles” by Anil of @wittyparrotapp |


Tweet This

www.wittyparrot.com

http://ow.ly/tVtxT

http://ctt.ec/7af8L


75

cov-er


About Mike BosworthMichael Bosworth is noted for founding and growing Solution Selling®, one of the most successful virtual companies in the B2B arena. He is currently involved in two start-ups, Mike Bosworth Leadership and WeConcile®. MBL teaches Story Seekers™ workshops. You can learn more at http://www.mikebosworthleadership.com

20 How to End a Sales Slump by Telling Stories by Mike Bosworth

www.wittyparrot.com

http://www.mikebosworthleadership.com


76

cov-er


How to End a Sales Slump by Telling Stories by Mike Bosworth

Mike Bosworth worked as a sales manager at Xerox Computer Services in 1979 with Neil Rackham when he was researching what became the SPIN project .

Neil could map the sales productivity rise from new hire to a peak performance (around 18 months at Xerox), and then almost to the day, predict the decline, followed by loss of sales rep motivation and morale.

Xerox knew the problem existed, but it took Neil Rackham to pinpoint why it was happening. What Rackham found was that sales productivity rose over time until the salesperson had gained the expertise of having seen every permutation of buyer problem and need.

The first day of the 19th month on quota, instead of listening to the prospect to learn what the buyer problem was, the sales rep could not contain themselves and prematurely elaborated what the prospect “needed to do.” Try telling your spouse a few “here’s what you need to do’s” tonight

www.wittyparrot.com


77

cov-er


when you get home and observe the reaction. Prospects go from curious and open to defensive to blocking and pulling away from salespeople who tell them what they need to do to solve their problem.

Jeff is around 30 years old, working for an SEO software company. He was one of the original salespeople in the company, and although he had been the #1 seller for the previous 12 months, he was in a slump.

As with most salespeople and athletes in a slump, if they knew how to end it they would!

Jeff was ‘stuck’ in his slump and didn’t know how to get out of it.

In a public Story Seekers™ workshop, Jeff discovered why he was in his slump when he saw the chart from research Neil Rackham did at Xerox in 1979

www.wittyparrot.com


78

cov-er


The day after the workshop Jeff had three demonstrations scheduled. He was able to catch himself wanting to tell his buyer what they should be doing and what they needed, and instead told each a story about how a peer had solved a similar problem. This put the prospect in the story and connected them emotionally to Jeff’s approach.

Jeff’s slump ended that day with three new customers.

“How to End a Sales Slump by Telling Stories” by @MikeBLeadership |Download free eBook here:

http://ow.ly/tVtxT

Tweet This

www.wittyparrot.com

http://ow.ly/tVtxT

http://ctt.ec/Cn8c2


79

cov-er


About Linda Richardson Linda Richardson is the founder and Chairman of Richardson, a global sales training company and the author of “Changing the Sales Conversation”.

As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence for 2006 and in 2007 she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.”

Visit: www.lindarichardson.com

21 Follow a Sales Methodologyby Linda Richardson

www.wittyparrot.com

http://www.amazon.com/Changing-Sales-Conversation-Connect-Collaborate/dp/0071823654

http://www.lindarichardson.com


80

cov-er


Follow a Sales Methodology by Linda Richardson

Do you have a sales methodology that your team follows? Let’s step back. What is a sales methodology? Sales best practices? A sales process? Documented steps/procedures in the sale? Sales skills? Tools? All of the above? A sales methodology is the system a sales organization follows to win business. In one sense (not the best sense), every sales organization and/or salesperson has a sales methodology, whether it is the remnants of one that had once been put in place, the norm people follow, or what a particular salesperson has figured out for him or her. An effective sales methodology is one that a sales organization has thought out clearly and provides to its sales force. The differences between a sales methodology that just exists because a company or most salespeople pretty much operate that way and a highly effective sales methodology boils down to six critical success factors. 1. Documentation: Map out clear steps as a guide for salespeople to follow/repeat.

www.wittyparrot.com


81

cov-er


2. Best Practices: Embed it with what your top performers consistently do.3. Training: Prepare your sales force to ensure they have the knowledge and skills needed to carry out the steps.4. Tools: Give salespeople and sales managers tools, such as easy to use CRMs, planners, access to research … to make them more productive.5. Execution: Follow it and coach to it.6. Assessment: Ongoing feedback, tweaking, and refinement. The goal of having a sales methodology is to win more deals and to win them more quickly. The initial question was do you have a sales methodology. The second question is if not, should you have one? Take the time to map out the steps it takes to identify and convert a lead into a customer. Make it a collaborative process your with marketing team and your top performers. It is more than worth the effort. Ten percent of your reps will do fine without a clear sales methodology. But 80% will do better with one.

“Follow A Sales Methodology” by @RichardsonSales | Download free eBook here: http://ow.ly/tVtxT

Tweet This

www.wittyparrot.com

http://ow.ly/tVtxT

http://ctt.ec/VrKE6


82

cov-er


About Dave Kurlan Dave Kurlan is a top-rated speaker, best-selling author, and sales development expert. He was a finalist for the Top Sales & Marketing Thought Leader of 2011. His company, Objective Management Group, won the award for Top Sales Assessment Tool from 2011 - 2013 and his Blog, Understanding the Sales Force, earned Top Sales & Marketing Blog from 2011 - 2013. He is also the CEO of Kurlan & Associates, a global sales consulting and training firm.

22 Live in your CRM by Dave Kurlan

www.wittyparrot.com


83

cov-er


Live in your CRM by Dave Kurlan

Most salespeople dislike their CRM application.

Get over it.

Regardless of which app, how many features, and how much data entry it requires, not using it is not an option.

Not only that, using it sparingly is not an option either.

Rather than living in your email, using your calendar and task list as tools, and visiting your CRM app as infrequently as you can manage, try reversing your priorities.

Live in your CRM application.

That is the one place you must start each day.

That is the only application that can show you at a glance, which opportunities need your attention, which require follow-up, which need to be moved along, which stage of the pipeline needs to be filled,

www.wittyparrot.com


84

cov-er


whether you have enough opportunities in the pipeline to hit your numbers, how you are trending, where you are dropping the ball, and what you need to do today.

Then, in order to support your pipeline building and development activities, you can use email as a tool, the phone as a tool.

Your calendar and task list are tools to support life in CRM as well.

I’m willing to bet that if you start each day in your CRM app, update everything in real time, take it seriously, and use your other tools to support life in CRM, that your pipeline will increase in size, value, conversions, win-rates, and sold.

Are you willing to take me up on this bet?

Let me know. Drop me an email and let me know how you made out.

“Live in Your CRM” by Dave of @KurlanAssoc | Download free eBook here: http://ow.ly/tVtxT

Tweet This

www.wittyparrot.com

mailto:dkurlan%40kurlanassociates.com?subject=

http://ow.ly/tVtxT

http://ctt.ec/pm88Y


85

cov-er


About Corey Sommers Corey heads the Business Development team at WittyParrot as the VP - Business Development. Corey leads the channel and partner strategy and brings more than 25 years experience in sales and channel enablement leadership positions, competitive intelligence and as an entrepreneur.

Corey is the co-founder of WhiteboardSelling, a visual storytelling company and trained over 50,000 sales professionals globally before being acquired by Corporate Visions in 2012. He holds a BA from the University of California, Berkeley.

23 Kill Your Collateral by Corey Sommers

www.wittyparrot.com


86

cov-er


Kill Your Collateral by Corey Sommers

Why?

Collateral is a relic from the pre-Internet era. It was printed on glossies at anything from 2-10 pages.• It’s not easily consumable on tablets and mobile phones where most email gets read.• It’s written in product management jargon and “ground-breaking” gobbledygook.• It’s not laser-focused on the customer’s critical business issues and requirements.• It’s typically product-centric and uses a “kitchen-sink” feature and benefits approach so buyers don’t miss anything.

Brochures cannot sell.

Sending them is a waste of time and will not help salespeople engage in conversations.

Sales Portal Bloat

What’s worse, these marketing “assets” get stuffed into bloated

www.wittyparrot.com


87

cov-er


corporate and sales portals where they become stale the moment they are published. Forcing salespeople to waste valuable time accessing it.

Salespeople and channel partners use keyword searches to try to find the right information for their customers, and get back a list of 20 documents, which they then have to download and wade through to find what they need, cut -paste and then repurpose.

A better way is to boil down these overblown fluff pieces to their essence – hard-hitting “knowledge nuggets” or information components – that get right to the point, and that are targeted directly at customer needs and pain points?

Re-purpose and Reuse Information Components to improve sales productivity.

Information components can be repurposed in any number of sales information products; from outbound solicitations, to follow-up letters to respond quickly to sales inquiries, proposal responses to RFIs and RFPs.

Salespeople and channel partners no longer need to negotiate the network and wade through portals and other repositories that contain monolithic documents that they then need to cut and paste from.

What if salespeople could keyword search for product, solution, value messaging or buyer persona information components and cherry pick content they need in the exact context of the buyer’s interest and then simply drag-and-drop from their desktop into any application to use it?

What if that content was succinctly structured so it could be consumed on any device?

And what if Marketing could actually measure every time who used

www.wittyparrot.com


88

cov-er


one of these knowledge nuggets, and in which situations so they could present the most effective content based on actual usage.

They could then understand customer business requirement trends and market intelligence in a way that is impossible today by tracking a simple document download from some sales portal.

Bottom line

Componentized sales-ready information that is available at the salesperson’s finger-tips enables responsive engagement and eliminates the lost time salespeople spend searching for and modifying documents.

An extra hour a day of selling time will improve sales productivity more effectively than almost any other sales enablement initiative.

“Kill Your Collateral” by @WhiteboardSell |Download free eBook here: http://ow.ly/tVtxT

Tweet This

www.wittyparrot.com

http://ow.ly/tVtxT

http://ctt.ec/xj3df


89

cov-er


About Rajesh Setty Rajesh Setty is a serial entrepreneur and business alchemist based in Silicon Valley. Raj is one of the co-founders and serves as the President of WittyParrot. Raj has also written and published 14 books with his first book published at the age of thirteen. You can follow him on his blog www.rajeshsetty.com/blog, on Facebook www.facebook.com/rajesh301 or on Twitter www.twitter.com/rajsetty

24 Harness the Power of Curation to Sell More by Rajesh Setty

www.wittyparrot.com

http://www.rajeshsetty.com/blog

http://www.facebook.com/rajesh301

http://www.twitter.com/rajsetty


90

cov-er


Harness the Power of Curation to Sell More by Rajesh Setty

The definition of curation is “The act of curating, of organizing and maintaining a collection of artworks or artifacts” Of course, the meaning has evolved and it is now an overloaded word. For the purpose of this article, think of curation as “the deliberate act of thoughtful filtering to extract and separate the signal from the noise.” What has it got to do with selling? While directly it may not lead you to the next big deal tomorrow morning, indirectly it will help you build thought leadership and trust and hence your capacity to sell more. Let me explain. Let’s assume that you follow these steps religiously: 1. Identify and record what matters most to the key people with whom you are building a relationship. These people could be your prospects,

www.wittyparrot.com


91

cov-er


clients, partners or influencers.

2. When you consume content on any media or through your social network, stop when you find something valuable. Reflect and record the one or more insights with a link back to that resource. It could be an article, a podcast, a video. 3. Think about all the people that will benefit from this article. One size does not fit all so don’t blast this out via a mini-email campaign of your own 4. Write a personalized note to everyone you have identified without expecting anything back. 5. Repeat steps #2 to #5 at least on a weekly basis. As you can see this is not rocket science but most people don’t do it. Why?Because if it is simple to do, it is simple not to do it. Think about all the benefits (and the side benefits) of the above mentioned simple curation process assuming you do this in a disciplined fashion with a reasonably meaningful frequency, (in other words you are NOT doing this just once a year). Here are three of them: 1. Personal Growth: This is probably the biggest indirect side effect of engaging in a thoughtful curation exercise. Unlike before where you could get away with quickly skimming through the content that comes your way, now you will spend a few more minutes to digest the essence of the article, reflect to see to whom and how it will benefit them and actually take the time to personally send the content with a relevant note. Every

www.wittyparrot.com


92

cov-er


individual mail will be a gift to the recipient and the collective exercise is a gift of personal growth you give to yourself. 2. Thought Leadership: Creating original content takes a LOT of time, energy and mindshare. You should do that when you can make that investment. In parallel, curation will give you a kick-start on building thought leadership on topics that matter most to your audience. As you are aware, the benefit of being a thought leader is that it immediately reduces the cost of getting attention and mindshare when you share something. Why? Because people know that they will get a good return for investing their precious time on what you share. 3. Trust: This is a derivative of you demonstrating thoughtfulness (relevant and personalized content on topics that matter to your audience) and thought leadership over a long period of time. In summary, engaging in thoughtful curation helps you to accelerate your sales cycles while helping you become a better person. It’s a double-win.

“Harness the Power of Curation to Sell More” by @RajSetty | Download free eBook here: http://ow.ly/tVtxT

Tweet This

www.wittyparrot.com

http://ow.ly/tVtxT

http://ctt.ec/TdbS9


93

cov-er


About Jonathan FarringtonJonathan Farrington is a globally recognized

business coach, mentor, author, keynote speaker

and sales thought leader. He is the Senior Partner

of Jonathan Farrington & Associates, and CEO of

Top Sales World, based in London & Paris. Jonathan

is also the co-editor of Top Sales Magazine and The

Sales Thought Leaders Blog

25 It Is Difficult To Control External Events If You Do Not Have Control Internally by Jonathan Farrington

www.wittyparrot.com

http://www.jonathanfarrington.com/

http://www.topsalesworld.com/


94

cov-er


It Is Difficult To Control External Events If You Do Not Have Control Internally by Jonathan Farrington

Even companies that enjoy the luxury of clearly superior products realize that those products will not sell themselves. As a minimum, companies need a sales force comprised of skilled professionals who understand the application of the product range, have an in-depth knowledge of their customer base, market sector and of course the competition But even all these elements together are not sufficient to ensure optimum performance levels and profitable sales. We must have a sales process.

So What Is A Sales Process?

Put quite simply, it is a set of procedures, which determine how a company wishes its sales team to operate - “The way we do things around here”

www.wittyparrot.com


95

cov-er


The most successful organizations have implemented a process and an all-encompassing framework for defining performance standards. This involves assessing, appraising, developing, reviewing, providing continual feedback on performance, as well as implementing efficient and relevant process tools.

From the Sales Director’s/VP Sales perspective, developing a consultative sales process means developing a comprehensive, formal, realistic, and step-by-step outline of what salespeople are expected to do. This is just as appropriate for internal and totally reactive sales teams as it is for external pro-active ones. This outline includes the activity and calls they must make, the relationships they should establish with prospects, the documentation they should use in sales calls, the issues they must discuss and resolve with prospects and the tangible goals they must achieve in sequence along the path to each sale in order to achieve maximum effectiveness.

It’s only when such an outline is in place that sales management can be in a position to:Monitor the sales force’s activity, progress and results,Assess issues as they arise and take appropriate action,Redirect individual sales representative’s efforts efficiently.

Although many organizations appreciate the importance of being customer-focused and talk in vague terms about their “consultative sales process” surprisingly few sales leaders invest the time and energy required to develop a formal sales process - a sales process that is at once detailed and resilient enough to guide their salespeople and permit effective management of their efforts.

Overcoming Implementation Inertia

Even when a consultative sales process has been developed, understood by sales managers, written down and circulated, it’s often not enough.

www.wittyparrot.com


96

cov-er


No matter how brilliant, a sales process will only be effective to the extent it is followed and used by front-line sales staff. And this is where most organizations fall down: overcoming inertia among managers and salespeople alike and implementing the process.

The hurdles that must be cleared in order to get people throughout the organization to actually implement it are enough to cause Sales Directors to tear their hair out. But a select few, of the very best, have found some innovative strategies that have enabled them to achieve the Holy Grail: “Sustained sales growth achieved efficiently, reliably and by design.”

Can there be a downside to sales process? Yes, if it restricts, and if it suffocates creativity, and if it removes individual identities.

“It Is Difficult To Control External Events If You Do Not Have Control Internally” by @TopSalesWorld|


Tweet This

www.wittyparrot.com

http://ow.ly/tVtxT

http://ctt.ec/af7ki


97

cov-er


Previously Published eBooks:Building Highly Responsive Teams eBook

Being Responsive is not a LUXURY anymore, it is REQUIRED if you want to survive and thrive. Learn how WittyParrot in combination with inbound marketing methods facilitates the building of a responsive sales force. WittyParrot is a new technology platform that can be applied to achieve five of the top seven sales initiatives for 2013 combined. It saves sales, marketing and channel sales reps time and improves effectiveness of the sales enablement process. To learn more about why responsiveness matters and how WittyParrot can help in Building Highly Responsive Teams; download this free eBook today.

Sales and Marketing Messaging Alignment with WittyParrot eBook

Being responsive is definitely a MUST, but equally important is to maintain consistency and control over your interactions. Speed combined with consistency can be the differentiating factor. WittyParrot is a disruptive content distribution platform

www.wittyparrot.com

http://www.wittyparrot.com/sales-enablement-ebook?&__hssc=&__hstc=191398901.fc0d399fc4c86f4b34eb60624e7f38b2.1390558187596.1393226530805.1393248068068.36&hsCtaTracking=831d804c-88e3-4b6d-9a93-db3c23db7c10%7C92b63b11-b4e2-48c7-b6ad-152d8e7e6071


98

cov-er


with a potential to change the way marketing and sales people work, manage information and interact with client. If you are interested in learning more about Sales and Marketing Messaging Alignment using WittyParrot methodology, download this free eBook right away.

www.wittyparrot.com

http://www.wittyparrot.com/sales-marketing-alignment-ebook?utm_referrer=http%3A%2F%2Fwww.wittyparrot.com%2Fblog


99

cov-er


Why WittyParrot?Let’s see.

You want your sales team to be responsive.

You want them to be consistent.

You want them to provide your customers and prospects the RIGHT information RIGHT NOW.

You want to know what’s hot or what’s not among your products and services based on the ongoing conversations

You want your distributors and resellers to have the same information as your salespeople.

You want changes to sales collateral and information to be current ALL THE TIME.

WittyParrot gives you ALL THE ABOVE and more.

Learn more at www.wittyparrot.com

www.wittyparrot.com

http://www.wittyparrot.com


cov-er

Brought you by www.wittyparrot.com100

This eBook was brought to you by

Mark Gibson | VP of Marketing at WittyParrot

Rajesh Setty | Serial entrepreneur and co-founder of WittyParrot

Girish Karachiwala | Vice President - Engineering at WittyParrot

Subashini Iyer | Manager-Marketing & Sales at WittyParrot

Amruta Shukla | Graphic Designer at WittyParrot

Illustrations by @gapingvoid

and

All the wonderful CONTRIBUTORS who generously provided their tips.

www.wittyparrot.com