Quota Crusher- Selling Tips & Strategies

Today's topic is humanity in sales. At this time of automation and technology, how human is your sales process? How do you connect with humans and genuinely care about solving their problems? Effective selling starts with understanding human needs, acknowledging their circumstances, not just our needs, and our scripts. And if we can meet those very human needs, at every point in the sales conversation, we are going to be forming better prospect relationships, and ultimately having better sales outcomes. Give your prospects the autonomy at every stage of the conversation, make them feel that they're free to say no, they're free to say they're not interested. If someone is not psychologically or emotionally in a place where they're ready to buy, we as sellers, it's our job to prime them. Connect with Us! Mary Grothe Jordana Zeldin

In this episode, let's talk through the journey from sales rep to sales leader. Often the top sales rep gets put into a management role and the expectation is they should just be able to turn every other performer into a top rep in the newsflash. One of the missteps is understanding how to put ourselves in other people's shoes. Invest in the salesperson as a person, you will notice that they will do far above what is expected of them. That shift from sales rep to sales leader takes time. Anytime you're stepping into that sales leadership role, there's the empathetic approach of identifying who your salespeople are, slow down, empower your people to sell at the highest level, help them identify their blind spots and areas of opportunity. Connect with Us! House of Revenue™ Mary Grothe

Not all women are set up the same way in their current professional environments where they have several top performers on their team or female executives, or those that are modeling it for them and paving the way for them. Diversity and perspective are very powerful. If you don't have a model or a mentor that will help shape your belief systems, don't put yourself in a box. Seek out the next step in your careers and build a business plan that outlines your bare goals. Join sales communities like Women in Sales Club or Thursday Night Sales. Connect with Us! House of Revenue™ Mary Grothe Alexine Mudawar

As a salesperson, how do you avoid discounting? How do you close a sale without offering discounts? Having the right sales strategy is critical in closing a deal. Make sure that your prospect understands the value that you provide, convince them to make an investment on getting your product or service because it meets their needs and fixes their problems. Stop sounding like you are discountable. Salespeople lack the PCE: Passion, Conviction, Enthusiasm. Price is only an issue in the absence of value. Connect with Us! House of Revenue™ Mary Grothe

In this episode, we are joined by Steve Parry, President of Sales Productivity Consultants as we deep dive into sales coaching and why most sales coaching doesn't work. If you're having a cycle of turnover with your reps, they're not hitting the number, and it's something prevalent in your organization, Steve can walk you through the process and help you identify where the gaps might be. Learn effective techniques to successfully coach your sales team. Connect with Us! House of Revenue™ Mary Grothe Steve Parry

One of the greatest talents of salespeople is how they present, how engaging they are, how well they're able to create conversation and discovery, identify problems, and then how they translate the answers they get into, and how they can solve that person's needs. Sets up your salesperson to be able to shine in their element, let them come to work, go through your onboarding and training and understand your product and service your company's story. They're going to be at that comfort level when they're through training. Be a good communicator, and let them set up the roleplay scenario. Connect with Us! House of Revenue™ Mary Grothe

Today, we have brought on Aleasha Bahr to talk about sales for introverts and ambiverts. We've seen problems with corporate making everybody do the exact same process, even though everybody isn't exactly the same and they don't care so much about the quality of client results. Learn more about her sales strategy specialized for introverts and how to sell more with a sales approach that's customized to introvert salespeoples' strengths. Connect with us! Mary Grothe Aleasha Bahr

In this episode, let's talk about inbound leads past, present and future. Most salespeople are treating inbound leads almost like outbound sales. They're not digging in deep enough into the current scenario of what prompted them to reach out where they are the journey where they're having to qualify from the very beginning and create that case. Learn how to address your approach and how they've evolved over time. Let's Connect! Mary Grothe

Talking to executives and engaging them in deals and opportunities is one of the quickest and fastest ways to reducing the sales cycle, increasing the closed rate, and crushing the number. But it takes time to wine, get in the mindset and overcome the fear you may have about talking to executives and engaging them in your opportunities. Today, we've brought on a repeat guest Lisa Magnuson for this specific topic of executive engagement. She's worked with large, medium, and small corporate clients across a broad spectrum of industries. Connect with Us! Mary Grothe Lisa Magnuson

In today's episode, let's talk through how a high-performing salesperson can leverage a focus on client experience to fill their pipeline. What is client experience and why is it important? So many organizations fail to implement the tech stack that's needed to create streamlined and efficient communication between team members that support the same client visibility into data metrics that are important. Client experience is the experience you create for them from the very first touchpoint with your brand. It starts with your website, your social, the type of marketing and advertising that you do. After the sales, be a part of the implementation. Sit there on implementation calls, meet with your implementation, client success, or customer service teams. Don't just tell them about the parameters for the project while they're coming off of ABC technology. Be different than your peers. Genuinely care about the people that are involved and it's amazing what will happen after that. You have the power to do so much more than just sell a client. Connect with Us! Quota Crusher™ Podcast Mary Grothe

Client relationships are everything. They can be the lifeblood of your business. What would you do when the client relationship goes awry? How do you prevent client blowouts? Today, we wanted to bring on an expert who is going to help talk us through how to repair your client relationship when things go wrong. We have today Lynn Whitbeck, Petite2Queen and Future Forward Sales. When client relationships go south, normally that starts with a trigger event - client expectation is missed, didn't make a delivery on time of critical components, or any other trigger events. From your customer's perspective, their trust has been betrayed because they didn't get what they expected, which is going to cause a challenge. Assess what went wrong, communicate with your client and focus on aligning with them emotionally. Create an opportunity for them to be heard and rebuild the trust. Connect with Us! Mary Grothe Lynn Whitbeck

Typically, top sales performers have a bit of ego from their success, and accepting feedback can be difficult. People would lump anything other than positive praise and recognition into their criticism feedback bucket. Today, let's talk about accepting feedback gracefully. Well, it's not too late to start listening to advice from coaches. You'll be surprised with how much better you can get if you take ounces and bits of wisdom from others that have walked a path before you. Shift your attitude from a know-it-all to a growth mindset? It is a conscious journey to start being okay with people giving feedback. Learn to bite your tongue and not react, chose to digest the information, and work through it. Your world will open up to all new possibilities when you allow other people's imperfect perspective to come into your life. Start accepting, start embracing, and start seeking feedback. Connect with Us! Quota Crusher™ Podcast Mary Grothe

Umar Hameed, CEO of No Limit Selling talks about overcoming anxiety in sales. He is experienced in changing human behavior using applied Neuroscience, NLP, and Hypnosis. He decided to deep dive and understand why people do the things that they do. In today's episode, let's talk about the importance of beliefs, where they come from, and how to transform them. Where do beliefs come from? Did you know that anytime there is an event with a lot of emotions around it, we make meaning out of it. Yes, because humans are meaning-making machines. Connect with Us! Quota Crusher™ Podcast Mary Grothe Umar Hameed

Have you heard about account-based podcasting? You take your top target amazing executives and people you want to have a sales conversation with but aren't receptive to your traditional marketing and sales efforts. As part of your outbound prospecting...

Join Mary Grothe as she welcomes an expert digital strategist, Christina Garnett. She brilliantly identified a way to create community engagement, listen to her audience, and build a newsfeed that people love. Nowadays, almost every business is exploring social media to increase engagement and online presence. We have to realize that social media is not a billboard, but a conversation starter. Social listening is a must. Engage more and not just listen to what people say about you. Think about what is your customer talking about, what could they be saying that is related to your industry, your brand, competitors, or products and services.Connect with Us!Quota Crusher™ PodcastMary GrotheChristina Garnett

We are now halfway through our third season and we want to make sure our amazing community knows what we recently did. In December 2020, we split into two brands, Sales BQ® and House of Revenue™. Looking at the growth and the scale that was brought forth for our clients, we are not accurately describing ourselves with the name Sales BQ®. It was great for the world of sales training and sales coaching but since the work we were now doing deserves a fresh brand. Sales BQ® was founded by the Quota Crusher™ host Mary Grothe in 2017 with a mission to rebuild sales organizations. All of our Quota Crusher brand - sales training, sales coaching podcast, and blog will remain with Sales BQ® . Whereas, all consulting and revenue scaling work has moved to a new brand called House of Revenue™.Connect with Us!Mary Grothe

Quota Crusher Podcast host, Mary Grothe decided to use this platform today for something way bigger than she ever thought she could be a part of. You've seen her in this video, that's been circulating the internet about CrossPurpose. Quotas don't just have to be assigned to for-profit companies and salespeople getting to win their crystals and awards. Non-Profits have quotas, too. And they have goals. Turns out their’s are typically a little bit more meaningful. Today, we welcome two of the amazing people of CrossPurpose, Jason Janz (CEO) and Darin Valdez (graduate) to the show. Jason co-founded CrossPurpose, influenced greatly by spending his childhood and adolescence in poverty. His passion for social entrepreneurship is satisfied through his role as CEO where he builds their staff team, sets the organizational culture, and raises funds. Listen in and be inspired to open the gateway to a new perspective. Donate: https://www.classy.org/campaign/house-of-revenue/c325544 Connect with Us!Mary GrotheJason JanzCrossPurpose

In this episode, we are joined by Jean Ginzburg, Founder and CEO of Ginball Digital Marketing. Digital Marketing has evolved over the last decades so it is important to keep up with the changing trends. The question is: Are you leveraging these social media channels to increase brand awareness and find new customers?.The importance of social media to an organization is more critical than it's ever been because social media is now proven to be the main communication platform. When your brand is out in the public eye, you don't want to waste the opportunity to attract new people, retain people to your brand, increase online presence, and create an emotional connection. You must have experienced social media managers who understand the way people think, act and behave. Connect with Us!Mary GrotheJean Ginzburg

No two buyers buy the same way and when you're selling to a buying team, you are selling to multiple decision-makers so you can't copy-paste your strategy to each unique prospect you have. Understand the importance of the decision process so you can align your sales strategy accordingly. It is your responsibility to uncover their evaluation criteria and map out your prospect's buying journey.Connect with Us!Quota Crusher™ PodcastMary Grothe

It’s a great pleasure for us to introduce our guest today, Doug Brown who is going to talk to us about mental clarity and removing emotional blocks to improve sales performance. Know what are you bringing into your conversation with your prospects, your own frame of reference, understanding the way you were molded and shaped. Empower yourself by taking control of your mind and emotions. If you don't start on the inner work, you cannot have outer performance. Redirect your thoughts and interrupt your pattern, if you must. This allows you to step away from unnecessary habits, have more meaningful conversations to ensure deals don't slip through your fingers.Connect with Us!Quota Crusher™ PodcastMary GrotheDoug Brown

As a start-up, how do you secure meetings with those big brand names like Kellogg, P&G, and Revlon? We found the perfect person with over 15 years of marketing experience and currently the VP of Sales and Marketing at Lumavate. A round of applause for Stephanie Cox.The reality is consumers are hard to sell to whether it's B2B, B2C, or B2B2C. The buyer has changed so many times, in different ways so challenge what's possible. Set big goals that sound crazy then break down into "how do I get there"? Sometimes, the person who likes difficult challenges can drive the most results. Find out how Stephanie learned the art of booking meetings with giant companies. Connect with Us!Mary GrotheStephanie Cox

In today's episode of the Quota Crusher™ Podcast, Jason Bay will prove that, with effective techniques, you can turn sales objections into opportunities. Jason is the Chief Prospecting Officer at Blissful Prospecting.Handling objections can be challenging, but there are powerful strategies to overcome them. Learn about the two types of objections - (1) the ones you should warm welcome to the point that you embrace them so highly, that if you don't hear them in the sales process, you bring them up yourself and (2) Objections that are results of not following a good sales process. Learn the difference and uniqueness of your prospects. Just because they fit the profile on paper does not mean that they're psychographics. Connect with Us!Mary GrotheJason Bay

Why is it important to use PCE - passion, conviction, and enthusiasm in your presentation? What do you do to earn people's trust and create that emotional connection? Today, we bring you Jay Mays, an expert in helping sales teams differentiate from the competition to win more deals.What separates an average presenter from a great presenter? It's funny how during the presentation phase, salespeople are killing it with all the bells, whistles, and shiny stuff. They really show off all the things they think are really going to wow prospects, however, sometimes the prospect is looking for something a little different. Identify these obstacles and stay focused on things that matter to your prospects. Notice how great presenters have a tendency to tell a story, easily transition to what you want to actually talk about? Tune in to Quota Crusher™ Podcast for more helpful takeaways.Connect with Us!Mary Grothe Jay Mays

People who get into sales have a passion for the profession and see forward the life they can build in sales. Today, let's all welcome the sales whisperer who rehabilitates salespeople and trains their managers, Wes Schaeffer. In sales, it's not your job to sell, to negotiate, or create proposals, but to prospect. Deliver powerful messages in a powerful manner consistently. You can be brilliantly smart, understand your products and services inside and out, and be aware of your competition. However, if you don't show up and do the work, then what's the point? The easiest step to sales success is hard work. When you work hard, people notice. The seeds that you put in the ground today, is the harvest you reap. Seeds are your thoughts, words, and actions. You can only control yourself so make great choices. Connect with us!Mary GrotheWes Schaeffer

Sales is a tough profession. It's not for everyone. It takes extra skills and a little extra effort than any other regular job with no quota. Join Mary Grothe as she guides us on how to be a Quota Crusher™.A quota is there to keep your job so make it your floor. Understand the mathematical equation behind your sales success. Look at the mechanics of what it takes to be a top producer. Know your competition in the marketplace. You said yes to this profession, make the conscious decision to do the work to get the results. If you want to win, be number 1, and earn a lot of money? You have to do something to earn that. Don't forget to connect with us!Quota Crusher™ PodcastMary Grothe

We are pleased to welcome our special guest, a real Quota Crusher™ Alec Hornecker! Learn how BQ helped him hit 200% of his quota - how your thoughts, how you feel, and how your actions impact your performance. Sales is a hardworking and competitive atmosphere. Sales is not cut out for everyone. Understand your goals, utilize the tools provided to you to its most efficient use. Use automation for what previous salespeople had to do manually to magnify your ability to succeed.Don't forget to connect with us!Quota Crusher™ PodcastMary GrotheAlec Hornecker

Let's talk about how social media is adapted recently and how salespeople take advantage of it, what to stop, what to start doing, and do more of. Join Mary Grothe, CEO of Sales BQ® as we learn how we can earn relationships and opportunities by creating valuable content. Write your profile in your prospect's language to help them understand the value that you could bring to them. Grow your network and start communicating. Share information, show your wisdom and credibility. Be consistent, don't be spammy or robotic. Don't ruin it for the rest of the sales community.Don't forget to connect with us!Quota Crusher™ PodcastMary Grothe

What makes a great video? How do you keep viewers engaged and help your sales team stand out from the crowd? Today we find out from the expert Tyler Lessard, Marketing Executive with a passion for creative story-telling and data-driven marketing.The purpose of video in marketing and sales has changed dramatically. Video isn't just an advertising tool, a social media tool, or something we spend money on to make a nice explainer for our website. The real power is the ability to create it, to deliver our message, to clearly explain what it is that we do, to introduce people in our organization, and let people self learn. Don't forget to connect with us!Quota Crusher™ PodcastMary GrotheTyler Lessard

So we are back for another exciting episode of the Quota Crusher™ podcast. Today, we'll cover the mental mindset and why it's everything in sales. A mental mindset is a real deal. If your head is not in the game, you can't succeed and you can't win. It feels your emotional state and that feels your actions which will then dictate your performance.What are you putting into the ground, is what your harvest will be? You can be the light for other people if you let yourself be the light for you. It's amazing what we do as humans and how much control we have over how we show up in this world. Do remarkable work for people. It starts with your mental mindset, gets your head in the game, starts your day right, and own your success.Don't forget to connect with us!Quota Crusher™ PodcastMary Grothe

Salespeople need to be resilient, have a strong mind, and focused. Some fail through an inadequate mindset. So, how can you set yourself for success? Let's all welcome Morgan Ingram, Director of Execution and Evolution at JB Sales, focusing on delivering training to sales development teams to enhance their skillsets and performance.Morgan believes that in order to set yourself for success, it is 90% mindset and 10% skills. He shared that you are 42% more likely to achieve your goals if you write them down. He also encourages mindful escapism - it could be reading a book, going to a concert, attending a music festival, playing video games, and exercising gratitude. Don't forget to connect with us!Quota Crusher™ PodcastMary GrotheMorgan Ingram

Every buyer has their own buying criteria and every presentation should be custom-tailored to each buyer. In today's episode, you will learn how to craft a compelling sales presentation. Follow Mary's tips to simplify this process and create an effective presentation. Brilliant salespeople know how to think on their feet, pivot, and shift. Whatever you planted is what you're going to yield in your harvest. So, if you want to win and crush your quota, you must put in the extra work.Learn more about Host, Mary Grothe, on the Quota Crusher™ Podcast website. www.QuotaCrusherPodcast.comDon't forget to connect with us!Quota Crusher PodcastMary Grothe

It’s time to get deeper insights from our expert guest, Jake Dunlap! Learn how sales wizards keep themselves organized and utilize key LinkedIn marketing strategies.LinkedIn is a proven platform for just about any business-related activity. You post on LinkedIn not to be famous, but to strengthen your brand. Talk about the topics that you love and know the right timing to post them. There is no easy button in driving high engagement, it's about consistency. Learn more about Host, Mary Grothe, and Jake Dunlap on the Quota Crusher™ Podcast website.Don't forget to connect with us!Quota Crusher™ PodcastMary GrotheJake Dunlap

What do you do to set yourself apart from the competition when meeting with your prospect or client? Join host, Mary Grothe, on today's episode of the Quota Crusher™ Podcast to discuss mastering the trust equation. Trust is everything. It's important that you do what it takes to earn your prospect's trust. Understand the problem that you're solving and its impacts. Look at the whole picture of why your buyers are in a buying mindset and opening up that sales conversation. Go past the competition and crush your quota by mastering the trust equation in sales - be knowledgeable, be technical, be specific, be aware, and emotionally invested in solving their problems.Learn more about Host, Mary Grothe, on the Quota Crusher™ Podcast website. Don't forget to connect with us!Quota Crusher™ PodcastMary Grothe

Prepare yourself for another episode of the Quota Crusher™ Podcast with our special guest known for his Smarketing presentation, Dan Tyre. He is an authority on inbound marketing and sales and has become a regular speaker, blog writer, mentor, and coach for those who want to harness the power of inbound marketing. Volume does not equate to quality. Dan Tyre explains how to use automation to make your brand engaging with their customers like a human. Utilize automation to enhance your process, engage prospects, and gain trust through personalization. It's important to communicate like a human, and not sound like a robot.Don't forget to connect with us!Quota Crusher™ PodcastMary GrotheDan Tyre

Join Mary Grothe, Founder and CEO of Sales BQ® as she talks about what she believes are the top attributes of high-performing sales people. Mary was a former #1 and Top 10 rep and now oversees dozens of top sales performers across the country. In this episode, Mary gives us a glimpse of what a day in the life of a CEO looks like and find out how she maintains a work-life balance. Working with high urgency is one of the most well-respected characteristics in business development professionals and executive leadership. Remember that you have to shine. Show that you value your prospect, you want to earn their business and that you are serious in solving their problems. How you treat them in the front end is usually how the relationship would be. Learn more about Host, Mary Grothe, on the Quota Crusher™ Podcast website. Don't forget to connect with us!Quota Crusher™ PodcastMary Grothe

It’s time to roll out the red carpet for our special guest Donald Kelly. Get some deeper insights on his amazing journey from a seller with no real basis for success to The Sales Evangelist we now know.Today, Mary and Donald discuss the importance of investing in employee's training and development despite the risks. Empower your employees by cotinually educating them, giving them access to the right tools. For an organization looking to grow, increased turnover is pivotal -- and that means so is good sales training.You deserve to learn fresh and relevant sales techniques that work with today's buyers, from prospecting through close. Access the Training Room now and start crushing those quotas! https://www.salesbq.com/access-the-training-roomYou can also connect with Mary & Donald on LinkedIn!https://www.linkedin.com/in/marygrothe/https://www.linkedin.com/in/donaldckelly/

In today's episode, Mary Grothe, Founder, and CEO of Sales BQ® uncovers how pivotal account management is. Learn how she crafts her key account management strategy to ensure successful meetings.Account Management focuses on nurturing client relationships and retention. Through relationship nurturing you can grow existing accounts and find revenue with the clients you already have. It's important to get to know the company, understand their market, and the individuals you're working with. Show them that you are dedicated to solving their problems and it will make your conversation powerful. Learn more about Host, Mary Grothe, on the Quota Crusher™ Podcast website. www.QuotaCrusherPodcast.comDon't forget to connect with us!Quota Crusher PodcastMary Grothe

We are excited to welcome Connor Dube to the Quota Crusher™ Podcast. Connor Dube is an active speaker, multi-show podcast host, entrepreneur, and B2B marketing blogger with great insight into social selling. In today's episode, Mary Grothe and Connor discuss account-based selling and how you can utilize social media to ger your foot in the door. Connor shares important steps and tips on how you can get the attention of your dream client and book a sales meeting all using LinkedIn. Learn more about Host, Mary Grothe, and Connor Dube on the Quota Crusher™ Podcast website. www.QuotaCrusherPodcast.comDon't forget to connect with us! Quota Crusher PodcastMary Grothe Connor Dube

Today we are reporting live from INBOUND2020 to launch season 3 of the Quota Crusher™ Podcast! We want to give a huge thanks to all of our listeners and we are so excited for season 3. There is an amazing line up of guests that are all industry experts in selling. We are going to cover everything from social selling, to automation, to becoming the #1 sales rep at your organization. Tune in weekly on Tuesdays for a new episode. Let's talk about the myth of the sales unicorn! CEOs are expecting to hire a salesperson that can do it all. They expect their reps to build their own database, market, prospect, close the deal, and continue the journey with the client through account management and customer success. However, this just isn't realistic. Listen to this episode to learn about how your company can instead create a revenue engine and see better results. Learn more about Host, Mary Grothe, on the Quota Crusher™ Podcast website. www.QuotaCrusherPodcast.comDon't forget to connect with us!Quota Crusher PodcastMary Grothe

Mary Grothe, CEO of Sales BQ® was on Andy Paul's Sales Enablement Podcast in April and enjoyed the conversation so much that we invited him to join The Quota Crusher™ Podcast today to unfold tremendous value to our listeners.Salespeople must learn how to effectively qualify a prospect, ensure that they are worthy of your time and effort to turn them into a customer. Establish the value and ask the right questions to discover that "One Thing" that drives the decision. Get a verbal commitment and make sure that they don't learn anything new in the proposal. Connect with Andy Paul: https://www.linkedin.com/in/realandypaul/Access the Sales BQ® Training Room: https://www.salesbq.com/access-the-training-room

Many companies lack infrastructure for their SDR teams. However, most SDR's are just starting their sales career and need a lot of guidance and structure. In today's episode, we welcome AJ Alonzo and Greyson Fullbright from SDRevolution. AJ and Greyson share stories on how they navigated through their first SDR role and how they reached success. There are a few key qualities that an SDR needs that will help them accelerate in the role. You deserve to learn fresh and relevant sales techniques that work with today's buyers, from prospecting through close. Access the Training Room now and start crushing those quotas! https://www.salesbq.com/access-the-training-room Connect with us! Mary Grothe - https://www.linkedin.com/in/marygrothe/AJ Alonzo - https://www.linkedin.com/in/ajalonzo/Greyson Fullbright - https://www.linkedin.com/in/fullbrightb2b/SDRevolution - https://www.linkedin.com/company/sdrevolution/

Join Mary Grothe, CEO of Sales BQ as we welcome Roderick Jefferson, one of the founders of the Sales Enablement Society and a keynote speaker. We are grateful for his powerful contributions to sales. He started as a BDR years ago, achieved President's Club multiple times, and eventually transitioned into sales training and sales enablement.Roderick shares the 5P's of Sales - Purpose, People, Program, Performance, and Platform. For him, it all starts with people. Start making conversations. Listen. Ask the right questions.You deserve to learn fresh and relevant sales techniques that work with today's buyers, from prospecting through close. Access the Training Room now and start crushing those quotas! https://www.salesbq.com/access-the-training-room Connect with Mary Grothe: https://www.linkedin.com/in/marygrothe/Connect with Roderick Jefferson: https://www.linkedin.com/company/roderick-jefferson-associates

In this episode, Javier Lozano Jr., National Director of Business Development at CMI Mechanical in Denver, shares why systems really matter in your business. Let's find out why?Nowadays, B2B and B2C both require human to human connection so, it is critical that we know how to communicate, identify pain points, ask the right questions, and resolve customers' problems. Javier also made a point that marketing and sales teams are congruent and must help each other so, they both must have the knowledge on what marketing does, how it works and how it can make your life easier and vise versa. It is important to create lead magnets to get fresh and qualified leads that want to make business with you. Evaluate where you or your leads thrive in, find out what makes you wake up in the morning and focus on things that you truly enjoy. Learn fresh and relevant sales techniques by accessing the Sales BQ® Training Room: https://www.salesbq.com/access-the-training-roomConnect with Javier Lozano Jr.: https://www.linkedin.com/in/javierlozanojr/Connect with Mary Grothe: https://www.linkedin.com/in/marygrothe/

Quota Crusher is bringing in today, an author, a sales ninja and one of the most powerful guests we've had to date, Jason Forrest. He aligns a 100% of everything that we teach and preach - Behavioral Quotient. BQ is fueled by your thoughts, which turn into feelings, which dictate your actions, and result in your performance. Jason grew up in a positive sales environment. His father was a business owner and his mother was a persuasive speaking professor. He echoes and agrees that it's not about the highest revenue producer, its the highest profit revenue producer is all that matters. Know the difference between selling internally and convincing clients.You deserve to learn fresh and relevant sales techniques that work with today's buyers, from prospecting through close. Access the Training Room now and start crushing those quotas! https://www.salesbq.com/access-the-training-roomConnect with Jason Forrest: https://www.linkedin.com/in/jasonforrest/

On today's episode, it is with great pleasure to bring you a sales expert, respected consultant and the author of invaluable Playbook: How to Win 5X Deals Repeatedly, Lisa Magnuson. Let's find out what made her a sales expert that she is today and how she cultivates executive relationships.Lisa was lucky to have worked with a national account executive that would bring her to executive conversations where she discovered the power of big deals. Sales people must have a pre-call plan before engaging with executives, value their time, walk away, and follow-up. She also emphasized that Sales leaders should commit to their account strategy for a year and map them out.You deserve to learn fresh and relevant sales techniques that work with today's buyers, from prospecting through close. Access the Training Room now and start crushing those quotas! https://www.salesbq.com/access-the-training-roomConnect with Lisa Magnuson: https://toplinesales.com/

Many prospects have said to Host, Mary Grothe, “If you can be that excited about what you’re selling, it must be good.” On the contrary— She's had more than one sales manager tell her she needs to “calm down” in her sales conversations. Mary might get a little excited, and she does monitor it, but she stands by the fact that her PCE has put her sales success over the edge for years and resulted in a lot of revenue generated. PCE is an acronym for Passion, Conviction, and Enthusiasm. In today's episode of the Quota Crusher™ Podcast we deep dive into how PCE can up your sales game and close more deals. Access the Training Room now and start crushing those quotas! https://www.salesbq.com/access-the-training-room and read an aligning blog about PCE on the Sales BQ® website. Connect with Mary! https://www.linkedin.com/in/marygrothe/

Today on the Quota Crusher™ Podcast we have guest Ian Moyse. We talk about what is working and what is not in social selling and telemarketing. The key is to not overthink or over analyze it. Social selling requires quick profiling before prospecting. Listen to this week's episode to learn more about social selling and sales leadership. You deserve to learn fresh and relevant sales techniques that work with today's buyers, from prospecting through close. Access the Training Room now and start crushing those quotas! https://www.salesbq.com/access-the-training-roomConnect with Ian Moyse https://www.linkedin.com/in/ianmoyse/Connect with Mary Grothe https://www.linkedin.com/in/marygrothe/

In today's episode, we interview Deb Calvert, a top sales and leadership speaker for organizations and industry events. Mary Grothe is delighted to interview someone who embodies the same philosophy in sales as that of Sales BQ®.Let's uncover the importance of understanding the behavioral aspect of sales, both buyers and sellers. Learn to align your selling style with your buyers to advance the sale efficiently.You deserve to learn fresh and relevant sales techniques that work with today's buyers, from prospecting through close. Access the Training Room now and start crushing those quotas! https://www.salesbq.com/access-the-training-roomConnect with Deb Calvert: https://www.linkedin.com/in/debcalvertpeoplefirst/

We have Cody Schmidt, Sales Executive at CIENCE. Sales is a heavily performance-based industry so put your head down and do whatever it takes to crush your numbers. Let's uncover Cody's Top Attributes of Top Performers and how drive, self-dicipline, empathy, and humility helped him successfully break into sales .You deserve to learn fresh and relevant sales techniques that work with today's buyers, from prospecting through close. Access the Training Room now and start crushing those quotas! https://www.salesbq.com/access-the-training-roomYou can also connect with Mary & Cody on LinkedIn! https://www.linkedin.com/in/marygrothe/https://www.linkedin.com/in/cschmidt1991

Today, we brought on guest Kelly Fox, CEO, and Co-Founder of Kitchen Traffic. She is a Business Mentor, Customer Experience Expert & Brand Educator. Her success story is a perfect example of why failure should never stop you from following your vision. Statistics from the White House Office of Consumer Affairs show that it is 6 to 7 times more expensive to acquire a new customer than it is to keep a current one so be consistent and don't burn bridges with prospects or clients. You deserve to learn fresh and relevant sales techniques that work with today's buyers, from prospecting through close. Access the Training Room now and start crushing those quotas! https://www.salesbq.com/access-the-training-roomYou can also connect with Mary Grothe and Kelly Fox on LinkedIn:https://www.linkedin.com/in/marygrothe/https://www.linkedin.com/in/kelly-fox-ceo

During this episode, we map out how to manage your day with sales activities. Mary uses a whiteboard to draw out her explanation so you might want to hop over to the youtube video. https://youtu.be/hA-xEOPNtNQ CEO, Mary Grothe, will walk you step by step how to plan out your day to get the most out of it. Starting with the main categories that take up your time to the small items such as your drive time. You deserve to learn fresh and relevant sales techniques that work with today's buyers, from prospecting through close. Access the Training Room now and start crushing those quotas! https://www.salesbq.com/access-the-training-roomYou can also connect with Mary Grothe on LinkedIn:https://www.linkedin.com/in/marygrothe/