Sean M. Lyden's Linkedin Analytics

Memorial Day weekend vibe last night at The Spill in Winter Springs, Fla., with While My 🎷 Gently Weeps on #TheSilverSax…

Most drama in sales is self-inflicted, especially in the service trades: It's caused by setting the wrong expectations with customers. So, when the outcome is unclear, follow this rule of thumb to manage expectations in a way that doesn't bite you in the butt. (And piss off the customer.) #SystematicSelling

Fernando Clemente joined me on Episode 29 of the Systematic Selling Podcast to talk about Selling High-Ticket B2B Services. Fernando is the founder and president of Digital Mules, a full-service digital marketing agency based in South Florida, which he grew from a side hustle in 2017 to a multimillion-dollar agency with 26 employees, including a two-person sales team led by Fernando. This episode dives deep into: - Fernando’s unconventional path to entrepreneurship, including failed businesses and pivotal life moments like a car accident that reshaped his trajectory. - The importance of transparency in leadership and how opening the books to his team doubled Digital Mules’ growth. - Strategies for selling high-ticket services by focusing on client value and problem-solving. - The role of patience in building a sales team and the key performance indicators (KPIs) that fuel long-term success. This episode is a must-listen for founders, sales leaders, and sales reps looking to: - Scale a service-based business - Foster a strong company culture - Master the art of selling high-value B2B solutions. Full episode 👉 https://lnkd.in/e6tfJgD3 #SystematicSelling

Your periodic reminder on how to save yourself from creating unnecessary drama in your life: 👇 When in doubt, talk it out. Don't express your anger in writing. Sure...It might feel good in the moment. But remember: The fallout always lasts much longer. #SystematicSelling

Elite sales teams in the service trades do this consistently: They respond quickly (often immediately) to customer calls, emails, and texts... Speed is non-negotiable. Because delays create openings for customers to second-guess you and reach out to competitors. When customers don't hear from you soon, they feel: - ignored - disrespected - and less confident in you (and your solution). If you don't have all the information you need to answer their question fully... Don't wait to respond. Instead: Reply to set proper expectations: "Hi Sam, got your message. Thank you. I should be able to get that info for you by tomorrow afternoon. Will that timing work okay for you?" 99% of the time, they'll say yes and appreciate you. But wait till tomorrow afternoon (or longer) to respond, just so you can have all your ducks in a row? Now, they're a lot less appreciative. And more inclined to find someone else who's more responsive.

It's counterintuitive, but the rock-solid truth: You'll get more Yeses by making it easier for customers to say No. Ex: 1. Start by assuming the No. "You likely already have [...the problem your company solves...] taken care of internally." 2. Then pivot to the soft ask. - "But would you ever be open to..." - "But would you find it helpful to..." - "But would you find any value in..." Why? Pushing for the Yes pushes people away. Assuming the No makes them feel safe. - Safe to say No (without feeling awkward) - Safe to put down their defenses - Safe to say Yes... Without dreading they'll be pitched and pressured. Because, despite what you've been taught. Less pressure = more sales. Because it creates a much better sales experience for the customer. And for you. #SystematicSelling

This reframe was THE breakthrough I needed early in my sales career when I hated prospecting. Think about the last time you shopped for something you really wanted. A new car, a home, clothes, jewelry, or whatever. Remember the dopamine hits of excitement and curiosity you felt? Now imagine that same energy applied to prospecting? That’s what this reframe accomplishes 👇 #SystematicSelling

Elite sales teams in the service trades understand this principle: Too much information kills deals. It overwhelms and confuses the prospect, triggering the urge to procrastinate on making a decision. Because now... - They feel uncertain. - They're afraid to make a mistake. - A Yes decision has become more 'painful' than their current situation. The role of sales is to help prospects make sound decisions that support their interests. Our job is to help them: - Simplify - Focus - Execute. That is: - SIMPLIFY their options... - So they can FOCUS on what's most important to their interests... - To decide to EXECUTE on a new strategy that solves their problem. So, resist the urge to give more information. Instead, curate only the info they need to make the decision that solves their problem. Less (info) is more (sales). #SystematicSelling

Founders & Sales Leaders: As you prep for this week, remember: Low morale can tank performance before you even notice. So, look for these 5 subtle signs your sales team needs you: (Before it's too late.) 1. Disengagement - Silence in meetings or minimal effort from usually vocal reps. 2. Absenteeism - More sick days, personal time off, or unexplained absences. 3. Negativity - More frequent venting about clients, workload, or company processes. 4. Performance dips - Dropping call volumes or close rates, especially from top performers. 5. Behavior cues - e.g., arriving late, leaving early, or missing deadlines. Notice any of these signs on your team? Don't ignore them and hope things improve. (They won't.) Start initiating those one-to-one conversations. Get a pulse for how your reps are feeling, what they're going through, and what they need to get past this rough patch. - Just listen. - Let them talk. - Don't jump in with a quick fix. More often than not, you caring enough to listen to them... That's all they need to begin breaking out of their burnout funk. #SystematicSelling

Elite sales teams in the service trades break into high-value commercial accounts with this one skill: They follow up relentlessly. But with patience. Not pestering. With value-added touches (VATs). Not "Just following up..." With the intention of being helpful. Not annoying. One of my clients calls it the “Hang Around Theory.” The focus: Keep being visible and available to that prospect. Continue "hanging around" long enough. Until, eventually, the incumbent (your competitor) creates an opening for you. #SystematicSelling

Harsh truth: Talking about your big goals is SO much more exciting than doing the actual work required to achieve them. So, don't rely on your emotions as fuel. They'll let you down. That excitement will wane. Fear, doubt, and discouragement will creep in. Your "fuel" will burn out, leaving you stalled on the road to your dreams. Instead, build systems that ensure you do the work. Day-in. Day-out. With the white-hot burning, unstoppable intensity that comes from feeling super excited about your big goals. Even when you're not. #SystematicSelling

My philosophy on core values: I prefer building our culture at Systematic Selling on the foundation of identity-based values (like you see 👇) vs. trait-based values (like integrity, quality, innovation, excellence, etc.). Why? Two reasons: 1. Identity-based values are more vivid and tangible. Traits like “innovation” sound nice but are hard to pin down. They feel like corporate jargon that's open to wide interpretation and tough to measure. After all, what exactly does “innovation” look like in a Discovery meeting, a client call, or a tough decision? But identities paint a clearer picture. They're more specific and human, creating a shared language (and visual) that aligns our team and partners. They’re roles you step into, making it easier to hold each other accountable to live up to WHO we are striving to become. 2. Identity-based values are more aspirational. They inspire you to become someone greater. They give you a North Star to look to with a mental image that drives you to act in ways that bring that identity to life. (And if they don't inspire and light your fire, come up with other values.) The bottom line: Just this founder's perspective... Core values shouldn’t be vague ideals that are hard to visualize, remember, and measure. They should be identities that you and your team can buy into... And be deeply inspired to live up to.

Today marks 193 days straight of posting at least once a day on LinkedIn. (Started on November 6.) Here's one strategy I've learned during that time to quickly generate topics I want to write about without feeling the stress of trying to figure out "What should I post?" I upload Zoom/ Teams/ Google Meet transcripts from client meetings, team brainstorms, or strategy sessions to ChatGPT or Grok. Then I use a simple prompt like this👇 Give it a try. I also include two more idea-generation strategies for LinkedIn in today's Systematic Selling Newsletter. Grab it here 👉 https://lnkd.in/e2V8Ax5r #SystematicSelling

Stop appeasing abusive clients. (I promise you: The money isn't worth it.) They'll drain your energy, capacity, and, eventually, your cash. If you want more clients who: - Respect you - Want to see you win - Treat you like a partner, not a vendor... You must, first, respect yourself. By firing clients who disrespect you. #SystematicSelling

Elite sales teams in the service trades follow this mindset religiously: (So they don't waste time with the wrong customers.) Sales is NOT about convincing people to buy. It's about finding or creating alignment between the customer's problem and your solution. No alignment? No problem. Move on. Find (and invest your time with) customers with problems that fit your "Zone of Excellence." #SystematicSelling

Push through the struggle, my friends. Don't fear, resent, or back down from it. It's part of the process. #SystematicSelling

Elite sales teams in the service trades consistently live up to this mantra: "Slow is smooth; smooth is fast." 👇 They understand that: - Being deliberate, intentional, and thorough early in the sales process (slow)... - Leads to greater precision and ease at the close (smooth)... - Which results in faster customer decisions (speed). Skipping essential steps, like proper Discovery, might speed things along initially. But you'll hit roadblocks that could have been avoided... By not shortcutting the process. Remember: Slow is smooth; smooth is fast. #SystematicSelling

I can’t remember the guy’s name. Nor do I recall what he looked like. But I will never forget what he said to me. “I’ll be honest, Sean. I don’t think sales is for you.” I was a seminary student looking for a job to support me and my new wife when I saw a classified ad in the newspaper. (That's where we used to find jobs in the mid-1990s.) The ad called for sales reps for a recreational equipment retailer that sold pool tables and other high-end gear. "No experience necessary." “Perfect,” I thought. I applied and was called in for an interview. During my interview, the manager saw on my resume that I was a graduate student. “What are you studying?” “To get my Master of Divinity.” “Wait. You wanna be a preacher?” “Most likely.” He winced. “I’ll be honest, Sean. I don’t think sales is for you.” “Huh?” “Well...” I could sense his discomfort. “Sometimes, you need to tell the customer we only have one pool table that’s like the one they want, even if we have dozens of them in stock.” “Why?” “You’ve gotta create urgency to get them to decide on the spot. Otherwise, if they think they have time, they’ll walk, and we lose the sale. Then they’ll buy from someone else.” “So, you’re saying I might need to shade the truth to make a sale?” “I guess you can say that. And I don’t see how a future preacher would be comfortable with that.” He was right. I got up and left the interview. That was my first impression of sales. It was about deploying tactics and tricks to manipulate and *convince* people to purchase, whether it was right for them or not. - No trust; just transactions. - No desire to build a long-term relationship. - No consideration of the customer’s best interests. Fast-forward 29 years… I didn’t finish seminary or become a preacher. Instead, I set out on an odyssey where I’ve tasted a variety of careers: High school English teacher and track coach Freelance business journalist & ghostwriter High-flying late 90’s dot-com founder (with the epic dot-bomb failure) Commercial truck sales rep Freelance writer (again) Agency executive Agency owner Sales coach. The common denominator among all these roles? I had to learn how to sell. As it turns out, sales IS for me. But not in the way that the manager defined it for me nearly 30 years ago. SALES = ALIGNMENT In fact, I see sales as the exact opposite of what that manager said. Sales is NOT about convincing (or manipulating) people to buy. It's about finding alignment between the customer's problem and your solution. It's about: - Earning the customer's trust (not just their business). - Becoming a partner in their long-term success. - Uncovering and serving their best interests. THAT's sales. That's #SystematicSelling. 📸 Cred: Jocelyn Espejo

Founders & sales leaders: As you prepare for this week, remember: Your emotions are contagious. (Whether they're positive or negative.) Wearing your emotions on your sleeve might feel good in the moment. You might even believe it's healthy to let it all out. "After all, I'm just being my authentic self." But you're the boss. If you feel insecure, overwhelmed, stressed, discouraged, angry, hurt... Whether those feelings originated at home, the office, or elsewhere... Get them off your chest with a mentor, coach, spouse, or anyone else you trust. Deal with them in a healthy way. But don't dump them on your team. Your emotions hit them much harder than it does you. This is where practicing self-control comes in. No matter what you're feeling... If you want your sales team to perform at their best... "Infect" them with the emotions they need to succeed, like: - Calm - Confidence - Eagerness - Empathy. The bottom line: Start each day by checking your emotional pulse. Are you projecting confidence or chaos? Your feelings will spread, so choose to amplify the positive, manage the negative. Your team is watching...and feeling. #SystematicSelling

Kicking off our 30th wedding anniversary weekend at The Ritz-Carlton Resorts of Naples with Jennifer Lyden 💕