Selling a product to a single customer can be challenging, but what happens when they need to advocate for your product within their organization internally?

Their internal selling efforts often fall short, causing deals to stall or fail. That's why I've brought in Todd Rychecky, General Manager and Head of Out-of-Band Management Solutions at Lantronix.

In this episode, he'll share strategies for how sellers can empower their customers to effectively champion products to their teams, thereby keeping deals progressing through the pipeline.

Meet Todd Rychecky

• At Lantronix, Todd provides strategic leadership, financial management, operational oversight, cross-functional collaboration, and team development.
• Before Lantronix, he was VP Sales Americas for Opengear and was responsible for developing and executing sales strategies, business development initiatives, and hiring and developing an award-winning sales team.
• For 13 consecutive years, Rychecky and his Opengear sales teams experienced year-over-year sales growth.
• He has a wide range of experiences, including sales, marketing, channel development, strategic accounts, OEM partnerships, business development initiatives, and product management launch initiatives.

Understanding Internal Selling

• While sellers typically focus on external sales and buyers handle internal advocacy within their organizations, sellers still have a crucial supporting role in helping their buyers convince their teams of the value proposition.
• Todd explains that internal selling is increasingly critical for success because it requires buy-in from internal stakeholders to support new ideas and initiatives within the company.
• If your own team isn't enthusiastic about a deal, it's unlikely your customers will be either.
• Consider implementing internal listening to understand the needs and desires of everyone on your team. This practice can significantly help build rapport, strengthen relationships, and foster trust.
• Todd shares how sellers should use the same effective tactics they employ in external selling when assisting their customers with internal selling. Ask questions to help discover internal objections and always lead with why the company should buy the product instead of the what.

How Can Leaders Help Reps with Internal Selling

• If you're concerned about your sales team's ability to support internal selling by their customers, Todd advises that a key strategy is to cultivate relationships with multiple contacts within the prospect organization.
• Selling to more than one individual and securing broader internal buy-in significantly increases the likelihood of successfully closing a deal. To facilitate this, sales leaders should coach their reps on identifying key internal stakeholders and developing tailored communication strategies for each.

“Before you win outside the walls of your company, you’ve got to win inside them.” - Todd Rychecky.

Resources

Connect with Todd Rychecky on LinkedIn

You can also reach him by email at trychecky@lantronix.com

Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

1. This episode is brought to...

Discovery calls can be just as nerve-wracking as cold calls. What if something goes wrong and makes the deal collapse?

In this episode, I’m going to tell you how to keep that from happening. Fixing this one mistake will ensure every discovery call goes smoothly.

What Sales Mistake Did I Make?

• During one of my discovery calls, I made a simple mistake: assuming that everything would go well. I thought it was going to be so easy to close the deal that I forgot to make sure all the right people attended the meeting with me.
• The deal didn’t move through the pipeline, all because I assumed that the person I was meeting with had all the control over closing it.

How to Fix the Sales Mistake?

• Here’s what I learned from this sales mistake: instead of guessing that the person I’m meeting with is going to bring the right people along, I let them know upfront.
• As a consultant, it’s my moral obligation in the discovery call to paint the picture of what needs to happen.
• Typically, I’ll let them know I need these three people on the call to help progress the deal. I also explain why they should be there during the call and how it will move the deal forward.
• Be the consultant and embrace the awkwardness of telling them what to do. You’re the sales expert, and prospects see you as such, even when you don’t see yourself that way.
• Taking charge of who needs to be a part of the deal will keep it from falling apart during the discovery call, so don’t be afraid to speak up.

“You’re the professional. You’re the one who's done this before. Since you have climbed Mt. Everest, don’t rely on someone else's climate to tell you what’s supposed to be happening.” - Donald C. Kelly.

Resources

• Consider using Aligned to better illustrate your stories and resonate with your prospects.
• For consistent practice and guidance in becoming a more impactful seller, join my Mastermind class.
• I'd love to connect with you on LinkedIn! Reach out if you need more support with storytelling or simply want to expand your network.

Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

1. This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

1. This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

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Ever lie awake at night wondering where your next deal is going to come from? Does the constant stream of rejection fill your future with uncertainty?

Hearing constant "nos" can cause you to develop a scarcity mindset, and honestly, it's not only destroying your pipeline but also your company's potential.

Authentic sales expert Scott Ramey joins us in this episode to guide you through the essential shift from scarcity vs. abundance. He's here to lead and inspire sellers, leaders, and businesses to build trust, take action, and drive results by adopting an abundance mentality.

Meet Scott Ramey

• Scott Ramey, an authentic sales expert and former Fortune 500 C-Suite Executive, brings over three decades of corporate experience and more than $100 billion in successful sales.
• As the Founder of The Ramey Group, he is a seasoned leader, speaker, and mentor. Notably, Scott served as an EVP at Transamerica, Nationwide, and Corebridge Financial, where he raised hundreds of billions of dollars and led large teams.
• His deep expertise in business development, team building, and leadership empowers individuals and organizations to achieve remarkable success.

Scarcity Vs. Abundance Mindset: Let’s Talk About It

• Why is the scarcity vs. abundance conversation so important for us to discuss? Scott shares how it all starts with the law of vibration. What you bring to the meeting with your prospects will be felt by them.
• If you’re nervous, desperate, or upset, they will feel it no matter how much you try to hide it. The scarcity mindset tends to run prospects off, but with authentic interest, you may be able to reel them back into the conversation.
• Scott also dives into how people tend to carry their day-to-day burdens on their shoulders without realizing it, even him.
• At 19, he had his first anxiety attack, but kept his anxiety to himself until he opened up to his daughter two years ago. He realized how much was lifted off his shoulders, just by opening up to someone.
• He now encourages other sellers to find a mindful activity that helps them calm their minds so they’re not bringing a scarcity mindset into conversations with their prospects.

Developing an Abundant Mindset: How Can Sales Leaders Help

• Scott shares how sales leaders can help their reps with a scarcity vs. abundance mindset:
• Don’t have unrealistic expectations or quotas.
• Create an environment that’s safe to learn and develop.
• If you just start there, sales leaders can help remove the pressure from their sales reps. This will allow them to grow into an abundant mindset that helps drive sales.

“When tension exists, the outcomes will not align.” - Scott Ramey.

Resources

Learn more about Scott and his teachings at thescottramey.com

Connect with Scott on LinkedIn

Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

1. This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at