My guest today is the chief growth evangelist at Salesforce and author of the Wall Street Journal bestselling book GROWTH IQ: Get Smarter About the Choices that Will Make or Break Your Business. She has been named to the latest Thinkers50’s list of the world’s top management thinkers and is a welcomed guest on Bloomberg, BNN, Cheddar, MSNBC, and Yahoo Finance, among others. She is a top Twitter influencer in Business Growth, Customer Experience, Digital Transformation, the Future of Work, and Sales. She was named one of Inc. Magazine’s 37 Sales Experts You Need to Follow on Twitter, a LinkedIn Top Sales Expert to follow in 2018, 2019 and 2020, a Top 100 Women in Tech, a Brand Quarterly Magazine Top 50 Marketing Thought Leader, and one of the most Powerful and Influential Women in California according to the National Diversity Council.

Resources

  • Join The Sales Revolution: If you’re ready to do sales differently, you’re in the right place. This community is for entrepreneurs and sales pros to connect, grow, + learn the new (and highly improved) connection-based way of selling. Get ready to toss out all that you’ve been taught about sales up to this point. It’s time for a revolution.

3 Value Bombs

  1. As a sales professional you need to determine what your “super powers” are.
  2. Salespeople and business owners need to get out of their processes and first understand what their customers want and then determine how and where to meet them to help them engage and buy.
  3. Take care of yourself as a sales professional. We can always make money, but we can’t make more time.

Sponsors

VIRTUAL SALES TRAINING PROGRAM & PLATFORM: Our virtual training has helped thousands of people and companies turn-around sluggish sales. The mobile-enabled, innovative, flexible training is rooted in human behavioral psychology and provides easy-to-consume, on-demand training for sustainable results.

SALES STRUCTURE PARTNERSHIP: Accelerate your growth with a customized partnership! This partnership includes onsite coaching and role playing for skill reinforcement, 1:1 work with Jeremy Miner on your specific product or vertical scripting (aligned to the new model of selling) and coaching support and alignment for your sales managers and/or sales coaches.

Show Notes

**Click the timestamp to jump directly to that point in the episode.

Today’s Audio MASTERCLASS: Growth IQ & Sales “Super Powers” – with Tiffani Bova

3:46 I want to dive right into your story and your background and give our listeners a feel for how you arrived at this point where you are one of the elite authorities on social selling and influence. Please tell us a little bit more about your background and how this all started for you. How did you learn all these skills?

  • Tiffany is a recovering Seller
  • She was an athlete and loves competition. Sales was a way for her to continue professional competition.
  • Sales, Marketing & Customer Service background over 15 years.
  • Research Fellow at Gartner – Sales Transformation expertise.

6:06 Let’s talk about your book: “Growth IQ: Get smarter about the choices that will make or break your business”. Who did you write this book for and why did you write it?

  • Companies do 2 things: 1. They make stuff, and 2. They sell stuff.
  • Growth happens because something was sold and bought.

7:41 Let’s start from the beginning. You grew up in Hawaii. How did island life influence you? ‌

  • Hawaii is a melting pot of diverse people.
  • Government and tourism.
  • Met so many people from around the world.
  • Gave Tiffani an appreciation for people of different cultures.

9:50  You’ve worked in a variety of lanes in the tech industry. Tell us about the journey to your dream job at Salesforce.

  • Tiffani describes the process she went through to get to SalesForce.
  • She discovered her “super powers.”

13:05 You’ve been quoted talking about the importance of career contributions – giving back – versus just consuming.  What do you mean by this and where did this pivot originate?

  • In her 30s it was all about consumption.
  • In her 40s she was tired and it was all about taking a break.
  • Now she is focused on contribution – inspiring the younger generation.

17:11  In Growth IQ you provide a list of 10 Growth Paths, why 10?  Can you give us a few of the most important ones?

  • Tiffani analyzed big growth ideas from the past 50 years or so and modernized them for today’s marketplace.
  • It just so happens that 10 Growth Paths emerged by studying successful companies historically.

19:56 Growth IQ starts with the Customer Experience? Why is CX Path 1?

  • Salespeople do not wake up everyday loving to do data entry.
  • Customers don’t wake up everyday with the idea that they are going to go from Stage 2 to Stage 3 in the buying cycle.
  • We as Sellers tend to get wrapped up in our process.
  • She started with Customer Experience so salespeople and business owners will get out of their processes and first understand what their customers want and then determine how and where to meet them to help them engage and buy.

21:57 What’s changed in regard to the customer experience since the pandemic?

  • In April, Marc Benioff challenged his sales teams to have 1 million conversations with customers. Not sales calls.
  • 4-5 new products were launched at SalesForce as a result of those conversations.
  • 3 Themes emerged:
    • How to stabilize your business
    • How to get back to work
    • How to get back to growth

24:24 What is the reason why so many buying decisions stall in the marketplace right now?  What are a few questions that a rep can ask to help build urgency in the sale to prevent this from happening?

  • Tiffani did a Twitter poll and the number 1 thing people were asking is: “Are people still buying.”
  • Yes in certain industries. No in other industries.
  • Restaurants had to pivot, especially those who did not have a solid plan for online ordering and fulfillment.

26:25 What are one or more of the most important questions every salesperson should be asking their prospects to help build more urgency in the sale to prevent stalling from happening?

  • Business owners and management need to give some relief to sales professionals in terms of quota so they can focus on what customers need today.
  • Ask much better questions to uncover what the customer needs.
  • The Seller’s Dilemma – thinking short term vs. thinking long term. You need to do both.

33:30 Do you have any final thoughts or advice for our listeners?

  • Take care of yourself as a sales professional
  • We can always make more money but we can’t make more time and you can never get time back.
  • The world revolves around sales people. You are the achilles heel for companies. Become a student of your profession. How to become better at what you are doing. Always be learning and listening and open to new ideas.

35:53 Where can our listeners learn more about you and your company so they can start learning these skills?

Killer Resources

  1. The New Model Of Selling: Learn from Jeremy Miner The Only Friction-Free, Persuasion Sales System Guaranteed To Increase Revenue.
  2. Join The Sales Revolution: If you’re ready to do sales differently, you’re in the right place. This community is for entrepreneurs and sales pros to connect, grow, + learn the new (and highly improved) connection-based way of selling. Get ready to toss out all that you’ve been taught about sales up to this point. It’s time for a revolution.

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