Podcasts about b2b selling

In Part 1 of this conversation, Seth Dallaire, Chief Growth Officer at Walmart, discusses his new role and responsibilities, the importance of storytelling in business, and the challenges of meeting consumer expectations in a rapidly changing market. He shares insights on B2B selling, the significance of brand strategy, and lessons learned from his early career experiences. The discussion highlights the need for continuous improvement and adaptation in the retail landscape.TakeawaysSeth's role at Walmart encompasses various growth strategies.Understanding consumer marketing is crucial for success.Storytelling helps simplify complex ideas and gain buy-in.Consumer expectations are increasing, requiring continuous improvement.B2B selling requires urgency and differentiation in offers.Early career experiences shape future professional skills.Asking for money is a vital skill in sales.Transitioning to formal sales roles can be challenging but rewarding.Consultative selling is more effective than transactional selling.Building a brand requires understanding community roles and consumer needs.Chapters00:00 Introduction to Seth Dallaire and His Role at Walmart04:50 Skills and Challenges in a New Role10:45 Cultural Integration and Team Building at Walmart15:18 The Evolution of the Walmart Brand20:03 Insights on B2B Selling and Market Trends26:47 Early Ambitions and Career Beginnings38:19 First Formal Sales Job at Microsoft

This is episode 730. Read the complete transcription on the Sales Game Changers Podcast website. This is a Sales Story and a Tip episode! Watch the video of the interview here. Subscribe to the Sales Game Changers Podcast now on Apple Podcasts! Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here. Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! Today's show featured an interview with Chaz Horn, author of “B2B Blueprint To Predictable Sales.” Learn more about it here. Find Chaz on LinkedIn. CHAZ'S TIP:  “Always treat each and every person that comes into your life with respect, empathy, and look to serve.”  

In this episode of #Hashtags, Gartner analyst Rick LaFond discusses how to create compelling value propositions and marketing communications that address the emotional side of B2B buying. Conventional wisdom suggests that while B2C buying might be emotionally charged, B2B buying is highly rational. However, B2B buying is heavily driven by emotions, and buyer perception of “personal value” from a brand is nearly 3x more strongly associated with positive brand outcomes than perception of “functional value.”Rick LaFond is a Gartner Senior Director Analyst for Gartner for Marketers. He leads Gartner's B2B customer acquisition & account growth research. As an analyst, Rick supports Gartner's clients with insights and guidance on various marketing topics, including demand generation, digital marketing strategy, sales enablement, content marketing and account-based marketing.

Welcome back! In this episode, Andy sits down with Nick Capozzi, CEO at The Future of Health, and Co-Founder of Splice Video, and Chet Lovegren, Strategic Sales and Leadership Consultant at The Sales Doctor. to talk about the some of the biggest issues in B2B selling right now. Chet emphasizing the unnecessary complications introduced over time, while Nick highlights the issue of rigid frameworks stifling innovation. The discussion explores themes such as focusing on human connections, creativity in prospecting, and the importance of industry and business-specific knowledge. They also discuss the contrasting methodologies, SDR roles, and the effectiveness of in-person interactions, proposing a shift towards full-cycle AEs for better sales performance.Host Andy Paul is the expert on modern B2B selling and author of three best-selling, award-winning sales books, including his latest Sell Without Selling Out. Visit andypaul.com to subscribe to his newsletter for even more strategies and tips to accelerate your win rate.

In this week's episode, we explore the transformative role of artificial intelligence in boosting B2B selling performance. We also explore the shift in training methodologies and innovations within the sales domain, a conversation enriched by the insights of our esteemed guest, Dan Adams. With a keen focus on AI's potential, we examine how technology acts as a catalyst for revolutionizing sales preparation and effectiveness.Dan Adams is a seasoned Aim Institute trainer specializing in B2B customer discovery techniques for Fortune 500 companies. A pioneer in integrating qualitative and quantitative methods for new product innovation, he has recently expanded his focus to the everyday voice of customer training, homing in on sales effectiveness. With a career dedicated to understanding and leveraging customer insights, Dan has successfully implemented AI tools that prepare sales teams more efficiently. His rigorous research in sales probing skills and his pragmatic approach to training make him a thought leader."Our new AI guide, Claire, is revolutionizing sales preparation by providing real-time coaching and feedback, thus changing our approach to training and coaching." ~Dan AdamsThis Week on Innovation Talks:·     The significance of using customer and company names in voice-of-customer (VoC) interviews to gain multiple perspectives within a business.·     The irreplaceable value of human interviews in B2B settings for obtaining critical insights that AI might miss.·     Utilizing AI for sales effectiveness, specifically in preparation and skills building for salespeople.·     The introduction of Sales Prep, an AI tool that generates comprehensive reports on customer news, market trends, and common issues.·     The challenge of onboarding new employees and technology's role in easing their transition.·     Dan's research confirms a strong correlation between effective probing skills and sales performance, compared to traditional sales training.·     The potential of AI-guided, asynchronous training as a cost-effective, rapid skill-building solution.·     An independent sales prep website driven by self-motivated individuals to foster internal adoption of new methodologies.Guest Contact Information:Dan Adams - Aim Institute Website: https://aiminstitute.com LinkedIn https://www.linkedin.com/in/danadams-aim/ Resources Mentioned:Sales Prep AI tool: A solution for generating customer insights and preparing for sales calls. https://theaiminstitute.com/services/everyday-voc-for-sales/AIM Institute Training Programs: B2B customer discovery and sales effectiveness training. https://theaiminstitute.com/services/new-product-blueprinting/b2b-voice-of-customer-training/ Ready to Transform Your Innovation Strategy? If you're a product manager or innovator looking to streamline your processes and turn chaos into control, you won't want to miss this opportunity.Dive into our exclusive, free eBook on Innovation Ops strategies designed just for you.Learn the secrets to revolutionizing your approach and achieving success with clarity and precision.Download your copy today.Start your journey to becoming an innovation powerhouse now! This Podcast is brought to you by SopheonThanks for tuning into this week's episode of Innovation Talks. If you enjoyed this episode, please subscribe and leave a review wherever you get your podcasts. Apple Podcasts | TuneIn | Stitcher | Spotify | iHeart Be sure to connect with us on Facebook, Twitter, and LinkedIn, and share your favorite episodes on social media to help us reach more listeners, like you.For additional information around new product development or corporate innovation, sign up for Sopheon's newsletter where we share news and industry best practices monthly! The fastest way to do this is to go to sopheon.com and click here.

BRX Pro Tip: 5 Rules of Thumb for B2B Selling Stone Payton : And we are back with Business Radio X Pro Tips. Stone Payton, Lee Kantor here with you. Lee, B2B selling really is different than other forms of selling in a lot of ways. But what are some key tenets of B2B selling […]

Christian Harting, Experte für spielerisches Verkaufen, kombiniert Verkaufspsychologie und fachliche Expertise, um Verkaufsprozesse effektiver zu gestalten und echtes Kundenvertrauen aufzubauen. Als Diplom-Ingenieur und Business-Coach bringt er Verstand und Herz zusammen, um außergewöhnliche Fähigkeiten zu fördern und beruflichen sowie persönlichen Erfolg zu ermöglichen.

Check out https://www.brevitypitch.com/    - HOW AI SOLVES THE SALES PRACTICE PROBLEM Here is a FAQ Video on the Courses: https://youtu.be/0F7imrzjXWs Here is a deep dive into which course is best for you: https://youtu.be/JM_jgS8M-iU https://www.b2bRevenue.com - Get Your Free E-Book on How Companies make Decisions. FAQ: 1 YEAR ACCESS, PAY MONTHLY OR ANNUALLY NOT A SUBSCRIPTION OFFICE HOURS EVERY  OTHER WEEK VIA ZOOM. 1 HOUR GROUP Q&A. UNLIMITED 1-ON-1'S  ARE FREE AS LONG AS THEY CAN BE SHARED IN THE COURSE. 1-ON-1 ARE FULL ACCESS ON DAY ONE - NOTHING IS GATED OR TIME RELEASED. ALL CONTENT IS VIDEO BASED AND SELF PACED I RECOMMEND TAKE COURSE ONCE WITHOUT NOTES OR APPLYING IT SO YOU UNDERSTAND THE BIG PICTURE FIRST. THEN TAKE AND APPLY IT STEP BY STEP. YOU START WHEN YOU WANT AND GO AS FAST OR SLOW AS NEEDED.   Email me additional questions: briangburns@me.com     — SAMPLE EMAIL TO EXPENSE THE COURSE MGR,   I have been listening to the brutal truth about sales podcast for X months and it speaks to the issues we face.   They currently offer a course that includes video instruction, group Q&A and One-on-One coaching. I'm committed to my own personal development and would like your help in expensing the course.   It would pay for itself if I closed only one new deal of $X value.   Please let me know by Friday if I can move forward with this 1 year course.   Thanks, ME Here are some student interviews from the courses:      ———————————————————————————————————— Audible 30 day Free Trial: http://www.audibletrial.com/BrutalTruth  

Hey everyone! Today, I want to share some valuable insights about the 5 pillars of B2B selling. Whether you're a seasoned sales professional or just starting out, understanding these pillars can greatly enhance your success in the business-to-business sales world. So, let's dive in and explore each one of them

Check out https://www.brevitypitch.com/    - HOW AI SOLVES THE SALES PRACTICE PROBLEM Here is a FAQ Video on the Courses: https://youtu.be/0F7imrzjXWs Here is a deep dive into which course is best for you: https://youtu.be/JM_jgS8M-iU https://www.b2bRevenue.com - Get Your Free E-Book on How Companies make Decisions. FAQ: 1 YEAR ACCESS, PAY MONTHLY OR ANNUALLY NOT A SUBSCRIPTION OFFICE HOURS EVERY  OTHER WEEK VIA ZOOM. 1 HOUR GROUP Q&A. UNLIMITED 1-ON-1'S  ARE FREE AS LONG AS THEY CAN BE SHARED IN THE COURSE. 1-ON-1 ARE FULL ACCESS ON DAY ONE - NOTHING IS GATED OR TIME RELEASED. ALL CONTENT IS VIDEO BASED AND SELF PACED I RECOMMEND TAKE COURSE ONCE WITHOUT NOTES OR APPLYING IT SO YOU UNDERSTAND THE BIG PICTURE FIRST. THEN TAKE AND APPLY IT STEP BY STEP. YOU START WHEN YOU WANT AND GO AS FAST OR SLOW AS NEEDED.   Email me additional questions: briangburns@me.com     — SAMPLE EMAIL TO EXPENSE THE COURSE MGR,   I have been listening to the brutal truth about sales podcast for X months and it speaks to the issues we face.   They currently offer a course that includes video instruction, group Q&A and One-on-One coaching. I'm committed to my own personal development and would like your help in expensing the course.   It would pay for itself if I closed only one new deal of $X value.   Please let me know by Friday if I can move forward with this 1 year course.   Thanks, ME Here are some student interviews from the courses:      ———————————————————————————————————— Audible 30 day Free Trial: http://www.audibletrial.com/BrutalTruth  

Mark Allen Roberts is a sales and marketing guru with a 35-year legacy of success at companies like the Timken Company and Frito Lay. He is the author of "Branding Backwards" and has been honored by the National Association of Sales and Marketing. Mark is known for his expertise in human-to-human selling and helping companies drive explosive growth.SHOW SUMMARYIn this episode of Selling From The Heart, Mark Allen Roberts emphasizes the need for sales professionals to have worthy intent and genuinely care for their customers. Mark shares stories of companies that achieved explosive growth by understanding their customers' problems and providing solutions. He also provides practical tips for sales professionals, including the importance of asking good questions, listening to customers, and building relationships with key decision-makers and influencers.KEY TAKEAWAYSSelling from the heart means having worthy intent and genuinely caring for customers.Understanding customers' problems and providing solutions is key to driving explosive growth.Sales professionals should ask good questions, listen actively, and build relationships with key decision-makers and influencers.QUOTES"Selling from the heart is about authentically caring for people, serving others, and not worrying about hitting your sales numbers.""The more you know about your customers, the more you grow with your customers."Learn more about Mark Allen Roberts: LinkedIn: https://www.linkedin.com/in/markaroberts/Learn more about Darrell and Larry: Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/Website: https://www.sellingfromtheheart.net/ Got a video about how you sell from the heart? Share it by texting VIDEO to 21000.Please visit BarnesandNobles to order your copy of the rerelease of the Selling from the Heart book. SUBSCRIBE to our YOUTUBE CHANNEL! https://www.youtube.com/c/sellingfromtheheartPlease visit WHY INSTITUTE:https://whyinstitute.com/Please go to WORK BETTER NOW:https://www.workbetternow.com/Click for your Daily Dose of Inspiration:https://www.sellingfromtheheart.net/dailyCheck out the 2023 Authentic Selling Challenge:https://authenticsellingchallenge.com/Get your Insiders Group FREE PASS here:https://www.sellingfromtheheart.net/free-pass

Check out https://www.brevitypitch.com/    - HOW AI SOLVES THE SALES PRACTICE PROBLEM Here is a FAQ Video on the Courses: https://youtu.be/0F7imrzjXWs Here is a deep dive into which course is best for you: https://youtu.be/JM_jgS8M-iU https://www.b2bRevenue.com - Get Your Free E-Book on How Companies make Decisions. FAQ: 1 YEAR ACCESS, PAY MONTHLY OR ANNUALLY NOT A SUBSCRIPTION OFFICE HOURS EVERY  OTHER WEEK VIA ZOOM. 1 HOUR GROUP Q&A. UNLIMITED 1-ON-1'S  ARE FREE AS LONG AS THEY CAN BE SHARED IN THE COURSE. 1-ON-1 ARE FULL ACCESS ON DAY ONE - NOTHING IS GATED OR TIME RELEASED. ALL CONTENT IS VIDEO BASED AND SELF PACED I RECOMMEND TAKE COURSE ONCE WITHOUT NOTES OR APPLYING IT SO YOU UNDERSTAND THE BIG PICTURE FIRST. THEN TAKE AND APPLY IT STEP BY STEP. YOU START WHEN YOU WANT AND GO AS FAST OR SLOW AS NEEDED.   Email me additional questions: briangburns@me.com     — SAMPLE EMAIL TO EXPENSE THE COURSE MGR,   I have been listening to the brutal truth about sales podcast for X months and it speaks to the issues we face.   They currently offer a course that includes video instruction, group Q&A and One-on-One coaching. I'm committed to my own personal development and would like your help in expensing the course.   It would pay for itself if I closed only one new deal of $X value.   Please let me know by Friday if I can move forward with this 1 year course.   Thanks, ME Here are some student interviews from the courses:      ———————————————————————————————————— Audible 30 day Free Trial: http://www.audibletrial.com/BrutalTruth      

Mastering LinkedIn: Boost Your Business Buying Strategies In this podcast, Jonathan Jay invites LinkedIn expert, Andrew Grill, to share his insights on how to use LinkedIn more effectively, especially for individuals interested in buying businesses. Topics covered include developing online credibility through LinkedIn, improving profiles for greater visibility, using LinkedIn analytics, understanding the LinkedIn algorithm, and exploring various LinkedIn tools. Grill also introduces the 'LinkedIn Social Selling Index' and provides actionable tips for better networking and content sharing on LinkedIn. 00:35 Introduction and Welcome 00:47 The Importance of LinkedIn Profile for Business Buyers 01:19 Guest Speaker Introduction: Andrew Grill 01:41 Andrew's Early Experiences with Technology 02:21 Andrew's Background in Small Business 02:47 The Power of LinkedIn for Business 03:03 Andrew's Journey with LinkedIn 03:47 The Impact of LinkedIn on Andrew's Business 04:01 The Changing Landscape of B2B Selling 05:02 The Importance of Digital First Impressions 05:34 How to Google Yourself Effectively 06:56 The Anatomy of a LinkedIn Page 11:34 The Importance of LinkedIn Activity 15:39 Understanding LinkedIn Public URL and Profile Visibility 19:48 The Difference Between Following and Connecting on LinkedIn 20:40 The Importance of Adding a Note When Connecting on LinkedIn 21:44 Understanding LinkedIn on Desktop and Mobile 22:08 The Importance of Personalizing LinkedIn Connections 22:18 LinkedIn as a Platform for Business Content 22:58 Overcoming Writer's Block on LinkedIn 23:07 Using LinkedIn as a Content Laboratory 23:46 Creating Engaging Content on LinkedIn 27:22 Understanding LinkedIn's Algorithm 32:14 Tips for Creating Great Content on LinkedIn 33:00 Understanding LinkedIn's Social Selling Index (SSI) 34:19 Using LinkedIn's QR Code Feature 35:09 Posting Consistently on LinkedIn 38:04 Actionable Steps to Improve Your LinkedIn Presence Resources Buying a business is only the start, which is why we are now teaching what happens next on the Mastermind program. Now, if you've already bought a business, you should be part of my Inner Circle group where we discuss raising capital, integration management, and exiting. Email Maria on hello@thedealmakersacademy.com for more information.  If you are looking for a lawyer in the UK to help you get the deal over the line, then use my own lawyer, John Andrews. You can phone his office at (0345) 2412494 or email him at johnandrews.deallawyer@jmw.co.uk. If you would like to take the next step to learn the best ways of buying a business, without risking your own cash, you can access my free training at: www.dealmakerspodcast.co.uk Watch my Webinar Training Video: https://www.dealmakerspodcast.co.uk You can also request a free copy of my book at: https://www.thedealmakersacademy.com/free-book-giveaway/ If you want to jump straight to my live Zoom FastTrack course, please go to: https://www.thedealmakersacademy.com/fast  Connect with Jonathan Jay at: Website: https://www.thedealmakersacademy.com/ LinkedIn: https://www.linkedin.com/in/jonathan-jay-3556b230/ YouTube: https://www.youtube.com/c/TheDealmakersAcademy

83% of prospects won't contact you until they are ready to buy. Steve Sipress, entrepreneur, marketing, advertising, sales, tips, ideas, help, wow, strategy, small business owner, direct response, tactics, success, profits, growth, results, marketing consultant, email, buying, cycle, educate, education,

Check out https://www.brevitypitch.com/    - HOW AI SOLVES THE SALES PRACTICE PROBLEM Here is a FAQ Video on the Courses: https://youtu.be/0F7imrzjXWs Here is a deep dive into which course is best for you: https://youtu.be/JM_jgS8M-iU https://www.b2bRevenue.com - Get Your Free E-Book on How Companies make Decisions. FAQ: 1 YEAR ACCESS, PAY MONTHLY OR ANNUALLY NOT A SUBSCRIPTION OFFICE HOURS EVERY  OTHER WEEK VIA ZOOM. 1 HOUR GROUP Q&A. UNLIMITED 1-ON-1'S  ARE FREE AS LONG AS THEY CAN BE SHARED IN THE COURSE. 1-ON-1 ARE FULL ACCESS ON DAY ONE - NOTHING IS GATED OR TIME RELEASED. ALL CONTENT IS VIDEO BASED AND SELF PACED I RECOMMEND TAKE COURSE ONCE WITHOUT NOTES OR APPLYING IT SO YOU UNDERSTAND THE BIG PICTURE FIRST. THEN TAKE AND APPLY IT STEP BY STEP. YOU START WHEN YOU WANT AND GO AS FAST OR SLOW AS NEEDED.   Email me additional questions: briangburns@me.com     — SAMPLE EMAIL TO EXPENSE THE COURSE MGR,   I have been listening to the brutal truth about sales podcast for X months and it speaks to the issues we face.   They currently offer a course that includes video instruction, group Q&A and One-on-One coaching. I'm committed to my own personal development and would like your help in expensing the course.   It would pay for itself if I closed only one new deal of $X value.   Please let me know by Friday if I can move forward with this 1 year course.   Thanks, ME Here are some student interviews from the courses:      ———————————————————————————————————— Audible 30 day Free Trial: http://www.audibletrial.com/BrutalTruth             Listen to The Sales Questions PodCast: https://itun.es/i67d3Ry     Listen to The B2B Revenue Leadership Show: https://itunes.apple.com/us/podcast/b2b-revenue-leadership-show/id1174976428?mt=2  

Check out https://www.brevitypitch.com/    - HOW AI SOLVES THE SALES PRACTICE PROBLEM Here is a FAQ Video on the Courses: https://youtu.be/0F7imrzjXWs Here is a deep dive into which course is best for you: https://youtu.be/JM_jgS8M-iU https://www.b2bRevenue.com - Get Your Free E-Book on How Companies make Decisions. FAQ: 1 YEAR ACCESS, PAY MONTHLY OR ANNUALLY NOT A SUBSCRIPTION OFFICE HOURS EVERY  OTHER WEEK VIA ZOOM. 1 HOUR GROUP Q&A. UNLIMITED 1-ON-1'S  ARE FREE AS LONG AS THEY CAN BE SHARED IN THE COURSE. 1-ON-1 ARE FULL ACCESS ON DAY ONE - NOTHING IS GATED OR TIME RELEASED. ALL CONTENT IS VIDEO BASED AND SELF PACED I RECOMMEND TAKE COURSE ONCE WITHOUT NOTES OR APPLYING IT SO YOU UNDERSTAND THE BIG PICTURE FIRST. THEN TAKE AND APPLY IT STEP BY STEP. YOU START WHEN YOU WANT AND GO AS FAST OR SLOW AS NEEDED.   Email me additional questions: briangburns@me.com     — SAMPLE EMAIL TO EXPENSE THE COURSE MGR,   I have been listening to the brutal truth about sales podcast for X months and it speaks to the issues we face.   They currently offer a course that includes video instruction, group Q&A and One-on-One coaching. I'm committed to my own personal development and would like your help in expensing the course.   It would pay for itself if I closed only one new deal of $X value.   Please let me know by Friday if I can move forward with this 1 year course.   Thanks, ME Here are some student interviews from the courses:      ———————————————————————————————————— Audible 30 day Free Trial: http://www.audibletrial.com/BrutalTruth             Listen to The Sales Questions PodCast: https://itun.es/i67d3Ry     Listen to The B2B Revenue Leadership Show: https://itunes.apple.com/us/podcast/b2b-revenue-leadership-show/id1174976428?mt=2  

Are you finding cold outreach more and more difficult? In this episode, Ian Altman tackles the evolving landscape of B2B cold calling. He dives into why it's becoming increasingly challenging to reach potential clients and offers practical insights into overcoming these obstacles. Ian emphasizes the importance of crafting compelling messages, disarming your approach, and empowering the recipient to decide the next steps. If you're looking to enhance your cold outreach game and achieve better results, this episode is a must-listen. Don't forget to like, share, and subscribe for more invaluable sales strategies. Tune in and revolutionize your approach to B2B cold outreach. -------Looking for more guidance and support on handling all your B2B sales struggles? You can connect with Ian Altman and learn more about the Same Side Selling Academy through the links below: LinkedinTwitterWebsiteEmail : ian@ianaltman.com

Are you a B2B Sales Professional who's tired of logging notes into your CRM? How about pulling up battle cards during a disco (discovery) to compare and contrast against your competitors? If so, you're in for a treat! Introducing Attention, your GTM wingman that auto-logs your CRM in real-time. Fully customizable, you can input any methodologies to your liking including MEDDICC, MEDDPICC, N.E.A.T. and etc. In this episode, we interview Conor Kline, Attention's Sales Director as he shares the new concept of B2B Selling by leveraging generative A.I. Conor also shares the story of how Attention was born and shares some valuable advice to reps on how to get ahead of the game during this modern shift. Sales Professionals leverages Attention to save time, win more deals, ramp reps quicker, and focus on what's important; the customer. 100% selling. Connect with Conor Kline on LinkedIn here www.attention.tech --- Support this podcast: https://podcasters.spotify.com/pod/show/jtlieu/support

Humans are at the heart of businesses. Today we explore how organisations have different personas, how to treat your customers like humans, and how we can learn a lot from a family's Xbox purchase. — Connect with Us: Michael Momsen (linkedin.com/in/michaelmomsen) Kai Lovel (linkedin.com/in/kailovel) Feedback, ideas or career questions? Send us an email - kai@zipline.io Zipline.io is a fast-growing B2B SaaS startup solving frontline compliance challenges in healthcare. More at https://zipline.io

Do you know what problem you are solving? Today on the TSP Show, Jeannine K Brown demonstrates how you can level up your sales by implementing her tools for problem-solving. Jeannine left the corporate world to create Everyday Lead, a consulting firm that designs solutions for sustainable improvements toward an organization's mission. She is a renowned thought leader and author of “Unstuck and Unstoppable". In this episode, Jeannine teaches you to position yourself for impactful solutions.Every business solves a problem, but without good questions and attentive listening, you will fail to understand your client's dilemma. You can not solve a problem if you don't know what it is. Every conversation is a chance to probe clients about the issues within their business, and reveal how you can be the solution. Jeannine breaks down how to use situational, clarifying, and consequence questions to maximize every moment you have with a potential client. If you want to learn how to become a true problem solver, listen now!Want to keep up with Jeannine K Brown? Find details here:► Website:everyday-lead.com► Courses: Executive Coaching ► Instagram:@Jeannine_K_Brown ► Book: Unstuck and UnstoppableWant to keep up with Traffic Sales and Profit? Find details here:► Podcast: https://trafficsalesandprofit.com/podcast► Get your FREE Traffic Sales and Profit Book here https://freetspbook.com/tsp-book► Subscribe to the YouTube channel: https://youtube.com/trafficsalesandprofit► Upcoming Live Events: https://trafficsalesandprofit.com/events/► Join our FREE Traffic, Sales & Profit Facebook Group: https://www.facebook.com/groups/TrafficSalesProfit/► Follow us on Instagram: https://www.instagram.com/trafficsalesandprofit/► Follow Lamar on Instagram: https://www.instagram.com/lamartyler/KEY TAKEAWAYS[00:00:00] Transitioning from corporate to entrepreneurship [00:08:30] Deciding what you want your impact to be [00:9:30] Staying in the space that you're an expert in[00:12:00] Solving problems you're qualified to solve[00:13:00] You never know who you're talking to[00:17:30] Connecting and nurturing your network[00:22:00] Know your customer's journey [00:24:00] Asking the right questions to generate a sale[00:27:00] Sales are hardly ever immediate [00:30:00] Staying persistent even if you don't get a response [00:33:00] The close is getting the...

As the end of the year approaches, it is a time most sales people are trying to win year end deals. However, there are key mistakes salespeople make that end up adding a false sense of urgency and a need to discount their products or services. In this episode, I share the key steps to increase your success for year end deals by showing up the solve the clients problems instead of just selling. Quotes:"The biggest mistakes that I see people make those come down to creating a false sense of urgency.""Accept the fact that sometimes our urgency is not aligned with their urgency and if it's not, then rather than jeopardize the relationship and try and push for a deal when it's not right, just be willing to push things off a little bit."Looking for more guidance and support on handling all your B2B sales struggles? You can connect with Ian Altman and learn more about the Same Side Selling Academy through the links below: LinkedinTwitterWebsiteEmail : ian@ianaltman.com

This episode is the 3rd and final part of my three-part series where we're navigating the B2B sales process. In this mini-series, I share 6 steps to find, engage and win contracts with business-to-business clients. Because most consultants, coaches and experts go about B2B sales all wrong or they miss vital steps. It's a process that has served my business very well. Part 3's episode it's all about how FOLLOW UP IS FORTUNE. Here, in this last instalment, we cover the last two steps of six focusing on presentations (or pitches) and how to be persistent without turning into a pest. And there's another 7th dimension that runs across all six steps, which helps you go after bigger contracts – so stay tuned. Further resources and support available in the show notes, and you can grab my 6 steps checklist to help you build out your process: http://jayallyson.com/isuccess/6-steps-client-acquisition-checklist/.

How do you position yourself to become one of the "fortunate" professionals who consistently get corporate clients and build lucrative B2B businesses? Most consultants and coaches are experts in their subject matter or field of practice, but hate the whole promoting, prospecting and pitching part of running their own business. In this 3-part mini-series, I share 6 steps to find, engage and win contracts with business-to-business clients. Because most consultants, coaches and experts go about B2B sales all wrong or they miss vital steps. It's a process that has served my business very well. Here in part 2, we continue through steps 3 and 4 of the six steps, talking about prospecting and proposals. I'll be saying more about the order of play and the mistake most consultants make starting in the middle, jumping into steps 3 or 4 and even 5 without the necessary prep work. Further resources and support available in the show notes, and you can grab my 6 steps checklist to help you build out your process: http://jayallyson.com/isuccess/6-steps-client-acquisition-checklist/.

How do you position yourself to become one of the "fortunate" professionals who consistently get corporate clients and build lucrative B2B businesses? In this mini-series, over three short episodes, I share 6 steps to find, engage and win contracts with business-to-business clients. Because most consultants, coaches and experts go about B2B sales all wrong or they miss vital steps. It's a process that has served my business very well. The B2B sales process follows the same general principles as any marketing and sales to consumers. You still need to get clear on the ideal client, position yourself and what you offer as a match to their most pressing needs. But you also have to think specifically about the pain points and needs at the organisational level as well as the people you deliver to ‘on the ground'. In part 1, we start by setting out the landscape of the B2B marketplace and talk through what is and isn't B2B in terms of the pay-offs and then talk through the critical first step of positioning yourself for success and building a pipeline. What you'll learn as I go through these steps are: How to do your market research and due diligence How to craft your offer around their specific needs and challenges The easiest programs and services to offer (especially starting out) What things you worry about that you don't need to worry about How to price your programs so you start as you mean to go on How to prove you can deliver even if this is your first client The most crucial first step to do at this time. Further resources and support available in the show notes, and you can grab my 6 steps checklist to help you build out your process: http://jayallyson.com/isuccess/6-steps-client-acquisition-checklist/.

Does the type of industry you're selling in have an impact on the success of your sales career?    A lot of salespeople think that their success is dependent on a specific type of industry. But from our experience, this isn't the case.    In this episode, Matt and I, go over some of the differences between B2C and B2B selling. We discuss my transition to the B2B industry from selling in a B2C environment. We also talk about major pitfalls that salespeople commit that you should avoid making as well if you want a clear path to success.    This is an episode you shouldn't miss if you are curious about what B2C and B2B selling looks like and if a shift in industry is something you need to consider doing today.    Get your headphones on and listen to our thoughts on this topic.    In this episode, we cover: [0:00] Introduction [2:04] Pros and cons of selling in four different industries  [3:17] B2C is more of a one or two-call close  [4:41] The B2B call cycle [5:19] Do you need to pre-plan when engaging with organizations? [6:20] Questions to ask to uncover the decision-makers  [9:09] What the transition is like selling from B2C to B2B [11:57] Car sales - the thought process involved in selling   [15:54] Understand the need you are trying to solve  [17:05] Major pitfalls most salespeople commit [20:51] Emotions vs. logic    ✅ If you're looking to take your sales to the 7th level, book a “Clarity Call” below and let's see if you're a good fit for our sales training program!

  Try Scratchpad - The fastest way to update salesforce for FREE: https://brianburns.me/Scratchpad Here is a FAQ Video on the Courses: https://youtu.be/0F7imrzjXWs Here is a deep dive into which course is best for you: https://youtu.be/JM_jgS8M-iU https://www.b2bRevenue.com - Get Your Free E-Book on How Companies make Decisions. FAQ: 1 YEAR ACCESS, PAY MONTHLY OR ANNUALLY NOT A SUBSCRIPTION OFFICE HOURS EVERY  OTHER WEEK VIA ZOOM. 1 HOUR GROUP Q&A. UNLIMITED 1-ON-1'S  ARE FREE AS LONG AS THEY CAN BE SHARED IN THE COURSE. 1-ON-1 ARE FULL ACCESS ON DAY ONE - NOTHING IS GATED OR TIME RELEASED. ALL CONTENT IS VIDEO BASED AND SELF PACED I RECOMMEND TAKE COURSE ONCE WITHOUT NOTES OR APPLYING IT SO YOU UNDERSTAND THE BIG PICTURE FIRST. THEN TAKE AND APPLY IT STEP BY STEP. YOU START WHEN YOU WANT AND GO AS FAST OR SLOW AS NEEDED.   Email me additional questions: briangburns@me.com     — SAMPLE EMAIL TO EXPENSE THE COURSE MGR,   I have been listening to the brutal truth about sales podcast for X months and it speaks to the issues we face.   They currently offer a course that includes video instruction, group Q&A and One-on-One coaching. I'm committed to my own personal development and would like your help in expensing the course.   It would pay for itself if I closed only one new deal of $X value.   Please let me know by Friday if I can move forward with this 1 year course.   Thanks, ME ———————————————————————————————————— Audible 30 day Free Trial: http://www.audibletrial.com/BrutalTruth     Check out my YouTube channel and watch my Free Sales/Social Selling Course. https://www.youtube.com/subscription_center?add_user=MaverickMethod       Listen to The Sales Questions PodCast: https://itun.es/i67d3Ry     Listen to The B2B Revenue Leadership Show: https://itunes.apple.com/us/podcast/b2b-revenue-leadership-show/id1174976428?mt=2     Twitter: @briangburns LinkedIn: Brian G. Burns Facebook: Brian Burns

Try Scratchpad - The fastest way to update salesforce for FREE: https://brianburns.me/Scratchpad Here is a FAQ Video on the Courses: https://youtu.be/0F7imrzjXWs Here is a deep dive into which course is best for you: https://youtu.be/JM_jgS8M-iU https://www.b2bRevenue.com - Get Your Free E-Book on How Companies make Decisions. FAQ: 1 YEAR ACCESS, PAY MONTHLY OR ANNUALLY NOT A SUBSCRIPTION OFFICE HOURS EVERY OTHER WEEK VIA ZOOM. 1 HOUR GROUP Q&A. UNLIMITED 1-ON-1'S ARE FREE AS LONG AS THEY CAN BE SHARED IN THE COURSE. 1-ON-1 ARE FULL ACCESS ON DAY ONE - NOTHING IS GATED OR TIME RELEASED. ALL CONTENT IS VIDEO BASED AND SELF PACED I RECOMMEND TAKE COURSE ONCE WITHOUT NOTES OR APPLYING IT SO YOU UNDERSTAND THE BIG PICTURE FIRST. THEN TAKE AND APPLY IT STEP BY STEP. YOU START WHEN YOU WANT AND GO AS FAST OR SLOW AS NEEDED.   Email me additional questions: briangburns@me.com     — SAMPLE EMAIL TO EXPENSE THE COURSE MGR,   I have been listening to the brutal truth about sales podcast for X months and it speaks to the issues we face.   They currently offer a course that includes video instruction, group Q&A and One-on-One coaching. I'm committed to my own personal development and would like your help in expensing the course.   It would pay for itself if I closed only one new deal of $X value.   Please let me know by Friday if I can move forward with this 1 year course.   Thanks, ME ———————————————————————————————————— Audible 30 day Free Trial: http://www.audibletrial.com/BrutalTruth     Check out my YouTube channel and watch my Free Sales/Social Selling Course. https://www.youtube.com/subscription_center?add_user=MaverickMethod     Listen to The Sales Questions PodCast: https://itun.es/i67d3Ry     Listen to The B2B Revenue Leadership Show: https://itunes.apple.com/us/podcast/b2b-revenue-leadership-show/id1174976428?mt=2     Twitter: @briangburns LinkedIn: Brian G. Burns Facebook: Brian Burns

Try Scratchpad - The fastest way to update salesforce for FREE: https://brianburns.me/Scratchpad Here is a FAQ Video on the Courses: https://youtu.be/0F7imrzjXWs Here is a deep dive into which course is best for you: https://youtu.be/JM_jgS8M-iU https://www.b2bRevenue.com - Get Your Free E-Book on How Companies make Decisions. FAQ: 1 YEAR ACCESS, PAY MONTHLY OR ANNUALLY NOT A SUBSCRIPTION OFFICE HOURS EVERY OTHER WEEK VIA ZOOM. 1 HOUR GROUP Q&A. UNLIMITED 1-ON-1'S ARE FREE AS LONG AS THEY CAN BE SHARED IN THE COURSE. 1-ON-1 ARE FULL ACCESS ON DAY ONE - NOTHING IS GATED OR TIME RELEASED. ALL CONTENT IS VIDEO BASED AND SELF PACED I RECOMMEND TAKE COURSE ONCE WITHOUT NOTES OR APPLYING IT SO YOU UNDERSTAND THE BIG PICTURE FIRST. THEN TAKE AND APPLY IT STEP BY STEP. YOU START WHEN YOU WANT AND GO AS FAST OR SLOW AS NEEDED.   Email me additional questions: briangburns@me.com     — SAMPLE EMAIL TO EXPENSE THE COURSE MGR,   I have been listening to the brutal truth about sales podcast for X months and it speaks to the issues we face.   They currently offer a course that includes video instruction, group Q&A and One-on-One coaching. I'm committed to my own personal development and would like your help in expensing the course.   It would pay for itself if I closed only one new deal of $X value.   Please let me know by Friday if I can move forward with this 1 year course.   Thanks, ME ———————————————————————————————————— Audible 30 day Free Trial: http://www.audibletrial.com/BrutalTruth     Check out my YouTube channel and watch my Free Sales/Social Selling Course. https://www.youtube.com/subscription_center?add_user=MaverickMethod     Listen to The Sales Questions PodCast: https://itun.es/i67d3Ry     Listen to The B2B Revenue Leadership Show: https://itunes.apple.com/us/podcast/b2b-revenue-leadership-show/id1174976428?mt=2     Twitter: @briangburns LinkedIn: Brian G. Burns Facebook: Brian Burns

  Try Scratchpad - The fastest way to update salesforce for FREE: https://brianburns.me/Scratchpad Here is a FAQ Video on the Courses: https://youtu.be/0F7imrzjXWs Here is a deep dive into which course is best for you: https://youtu.be/JM_jgS8M-iU https://www.b2bRevenue.com - Get Your Free E-Book on How Companies make Decisions. FAQ: 1 YEAR ACCESS, PAY MONTHLY OR ANNUALLY NOT A SUBSCRIPTION OFFICE HOURS EVERY  OTHER WEEK VIA ZOOM. 1 HOUR GROUP Q&A. UNLIMITED 1-ON-1'S  ARE FREE AS LONG AS THEY CAN BE SHARED IN THE COURSE. 1-ON-1 ARE FULL ACCESS ON DAY ONE - NOTHING IS GATED OR TIME RELEASED. ALL CONTENT IS VIDEO BASED AND SELF PACED I RECOMMEND TAKE COURSE ONCE WITHOUT NOTES OR APPLYING IT SO YOU UNDERSTAND THE BIG PICTURE FIRST. THEN TAKE AND APPLY IT STEP BY STEP. YOU START WHEN YOU WANT AND GO AS FAST OR SLOW AS NEEDED.   Email me additional questions: briangburns@me.com     — SAMPLE EMAIL TO EXPENSE THE COURSE MGR,   I have been listening to the brutal truth about sales podcast for X months and it speaks to the issues we face.   They currently offer a course that includes video instruction, group Q&A and One-on-One coaching. I'm committed to my own personal development and would like your help in expensing the course.   It would pay for itself if I closed only one new deal of $X value.   Please let me know by Friday if I can move forward with this 1 year course.   Thanks, ME ———————————————————————————————————— Audible 30 day Free Trial: http://www.audibletrial.com/BrutalTruth     Check out my YouTube channel and watch my Free Sales/Social Selling Course. https://www.youtube.com/subscription_center?add_user=MaverickMethod       Listen to The Sales Questions PodCast: https://itun.es/i67d3Ry     Listen to The B2B Revenue Leadership Show: https://itunes.apple.com/us/podcast/b2b-revenue-leadership-show/id1174976428?mt=2     Twitter: @briangburns LinkedIn: Brian G. Burns Facebook: Brian Burns

Jill Rowley spent 20 years in B2B SaaS as one of the first 100 employees, employee #13 at Eloqua, and she was recently the Chief Marketing Evangelist at Marketo. She's seen her fair share of acquisitions, including Eloqua by Oracle for $871 million), and Marketo by Adobe for 4.75 Billion. She is currently an investor at Stage 2 Capital, a Go To Market Advisor at Guild Education, Vidyard, Terminus, and People.ai. and most importantly is passionate about “knowing thy customer”. In this episode, we cover: Why Jill's upbringing and why she says she is more “hick than hip”? How Jill has consistently able to be ahead of the trends or transformations in the software industry, Why she thinks traditional Sales and Marketing practices are slowly becoming obsolete and why she is super bullish (and excited) about partner ecosystems and companies needing to prioritize GTM ecosystems, How Jill defines ecosystems and why it's the smarter way of reaching your customer, What piece of advice Jill would give her younger self? This episode is brought to you with the support of Beam Organics and Indeed. Check them out at Indeed.com/scale and beamorganics.com/scale And you can follow Jill Rowley at www.linkedin.com/in/jillrowley or @Jill_Rowley on Twitter --- Support this podcast: https://anchor.fm/uncharted1/support

If you thought 2021 was a challenge, grab your seatbelt and crash helmet for the #B2B Selling in 2022. The Zoom Economy has hit the accelerator on the pace of change and buyer requirements. In this last episode of 2021, Dan outlines the key components for success in the coming year. Sneak preview: #Adaptability, #ValueSelling, #HybridMeetings #Differentiation, #Content, #PersonalBrand. Finish out strong in 2021 and propel yourself into a fast start in the new year with Sales Is King!

In this episode of The CX Angle, Ryan Kubec and Bryan Gray, CEO of the Revenue Path Group, discuss the three deadly C's of the sales process and how to avoid the race to the bottom.

Ashley Coghill is a mom, a roller derby competitor, and a bit of a self-proclaimed hot head.In this Tale from the Field, hear how her temper almost cost her a job in sales, and how she learned to control it to maintain healthy work relationships and grow her career.Inside the episode:- Dealing with tense relationships at work- How to move forward from a workplace scuffle- Techniques to diffuse your own temper

Jim Shields was excited to close a big deal. But after sending over the contract, the client pointed out that he had left out a pretty significant fee from their earlier conversations. Cue the gut-wrenching feeling of being called to the principal's office! An oversight like this could be a deal-breaker at this late stage.Jim could have handled this in a few different ways, but he's a professional. Tune in to Tales From The Field with Amy Volas to hear how he owned his mistake with the hope to salvage this deal without any bad feelings.Inside the episode:How to take accountability for your mistakesWhy reputation matters no matter your industryWhen to slow down and follow the process

Here are a couple chapters from Jim Irvings award winning book - B2B Selling Guidebook. Chapter 1 - Service Led Selling Chapter 19 - Focus on Your Priorities

Chris Beall is the CEO at ConnectAndSell. Chris shared great insights on how to make cold conversations happen, the key attributes of top sellers, the best practices around selling to enterprises and much more. Please share your feedback - Zia@sellingtoenterprises.comAbout ConnectAndSell:Hosted in the cloud, ConnectAndSell enables you to have more conversations with your intended targets than serial dialing, either manual or technology-enabled. The reality of serial dialing is that the average person can't make more than 75-100 outbound dials a day to their intended targets, which may result in 6-8 conversations with decision makers. ConnectAndSell can make that same number of dials in less than an hour. The result? Every 2-5 minutes ConnectAndSell allows you to speak with one of your intended targets: Conversations On Demand. Get your free trial at : https://connectandsell.com/free-trial/

Below are links to the other videos in this Business Development Skills Series:Part 1: How to Create Your Ideal Client Profile: https://youtu.be/Vr9aElsgqcoPart 2: How to Find Prospects for Sales: https://youtu.be/SAHb5OEXs9oPart 3: How to Create a Lead Magnet: https://youtu.be/ZQy4s5GaWg8Part 4: How to Qualify Leads in Sales:  https://youtu.be/rPn31zUlGeIPart 5: How to Nurture Leads for More Sales https://youtu.be/nH5yJ3EZGg8Part 6: Your B2B Selling System https://youtu.be/saOovfmz4R0Timestamps:00:00 Your B2B Selling System00:48 Find Your Ideal Clients02:29 In B2B Sales You Must Use Leverage for Lead Generation04:13 In B2B Sales you Convert Suspects into Prospects with a Lead Magnet05:48 To Be Successful in B2B Sales You Must Qualify Every Lead06:28 To Grow Your Revenue in High Ticket Sales You Must Nurture Leads

Bryan and Krissy discuss Suicide Squad, Bryan's son following in his mediocre footsteps and the incredible new fashion stylings of Fred Durst. Then Bryan tells Krissy about his last minute invitation to have dinner with Mark Cuban, Falon Fatemi and Maz Jobrani at the Podcast Movement Expo. It's Bryan's brush with fame and, as expected, he blew it! It's a predictable outcome to an unusual day in the life of The Commercial Break podcast. LINKS:Watch this episode on YoutubeTCBTV-minusSponsorFUM (Use Code TCB)MEMPHO Music Fest (Oct 1st-3rd 2021)Subscribe to The Commercial Break Podcast Youtube ChannelNew Episodes on Tuesdays and now Fridays everywhere!Text or leave us a message: +1 (470) 584.8449FOLLOW US:Instagram: @thecommercialbreak @bryangcomedy  @tcbkrissyClubHouse: @bryangreen @tcbkrissyClubHouse: The Commercial Break Club on Clubhouse! (home of live recordings)Twitter: tcbbryanFacebook: The Commercial Break PodcastYouTube: Youtube.com/TheCommercialBreakEmail: info@tcbpodcast.comA Chartable Top 100 Comedy Podcast#1 Trending Comedy Podcast Worldwide! (Chartable)#1 Trending Comedy Podcast U.S.(Chartable)An Apple Top 100 Comedy Podcast Top 1% Downloaded Podcasts, Worldwide (ListenNotes)A Hot 50 Podcast (Podcast Magazine)

Today we continue talking about creating awareness for B2B businesses. Joining us is Logan Lyles, who is the Director of Partnerships at Sweet Fish Media, which is an enterprise podcast production agency. Logan is also the co-host of the B2B Growth Podcast, and in our last episode, Logan gave us an overview of how and why B2B businesses are increasingly dependent on multimedia content, specifically podcasts. Today, Logan is going to give us some tips on how to improve the shareability and virality of your B2B content. Show NotesConnect With:Logan Lyles: Website // LinkedInThe MarTech Podcast: Email // LinkedIn // TwitterBenjamin Shapiro: Website // LinkedIn // TwitterSee Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

111 AI - changing the Face of B2B Selling

B2B Selling continues to evolve, especially in the context of Cloud solutions.Jamie Shanks, the founder, and CEO of Sales for Life is a true pioneer in Social Selling. Speaking to Jamie is like drinking a double shot of espresso.Social media for selling was a discovery that Jamie first identified when he reversed engineer what B2B Sales professionals had been doing in outbound sales for years, and then apply on LinkedIn.Social Selling was initially developed as an "inbound" sales motion focused on three core principles:  - Building an online brand - Grow a buyer social network - Share content 1:1 and 1:manyAs social selling evolved to an outbound, account-based motion, the category evolved into "Digital Selling" using multiple channels including social networks, video, and multi-touch, multi-channel sequences.Most recently, the category has morphed into "Modern Selling", spearheaded by companies like Microsoft and IBM which simply highlights the multi-channel aspect of outbound pipeline generation.Immediately prior to COVID, digital selling was still an "evangelical" exercise and more time was spend on "why" to invest in Digital Selling versus investing in "how" to deploy digital selling.Within 30 days of COVID hitting, the conversations shifted to the imperative of how do we ensure our sales organization has the basic skills to reach and engage target buyers digitally.  Socially surrounding target accounts and target buyers is key to a successful digital selling program.  In fact, Satya Nadella, the CEO of Microsoft said 3 years of Digital Transformation happened in 3 months!Jamie highlighted that the majority of success begins and ends with the buy-in, governance, and accountability of digital selling by senior and front-line sales management.  First, identifying the success metrics for a digital selling program is a critical first step, under the auspice of the "expect what you inspect" mantra.  Leaders need to be enabled first, to understand the evolving coaching moments, and ensure the sales plays reflect the new digital selling motion.   Jamie discussed "pipeline coverage ratio growth", which starts with quarterly milestones that drive outcomes in 90-day bursts. Then start to measure progress every quarter, as measured by pipeline coverage ratio, and then  close rates.Time-based, period over period "pipeline coverage ratio" is the number one metric to measure the return on digital selling investment.  Close rates and revenue performance are lagging indicators that should be measured, but are not good leading indicators.When asked about what leading companies have done in regards to Digital Selling over the last 12 months, Jamie mentioned that the top 20% of companies have been very progressive in investing in digital selling transformation.  80% did not aggressively invest in the digital transformation of their sales team and fell behind in both pipeline development and new account sales.Human Capital migration play is the #1 opportunity to grow pipeline. In fact, over 50% of the new pipeline created in many of Jamie's customers came from this play.  Leaders who recently joined a new company are much more prone to invest in new, higher-risk ways of growing pipeline and new customer revenue.We discussed the pros and cons of asking B2B sellers to build a personal brand versus building their employer's brand.   Jamie said it is more important to over-index personal brand building in the target buyer "segment".  This will be a candidate evaluation criteria that future, potential employers will use to determine a candidate's value to their company!Jamie is a great listen for anyone responsible for modern selling in a B2B company!See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Buying and selling changed dramatically in the last year, accelerated by the pandemic, forcing both parties to use digital channels. Back to discuss COVID-19's influence on global selling, Christoph Schell, Chief Commercial Officer at HP, talked with Calvary TV host Joe Gemma. The second conversation focuses on eCommerce, social selling, omnichannel and other paradigm shifts.  Schell described HP's response. “There is a decentralization of decision-making, and the shopping journey moved online for B2B. Regions don't work anymore; it's a global strategy to ensure consistency.” HP redefined its sales process and included centers of excellence. The two most critical are the HP store, where customers interact directly with the brand, and building an omnichannel team. “The customer is getting more information and leaving footprints, which we use to understand what they want, sometimes before they articulate it. That's caused me to hire data analysts in sales,” Schnell said. More data about customers offers companies the chance to have one-on-one engagement and more personalized experiences. A global message is the bedrock, but Schnell noted that localization in individual markets customizes it.  Schnell also spoke about forecasting. “Historical data wasn't important last year. We went to scenarios looking at the accuracy of ambition of what we want to achieve. It's a bigger focus on outcomes.” How people sell is different now, too. Schnell thinks that some traditional approaches will remain, but that social selling and data analytics will thrive. “Social selling works. It's relationship-building –virtually. Both traditional and social will co-exist, but the pandemic accelerated digital channels.”

Happy New Year! I hope you all had an amazing break and ready to tackle 2021.

Happy New Year! I hope you all had an amazing break and ready to tackle 2021.

< 28:33 > Nina Sunday interviews Brainpower Training Selling Skills expert, Matt Featherstone. Talking points include: - What sellers need to know to influence millennial B2B decision-makers - When making a buying decision, millennials prefer to self-educate - Why it's crucial for a seller to avoid the 'telling' trap - How millennials are influenced and who do they take advice from? - How to 'nudge' a millennial to know what they don't know Matt Featherstone BA (Psych), Cert. Adv. Facilitation Adult Lrning, Cert IV Training and Assessment is an experienced Facilitator in Sales, Key Account Management and Winning Tenders and Bids. After nine years IBM, Matt was promoted to Senior Manager, Product Strategy. During five years at Telstra Business Services Group (Corporate) he became National General Manager. Subsequently, he joined another telco, Macquarie Telecom, then other tech startups. If you'd like Matt Featherstone to work with your people for either virtual online or face-to-face (Sydney) sales training, he can be contacted through Brainpower Training Pty Ltd or info@brainpowertraining.com.au . Video version can be viewed here: https://www.brainpowertraining.com/Q&A-7-Millennial-Decision-Makers About Nina Sunday CSP In the Manage Self, Lead Others podcast, Nina Sunday speaks with key experts from across the globe who share their insights in self-leadership and leading others, highlighting emerging trends since COVID. A Certified Virtual Presenter, Nina Sunday present virtually internationally on workplace culture, productivity and communication. Her book, ‘Workplace Wisdom for 9 to thrive; proven tactics and hacks to get ahead in today's workplace' is a selection of the C-Suite Book Club.  For more information visit https://ninasunday.com or follow Nina Sunday on LinkedIn, Twitter or Instagram Learn more about your ad choices. Visit megaphone.fm/adchoices

Today we're rebroadcasting our conversation with Logan Lyles, who is the Director of Partnerships at Sweet Fish Media, an enterprise podcasting production agency. Logan is also the co-host of the B2B Growth Podcast. In part 2 of our conversation, Logan is going to give us some tips on how to improve the shareability and virality of your B2B content. Show NotesConnect With:Logan Lyles: Website // LinkedInThe MarTech Podcast: Email // LinkedIn // TwitterBenjamin Shapiro: Website // LinkedIn // TwitterSee Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Today we continue talking about creating awareness for B2B businesses. Joining us is Logan Lyles, who is the Director of Partnerships at Sweet Fish Media, which is an enterprise podcast production agency. Logan is also the co-host of the B2B Growth Podcast, and in our last episode, Logan gave us an overview of how and why B2B businesses are increasingly dependent on multimedia content, specifically podcasts. Today, Logan is going to give us some tips on how to improve the shareability and virality of your B2B content. Episode Transcript Connect with: Logan Lyles: Podcast // Website The MarTech Podcast: Email // LinkedIn // Twitter Benjamin Shapiro: Website // LinkedIn//  Twitter See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Franchise Business Radio - Interviews Franchise Gator and TAB The Alternative Board Company: Franchise Gator Eric Bell - General Manager Franchise Gator is a website that helps match franchisors with those interested in business ownership. Our goal is to be a one-stop shop during step #1 of someone's search, complete with hundreds of opportunities to browse through as well as consultative articles, buyer's guides, and insight from industry leaders on how to make an informed decision. Topics to Discuss: How to know if business ownership is right for you? How to know if franchising is the right path vs owning your own business. Benefits of franchising. What types of franchises are out there that are not obvious. Web Site: www.FranchiseGator.com Company: The Alternative Board (TAB, Central Atlanta) Larry Duckworth Larry is a 35+ years serial C-level executive of private and public companies, has taught leadership at three universities and for GE Equity, has an MBA (Beta Gamma Sigma National Business Honorary), is an active business consultant and executive coach, and is a decorated U.S. Army veteran. He has authored the stop you in your tracks Primordial Leadership© book (at www.primordialleader.com and www.Amazon.com) Also in 2015 he authored six expanding Amazon ebooks: B2B Marketing, B2B Sales Management, B2B Selling, Strategic Transformation, Change Management, and Women Leaders. All introduce powerful, proven, new art Neuroscience findings to better leverage core people behavior ( at the forefront of the next trend in executive leadership development, for motivating all of employees, prospects, customers and partners). PDFs of the ebooks and eight best practices self-checklists are at www.primordialleader.com. Topics to Discuss: How TAB helps owners, Presidents, CEOs to better grow their business. How TAB helps the business better contribute to personal goals. Web Site / Social Media Links: http://www.tabatlantametro.com http://www.tabatlantametro.com/territory/tab-atlanta-central https://www.linkedin.com/in/larryduckworth/ Company: Social Joey Name and Title of Person Interviewed: Mike McDowell, GM  Mike McDowell (L) Ken Douglas (R) Mike McDowell is the General Manager of Social Joey, a social media marketing company, based just outside of Chattanooga, TN. He began his career in marketing with his family's construction business during college, and has been working in the space ever since. Mike was recruited by the Social Joey team during the development stage of the company due to his success and expertise in targeted advertising through social media, and has worked to develop the processes, and software that the company currently uses to run their day to day operations. Since inception in 2015 Social Joey has now grown to be one of the largest social media marketing firms in TN and has become a certified supplier of the International Franchise Association because of their work with Franchise companies across the U.S. Before Social Joey, Mike was the Director of Marketing for the Teachers Credit Union where he implemented a social media marketing program that accounted for over 50 million dollars in new mortgage loans in six months and a 50% increase in direct deposit memberships. Mike and his wife Megan live in Cleveland, TN and have one daughter who is 5 months old. Topics/Questions: Why social media? What happening in social media? How does a business win on social media? More to be submitted if we are selected for a show Web Site and Social Media Links: www.socialjoey.com https://www.linkedin.com/company-beta/5380870/ https://www.facebook.com/socialjoey https://twitter.com/socialjoey https://plus.google.com/+Socialjoey The Franchise Business Radio show is a platform to bring together franchise professionals and resources to connect, educate, and collaborate to serve the franchise community and the franchise consumer.

Selling plays a crucial part in your agency's growth. And selling isn't always easy. Getting rejected and shut down isn't always easy. But what if you changed your approach? In this episode you have an opportunity to learn from Brian Burns on how not to sell like a robot, but a human being. You may not need a sales script after this episode. After spending 20 plus years selling enterprise software for 12 VC backed start-ups, Brian now focuses on helping a handful of companies. Basing his approach on an exhaustive study of hundreds of eight, seven and six figure deals across several industries and geographies he works with leadership teams to help create and dominate market segments. He is also the host of The B2B Revenue Leadership Show, The Brutal Truth About Sales & Selling podcast and Sales Questions podcast. In this episode you'll learn... how to motivate a junior sales guy what is the key to selling how not appear as a robot what goes into a human sales person how to sell B2B like a human why it's not all about the script how to show them they are the main interest tactical ways to create a connection what days are over how to create content as a salesman Reach Brian here: Brian on LinkedIn Brutal Truth About Sales and Selling Podcast Brian on Twitter Brian on Youtube ----------------------------------- If you've enjoyed the episode, please subscribe to the Digital Agency Marketing Podcast on iTunes and leave us a review for the show. Take part in the CONTEST we put together to celebrate the launch of this podcast. It's a contest where you can't lose. You will get something, it's just a matter of how much stuff you'll actually win. Click here to enter.  Just for entering you will get a surprise everyone else has to pay for. You can't lose!