June 30, 2022

Why Time Management & Omni-Presence MATTERS more in 2022

Why Time Management & Omni-Presence MATTERS more in 2022

In today’s episode of the ‘Sales Samurai’ podcast, host Sam Capra, who helps marketing leaders in the retail space go beyond the sale/transaction, talks with guest, James Buckley, creator of "Saywhatsales", Chief Evangelist & Master of Ceremonies @JB Sales. They're going to be discussing why time management and Omnipresence matter more in 2022 than it ever has.
Episode Highlights

01:55 – Where does "Saywhatsales" come from, enquires Sam.
04:10 – James shares that the number one thing a salesperson can say is, how do I make people want to talk to me, content that matters to them is the way, James got through all of it.
08:18 – James’ first sales job was as a Phone Line Salesperson, it was door-to-door B2B in the heat for AT&T.
10:47 – When you're shaking your head, there's a natural tendency for a buyer to agree more or be a little more agreeable with you, highlights James.
13:32 – "Saywhatsales" was the long game from day one because James recognizes that from his days of working.
15:33 – Sam says, time is always been the biggest challenge for him like there's just never enough time.
16:10 – James points out that there are several factors to consider but time blocking is where you want to start, time blocking is so important.
19:28 - If you're not managing your time, everything around you is managing your time and then you have zero control over your outcomes.
20:16 – If there are five people in your general vicinity daily, whether that's in Slack or Office when they bark, they immediately become a priority. That is the way of life and when that happens, you need to be transparent, says James.
21:50 – James suggests keeping your tasks separate, but ensure you're using the time blocking factor to be able to allocate the time no matter what the task is. 
23:18 - Segmenting the task into two buckets (Revenue Generating and Administrative), they both got to be done. But there's got to be a priority associated with both. 
25:11 – Sam states that if you're finding that there's still not enough time, then start getting up a little earlier or staying a little late or whatever works for you. 
27:10 – There's no time limit on value, it can be as impactful in February as it is in April, value does not have a time limit, mentions James.
30:47 – Sam enquires from James about ‘Omni Presence’ as to what is it from a context standpoint.
32:07 – When James says ‘Omni Presence’, he means that once you're on his radar, it is nearly impossible to ignore him. He also explains how he does that.
35:06 – Don't waste time where you’re not, if you’re not actively posting anything on LinkedIn but you’re doing it on Twitter, you're wasting your time.
37:28 – James says your CTA matters, ask them for feedback, give them something and say read this part of it because it's relevant to you. Find something that happened at their company and tie it into your value proposition in some way.
38:06 – What works for one buyer, doesn't necessarily work for every buyer.
40:22 - If you're creating content on Tik-Tok and somebody that's in your space using SEO using hashtags, using all kinds of ways you can get in their feed and they'll see you and you might have an inbound connection request next day.
42:40 – The first thing you need to do is, dial into your ICP and the Personas that you want in your pipeline. The more you know those people, the easier it is for you to filter.
45:55 – James mentions, your energy is what matters, and your energy is what people respond to. Your aura, the thing that you put out there, that's


In today’s episode of the ‘Sales Samurai’ podcast, host Sam Capra, who helps marketing leaders in the retail space go beyond the sale/transaction, talks with guest, James Buckley, creator of "Saywhatsales", Chief Evangelist & Master of Ceremonies @JB Sales. They're going to be discussing why time management and Omnipresence matter more in 2022 than it ever has.

Episode Highlights

  • 01:55 – Where does "Saywhatsales" come from, enquires Sam.
  • 04:10 – James shares that the number one thing a salesperson can say is, how do I make people want to talk to me, content that matters to them is the way, James got through all of it.
  • 08:18 – James’ first sales job was as a Phone Line Salesperson, it was door-to-door B2B in the heat for AT&T.
  • 10:47 – When you're shaking your head, there's a natural tendency for a buyer to agree more or be a little more agreeable with you, highlights James.
  • 13:32 – "Saywhatsales" was the long game from day one because James recognizes that from his days of working.
  • 15:33 – Sam says, time is always been the biggest challenge for him like there's just never enough time.
  • 16:10 – James points out that there are several factors to consider but time blocking is where you want to start, time blocking is so important.
  • 19:28 - If you're not managing your time, everything around you is managing your time and then you have zero control over your outcomes.
  • 20:16 – If there are five people in your general vicinity daily, whether that's in Slack or Office when they bark, they immediately become a priority. That is the way of life and when that happens, you need to be transparent, says James.
  • 21:50 – James suggests keeping your tasks separate, but ensure you're using the time blocking factor to be able to allocate the time no matter what the task is. 
  • 23:18 - Segmenting the task into two buckets (Revenue Generating and Administrative), they both got to be done. But there's got to be a priority associated with both. 
  • 25:11 – Sam states that if you're finding that there's still not enough time, then start getting up a little earlier or staying a little late or whatever works for you. 
  • 27:10 – There's no time limit on value, it can be as impactful in February as it is in April, value does not have a time limit, mentions James.
  • 30:47 – Sam enquires from James about ‘Omni Presence’ as to what is it from a context standpoint.
  • 32:07 – When James says ‘Omni Presence’, he means that once you're on his radar, it is nearly impossible to ignore him. He also explains how he does that.
  • 35:06 – Don't waste time where you’re not, if you’re not actively posting anything on LinkedIn but you’re doing it on Twitter, you're wasting your time.
  • 37:28 – James says your CTA matters, ask them for feedback, give them something and say read this part of it because it's relevant to you. Find something that happened at their company and tie it into your value proposition in some way.
  • 38:06 – What works for one buyer, doesn't necessarily work for every buyer.
  • 40:22 - If you're creating content on Tik-Tok and somebody that's in your space using SEO using hashtags, using all kinds of ways you can get in their feed and they'll see you and you might have an inbound connection request next day.
  • 42:40 – The first thing you need to do is, dial into your ICP and the Personas that you want in your pipeline. The more you know those people, the easier it is for you to filter.
  • 45:55 – James mentions, your energy is what matters, and your energy is what people respond to. Your aura, the thing that you put out there, that's electric. That's what we have to dial into.
  • 46:17 – James says that his number one strength is that people want to talk to him when they get a video from him. They want to hear him when he speaks to them on the phone. His energy is what pulls them towards the conversation, and that's a secret weapon that you own as a seller.
  • 48:00 - If you are not your authentic self throughout your entire sales career, you are selling dreams, you are selling wishes and promises, says James 

Three Key Points

  1. There are so many hats that we have to wear, without time blocking on our calendar we have no structure to our day-in and day-out. We've got to be prepared for all cases, we need to be time blocking so that we can make sure that we've allocated the time to accomplish goals. We have to have that timeline, that's where we start. 
  2. If you have conflicting priorities, and things are important to you that you feel aren't getting done, get up earlier, and get the time to do it.
  3. Stop trying to build a relationship with people that just reside above the power line. Start building a relationship with an organization and you're going to find that the people that are living above the power line, you get their attention because you're building a relationship with their organization. If you earn it, it's hard for them to say no to you.

Tweetable Quotes

  • “Most people sales or not, we're just not very good at managing our time.” - James Buckley
  • “Productivity and time management go hand in hand because time blocking is what you need.” - James Buckley
  • “No matter what you might have planned, there are at least five people at your company that could hit you on slack at any point and become your priority.” - James Buckley
  • “Task Management +Time blocking = Successful Time Management” - James Buckley
  • “I'm a salesperson and my job is to get attention from people that aren't expecting to give me any today.”- James Buckley
  • “Decision-makers get pissed when people are this way because you're not even providing them any value.” - James Buckley
  • “Pragmatism is the religion of sales today.” - James Buckley

Resources Mentioned

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