Podcasts about consultative

Here's the brutal truth: Self-awareness is the ultimate sales skill. We obsess over skills like closing techniques, objection handling, and prospecting cadence. But self-awareness is the real make-or-break. Self-awareness is the lever that separates ethical, high-performance sellers from out-of-touch order takers. If you're not self-aware, you're leaving money on the table and damaging trust. Sales Without Self-Awareness is a Wrecking Ball Let's get honest. Lack of self-awareness is a deal-killer. It's what causes reps to: Over-talk and under-listen Project their objections onto the buyer Miss subtle cues because they're too focused on a static script Push when they should pause This isn't just a skill gap—it's a blind spot. When you don't know how best to connect with your prospect because you're not listening—that's a dangerous place to sell from. Self-awareness is your internal compass. Without it, you can't navigate objections, establish trust, or conduct a real discovery conversation. You can't be consultative without being conscious. The Ego Trap: Overconfidence Kills Awareness It might seem counterintuitive, but your biggest blind spot in sales might be your own ego. Close a few deals, and suddenly you stop prepping, shortcut discovery, and assume you know the buyer. That's when self-awareness can tank. Confidence is good until it turns into arrogance. When you stop reflecting, stop asking questions, and stop listening, you lose your edge. Sales is a what 's-happening-today game. Yesterday's win doesn't guarantee today's deal. Top sellers stay humble enough to ask:  “Did I connect, or just perform?”  “Am I guiding, or just trying to sound impressive?” “Does my solution fit their problem, or am I just trying to land a quick deal?” The most crucial part of self-awareness? Checking your mindset—and your overconfidence—before it derails a lucrative deal. Ego says you've got it handled. Self-awareness asks if that's really true. Only one of those gets you to President's Club. The Two Lanes of Emotionally Intelligent Awareness Awareness in sales isn't just about having “emotional intelligence” and keeping arrogance in check. It's about two critical lanes: 1. Seller Self-Awareness You must know how your tone, presence, and mindset affect the buyer. That means recognizing when: You're chasing approval instead of guiding decisions You're hesitating out of fear of rejection You're overexplaining because you're insecure You're emotionally reacting instead of staying neutral Top sellers audit themselves for these moments constantly. They ask:  "Was I too defensive there?"  "Did I listen or just wait to talk?"  "Am I showing up with certainty or neediness?" A self-inventory is no picnic. But this self-audit allows the elite to stay composed, curious, and in control—especially when things get tense. 2. Buyer's State Awareness A self-aware seller is tuned in. They're not just listening to what is said, but why it's being said, and what isn't being said at all. Consultative selling is all about sensing, so it's: Knowing when a buyer's guard is up Being alert to when they're overwhelmed Learning when they're intrigued but afraid to say yes Watching the micro-expressions Noticing the shift in tone The best lead by aligning with the buyer's state. By understanding the buyer's motivations, emotional triggers, and decision-making pace, self-aware sellers engage in deal-making, not manipulation.  Self-Awareness Might Be New to You So there's no doubt self-awareness nets meetings and closes deals. But here's the problem: Most sellers have never been coached to insightfully reflect.  They're trained on scripts, not self-regulation. They're told to “just make the calls,” but not how to manage the emotions that come with rejection, hesitation, or being ghosted. It's easy to understand the challenges.

Connectivity is critical to every cloud workload, video call, and customer transaction, so Massive Networks is offering a new vision for MSPs to deliver next-generation network services. In a podcast recorded for Technology Reseller News, Ken Totura, Chief Channel Officer, and James Coberly, CTO, unveiled the company's “Carrier Evolved” initiative and its flagship solution, One Pipe Multi-Connect. “Carrier Evolved isn't just a tagline—it's a rethink of what a modern network provider should be,” said Totura. “It's about reliability, security, simplicity—and a true partnership with MSPs.” One Pipe Multi-Connect: More Than a Pipe—A Platform The centerpiece of the initiative is One Pipe Multi-Connect, a high-performance fiber transport system that lets MSPs deliver multiple isolated services over a single physical connection. These can include: Premium blended internet Private Layer 2 networking VoIP-dedicated bandwidth IoT segmentation Direct cloud on-ramps (to Azure, AWS, GCP and more) Services can be scaled, modified, or added within 24–48 hours, providing the flexibility required by seasonal businesses, multi-site operations, and evolving hybrid workforces. “Think of it as a Swiss Army knife for enterprise connectivity,” said Coberly. “We're delivering data center-grade internet and private cloud access directly to the customer premises.” Built for MSPs, Not to Compete with Them Unlike some providers that sell over or around their partners, Massive Networks is 100% channel-first. The company provides engineering consultation, 24/7 live support, and a referral and revenue model that helps MSPs grow monthly recurring revenue (MRR) and increase their valuation. “MSPs can offer a higher-grade, fully customized network solution without building a NOC,” said Totura. “We handle last-mile aggregation, private transport, and cloud connectivity—globally.” Consultative, Customized Connectivity The “Carrier Evolved” approach also changes the customer conversation. By helping MSPs deliver robust, consultative, and customized network services, Massive Networks empowers end-customers to: Increase productivity by segmenting traffic and prioritizing apps Enhance brand reputation with faster, more reliable services Reduce TCO with consolidated billing and multi-service flexibility “CIOs want a simplified, secure network stack with fewer vendors and better control,” said Coberly. “We let MSPs be the single point of truth and trust.” Massive Networks supports access to 65+ million lit buildings, 500+ cloud on-ramps, and true Layer 2 isolation—with hardware encryption options for regulated industries. The Bottom Line Carrier Evolved means reliability, security, and simplicity—and it's giving MSPs a new reason to lead the connectivity conversation. Learn more at www.massivenetworks.com

Steve from Portland, Oregon, faces and an all-too-common consultative selling dilemma: how to sell to prospects who claim they already know everything, have already “done the research” and question what value he can bring. In this Ask Jeb episode we break down what true consultative selling entails, how to detach from “always be closing,” and why being a genuine expert is more vital now than ever. From Information Scarcity to Information Overload Not long ago, salespeople had the upper hand simply by having more data or insight than their prospects. Today, everyone has a blog, video, or TikTok to help them “figure it out.” This can leave a buyer believing, “I know just as much as you—so why should I trust your approach?” That's where consultative selling comes in, but only if you do it right. Consultative selling isn't about showing off your expertise. It's about guiding the customer to understand the real nature of their problem—often one they didn't fully realize or that's more complex than they initially thought. What True Consultative Selling Looks Like Consultants by definition don't barge in declaring, “Here's the solution.” They start by asking informed, open-ended questions and listening for patterns. They bring a sense of curiosity—an acknowledgment that they can't help until they deeply understand the client's unique environment. Four Steps of a Consultative Approach Assess and Analyze: Listen, observe, and probe with specific questions. Gain clarity on how the business operates and where potential issues lie. Design or Develop Solutions: Tailor ideas or strategies based on the actual problems your client is facing. No cookie-cutter templates here. Integrate and Implement:Work with the client to fold your solution into their workflows. Show them the path forward, not just a list of theoretical bullet points. Optimize and Operationalize: Stay engaged. Help the client refine and sustain the changes for long-term success. The Power of Detaching from the Outcome When you're obsessed with “the close,” you risk pushing your own agenda rather than uncovering the client's real challenges. Buyers can smell desperation a mile away. Detachment works with consultative selling because: It builds trust. You're not rushing to pitch; you're learning and diagnosing first. It reveals the real issues. Prospects open up more when they sense you're genuinely trying to see if you can help, not just bulldoze them into a sale. It prevents the “sleazy” vibe. Instead of coming off like yet another sales rep bragging about your knowledge, you show you're a collaborator ready to craft a solution if—and only if—it fits. Being the Expert Without Acting Like a Know-It-All In today's age of surplus information, it isn't enough just to learn a skill once. You have to remain curious and update your knowledge constantly. That's especially true in fields like digital marketing, sales tech, or AI—areas that can evolve daily. You'll be more credible when you Commit to ongoing learning. Read, watch, and listen to everything you can, including contrary opinions. Embrace nuance. Real expertise means recognizing that not every trend or hack will work for every client. Use informed questions. The best proof of your knowledge is the quality of the questions you ask. Clients can tell when your questions hit the root of their problem. Addressing Distrust in Competitive Industries In spaces like digital marketing, where so many agencies promise miracles, skepticism runs high. By entering a conversation with a consultative mindset, you set yourself apart from the noise: Focus on your prospect's specific context. Don't lump them into one-size-fits-all solutions. Acknowledge the client's prior experiences. They may have been burned by poor service or overhyped promises. Show empathy for their concerns.

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

Emily Steele, President, SavanaHeadlines in the UK and Europe still talk of bank branch closures, However, in the US there are signs of a resurgence in traditional banking, with almost 100 net new branches opening in 2023 and almost double that number in 2024. Despite the digital shift, even in Gen Z, when asked their preference, a majority would opt for personalised advice. There is an opportunity here for banks to re-imagine the in-person experience. Robin Amlôt of IBS Intelligence speaks to Emily Steele, President of banking tech provider Savana.

In this episode, Tyler and Rick discuss various sales best practices, focusing on the importance of maintaining a clean sales pipeline, optimizing CRM usage, and enhancing marketing strategies. They delve into the challenges of customer service and the need for a consultative approach to selling, emphasizing the value of understanding customer needs and providing tailored solutions. The conversation also touches on the updates to their form builder and the strategies being implemented to increase user engagement and satisfaction.

China's top political advisors have concluded their annual session after approving many national development recommendations (01:10).Top lawmakers in China say promotion of the private sector will continue to be crucial for development and tech innovation (15:51). Israel has cut electricity in Gaza to put pressure on Hamas to release more hostages, a move which Hamas calls a blackmail attempt (22:43).

Marcin from Warsaw, Poland, asks: What are the top sales trends shaping the future of sales? Our conversation ranged from the impact of AI to the growing importance of a consultative selling mindset in modern selling. Below, you'll discover practical insights you can leverage to sharpen your competitive edge—regardless of what industry or region you sell into—and take advantage of these emerging trends. AI Will Power Sales Efficiency and Intelligence When we think about the future of sales, AI inevitably dominates the conversation. Whether you're a software rep, selling capital equipment, or providing professional services, artificial intelligence is quickly transforming the salescape. Elevated EfficiencyAI will eliminate many repetitive tasks, surface the best leads, track deal progress, and remind you when a prospect stalls. At a basic level, AI can be your 24/7 virtual assistant that never forgets an appointment or misses a follow-up. Smarter Data ManagementAI will digest massive data sets, then deliver concise insights that help you identify buying signals, forecast deal closures, and spot hidden risk factors in your pipeline. Relationships Still MatterAs advanced as AI might be, it can't replace human conversations—especially in complex or consultative sales. Ultimately, people buy from people they trust. Keep that fact front and center as you adopt AI-driven tools. They're there to free you up for higher-value activities, not to take over your role. The Return to Humanity: Relationships Make the Difference In an age where we can automate just about anything with tech, your core differentiator will be your ability to build trust and engage deeply with clients. Human Connection Is a Competitive AdvantageIf everything can be automated or self-served, how do you stand out? By demonstrating genuine empathy, patience, and an interest in solving unique business problems. Buyers are craving human interaction that goes beyond transactional sales. Adapt to Cultural NuancesYour ability to adapt and flex to the nuance of both cultural differences between countries, regions, industries, and companies gives you a competitive edge when building trust.  In some markets, diving straight into business is a sign of respect and efficiency; in others, building rapport is crucial before any serious conversation can start. Being agile enough to flex your communication style to fit local norms is a hallmark of top-performing sales consultants. Embrace a Consultative Selling Mindset In the age of AI there is a massive shift toward consultative selling. If you're selling complex products, services, or solutions, you can't just pitch features and benefits anymore. To survive and thrive you must become a business advisor, diagnosing problems and developing creative and innovative solutions. Key Skills to Develop Deep Discovery Great consultants don't leap in with a pre-packaged pitch; they ask probing questions, explore unarticulated pain points, and let clients talk. This patient approach sets you up to deliver precisely what the customer needs. Business Acumen and Technical KnowledgeIn consultative sales, you often speak with senior executives who expect you to know how business works—everything from supply chain issues to profitability metrics. If you show up unprepared, someone else with deeper business insight will get the sale. Creative, Innovative SolutionsOnce you've gathered the facts, your job is to co-create a roadmap. That means pulling from your experience, internal product knowledge, and general business know-how to design a solution that resonates across multiple stakeholders. This requires both IQ (to connect the dots) and EQ (to communicate the vision persuasively). Stay Curious and Keep Learning A big part of stepping into a consultative role is adopting a lifelong learning mentality. Too many sales professionals stop reading or stop trying ne...

Running a practice comes with its challenges, especially when it comes to efficiency and costs.One of the areas where we can be more efficient and save costs is by directly printing aligners in our offices.In this episode, I sit down with Mark Bacino from Voxel Dental and Nate Hudson from Renew Digital. Mark dives into how Voxel's partnership with Lux Creo is changing the game with direct-print aligners. No more models, no more thermoforming. You can print a full set of aligners in about two hours; how cool is that?Nate gives us the lowdown on CBCT tech and why certified pre-owned CBCTs are becoming a smarter investment than new 2D systems. We also chat about how these digital advancements help orthodontists offer faster, more efficient treatments, including same-day sleep appliances.If you are looking for ways to streamline your workflow and cut costs without sacrificing quality, this is the episode you don't want to miss.Go ahead - hit that play button. You'll thank me later!Key TakeawaysIntroduction (00:00)Meet Mark Bacino (02:36)Meet Nate Hudson (03:42)Overview of Voxel Dental's direct-print aligner technology  (11:11)Cost and efficiency improvements with Lux Creo systems (16:30)The role of CBCT in modern orthodontics (23:15)Consultative approach to selecting digital solutions (35:01)Cross-specialty opportunities with EMA sleep appliances (39:26)Contact information for Voxel and Renew (40:19)Additional ResourcesContact Nathan HudsonPhone Number:  404-418-8753 Email: nathan@renewdigital.comContact  Mark BacinoPhone Number:  469-525-0791 Email: mark@voxeldental.com----Voxel Dental – Technologies for digital orthodontic solutionsRenew Digital – Certified pre-owned CBCT and other digital solutionsLux Creo – Dental 3D printing technology—- Register for the OrthoPreneurs Summit 2025: http://opsummit2025.com/- For more information, visit: https://orthopreneurs.com/- Join our FREE Facebook group here: https://www.facebook.com/groups/OrthoPreneurs

This Morning's Headlines 1. Impeachment trial 2. Rejecting summons 3. Consultative body 4. PPP chief resigns 5. Global reactions

Mark Lambert shared practical insights into why selling the tech alone won't cut it in today's market. Instead, he stresses the importance of focusing on outcomes that matter to your prospects, such as improving productivity, enhancing security, and solving tangible business challenges. As Mark explains, clients don't care whether you're using Office 365 or the latest security stack; they care about how you'll help their business thrive. This shift from a tech-focused to a problem-solving mindset is critical for any MSP aiming to scale sustainably.  We also discussed the right time for MSPs to invest in a dedicated sales function. For businesses under £1 million, Mark emphasised leveraging low-hanging fruit within existing accounts by deepening relationships and improving client retention. However, once an MSP is on the path to £5 million, building a dedicated sales strategy becomes a priority. This includes hiring the right salespeople, integrating them into the business culture, and aligning them with your values and goals. Mark highlighted the dangers of hiring a salesperson too early or without the proper alignment, which can lead to short-sighted sales tactics that undermine long-term client relationships.  One of the key takeaways from Mark Lambert's approach is the concept of consultative selling, which he believes should permeate the entire MSP—not just the sales team. Consultative selling is about deeply understanding your prospects and clients, their challenges, and their goals. Mark stressed that this isn't the job of one person; it's a company-wide mindset. Whether it's your service desk collecting insights from clients, your marketing team creating educational content, or your leadership team championing values, everyone plays a role in creating a culture of trust and value-driven relationships.  Mark and I explored the challenges of navigating cold outreach in a world where traditional methods like direct LinkedIn messages often fall flat. Instead, Mark advocates for a more tailored and personal approach. By leading with value—perhaps highlighting a productivity gap or a security concern specific to the prospect's business—you can initiate meaningful conversations without resorting to salesy tactics. Mark shared that while cold outreach still has its place, it's most effective when backed by thoughtful preparation and a clear understanding of the client's needs.  Another golden nugget from this conversation was the importance of discovery in the sales process. Mark stressed that a thorough discovery process helps uncover the true pain points of a business and builds trust along the way. He shared how asking the right questions—and going deeper when needed—can identify not only the problems but also the urgency behind them. This positions you as a trusted advisor rather than just another salesperson. Mark's advice: don't be afraid to ask questions and listen actively to uncover the core challenges holding businesses back.  One of the most memorable moments of the episode was Mark Lambert's reminder to always create urgency without applying pressure. It's about helping prospects see the value and importance of solving their challenges sooner rather than later. By presenting yourself as a problem-solver, you'll naturally guide the conversation to a point where prospects ask, “Is this something you can help me with?”—a clear invitation to close the deal.  Mark's practical tips and insights were incredibly valuable, and his perspective on embedding a consultative selling approach across the whole MSP is a game-changer. If you're serious about scaling your MSP, this episode is packed with actionable advice to help you move forward.  Before you go, don't forget to check out another related episode, EP174 - Ask Stuart #12 - Why You Don't Need a Salesperson Now… Or Ever with Ian Luckett & Stuart Warwick. It's a brilliant companion piece to today's conversation, exploring how MSPs can maximise their sales efforts even without a dedicated salesperson in the early stages.  To continue the conversation with Mark Lambert or chat with him on how to get started closing deals by solving problems, book a slot directly on his calendar by clicking HERE.  You can also connect with Mark Lambert on LinkedIn, simply click HERE. Or you can also check out his website HERE.  Connect on LinkedIn HERE with Ian and also with Stuart by clicking this LINK  And when you're ready to take the next step in growing your MSP, come and take the Scale with Confidence MSP Mastery Quiz. In just three minutes, you'll get a 360-degree scan of your MSP and identify the one or two tactics that could help you find more time, engage & align your people and generate more leads.  OR   To join our amazing Facebook Group of over 400 MSPs where we are helping you Scale Up with Confidence, then click HERE  Until next time, look after yourself and I'll catch up with you soon! 

In this episode of the Rainmaker Podcast, host Dan DiDomenico sits down with Rob Logan, Managing Director and Head of Distribution for Retirement Investments at Principal Asset Management. Rob brings nearly 30 years of experience to the discussion, sharing actionable insights on sales leadership, team culture, and navigating a rapidly evolving marketplace.Rob provides a detailed overview of Principal's operations, including its position as a Fortune 500 financial services company and its growth in global asset management, now managing $513 billion in assets. He outlines his team's structure, which focuses on three key sales channels: DCIO, high-net-worth RIAs, and retirement investment support. Rob highlights how his team leverages business intelligence, CRM tools like Salesforce, and a consultative sales approach to drive results in a competitive landscape.The conversation dives into Rob's leadership philosophy, emphasizing servant leadership, transparent communication, and respect as critical to building a successful and cohesive team. He also offers advice for aspiring sales professionals, encouraging them to become students of the industry, develop a consistent sales process, and maintain a healthy work-life balance.Rob and Dan explore current market trends, including the rise of alternative investment vehicles, market consolidation, and the convergence of retirement and wealth management. Rob's forward-thinking approach and dedication to his team provide valuable lessons for leaders and sales professionals alike.This episode is packed with insights on driving growth, fostering collaboration, and staying ahead in a dynamic industry. Don't miss the opportunity to learn from Rob's wealth of experience.

Are you interested in branching out from working as a clinician with kids and working to support their parents instead? You'll love this episode!My guest today is Kelli Meyer, a speech-language pathologist who bridges the gap between parents and SLP. Through her own efforts and with the help of Private Practice Success Stories, she learned how to make money on her terms and pursue what she was passionate about.In this episode, Kelli discusses her role in offering consultations and coaching to support parents.Kelli Meyer is a proud mother of two and a passionate pediatric Speech Language Pathologist. With a specialized focus on Childhood Language Development, she is dedicated to empowering parents, caregivers, and professionals alike through informative content creation.Welcoming her son into the world in 2024 reignited her desire to support families on their communication journey. From crafting engaging courses to leading enriching play classes and workshops, her mission is to equip parents, educators, and professionals with the tools and knowledge to effectively nurture their child's communication skills.Through The Speech Scoop, her platform on YouTube, she's had the privilege of reaching nearly 4 million viewers and fostering connections within her community of fellow moms. In Today's Episode, We Discuss:Kelli's background in speech therapyWhat happened when Covid forced her to find new ways to help parents seeking helpHow Kelli's approach extends beyond direct therapy, focusing on empowering parents with knowledge and tools for daily useA typical day in Kelli's unique careerThe variety of sources that make up her incomeKelli's advice to those curious about working more with parentsThe importance of following your path to fulfillment - even if it's not the traditional routeIf you've been thinking about starting a private practice and want to use a consultative or parent-coaching model, this is a must-listen episode!Whether you want to start a private practice or grow your existing private practice, I can help you get the freedom, flexibility, fulfillment, and financial abundance that you deserve. Visit my website www.independentclinician.com to learn more.Resources Mentioned: Kelli's website: thespeechscoop.comFollow the Speech Scoop on Facebook: https://www.facebook.com/thespeechscoopFollow the Speech Scoop on Instagram: http://instagram.com/thespeechscoopFind the Speech Scoop on YouTube: http://youtube.com/thespeechscoopWhere We Can Connect: Follow the Podcast: https://podcasts.apple.com/us/podcast/private-practice-success-stories/id1374716199Follow Me on Instagram: https://www.instagram.com/independentclinician/Connect on Facebook: https://www.facebook.com/groups/slp.private.practice.beginners/

I've been thinking about an important shift in our industry that we've discussed in the Agency Academy I run. It's time we dive into this subject and explore how we can adapt our approach to stay competitive.The landscape for web design agencies and freelancers is evolving, but don't worry - this isn't about abandoning our core services. Instead, it's about recognizing and charging for the expertise we often give away for free.While DIY platforms and templates have made the technical aspect of web design more accessible, our strategic knowledge is more valuable than ever. It's time we position ourselves not just as implementers, but as strategic partners who offer both consultancy and implementation.Let's break down why this matters and how you can make the most of it:The Real Value: Knowledge Alongside ImplementationClients can get a website from many places, but what they truly need is strategic insight to align their digital presence with their business goals. This is where we excel. Our experience, understanding of user behavior, and ability to see the big picture are incredibly valuable assets.By offering both consultancy and implementation, we're not just building websites; we're comprehensively solving business problems. This approach allows us to charge separately for our knowledge and our technical skills, potentially increasing our overall project value by 20-30% or more.Adding Consultative Services to Your OfferingsTo make this transition, start by expanding your service offerings. Alongside your existing web design and development services, consider adding:Digital Strategy Workshops: Help clients align their digital presence with their business goals.User Experience (UX) Audits: Identify pain points in existing digital products and prioritize improvements.Performance Optimization Consulting: Improve website speed, SEO, and conversion rates.Technology Stack Consultation: Guide clients in choosing the right technologies for their needs.Custom Training Programs: Empower client teams while maintaining your role as the expert implementer.Coaching and Mentoring Services: Offer ongoing support to help clients develop their digital strategy skills and make informed decisions about their online presence.The key is to focus on outcomes rather than features. Instead of just selling a redesign, sell the strategy behind it, and then implement that strategy.Packaging and Pricing Your ExpertiseJustifying higher rates for consultative work as a freelancer who also handles implementation can be challenging, but there are several compelling reasons to do so:Strategic value: Consultative work focuses on high-level strategy and business outcomes, which typically have a greater impact on the client's success than implementation alone.Specialized expertise: Consultancy leverages your years of experience and industry knowledge, offering insights that go beyond technical skills.Problem-solving focus: As a consultant, you're solving complex business problems, not just delivering a product.Outcome-driven approach: Emphasize that you're selling outcomes and strategies, not just features or deliverables.Separate pricing structure: Consider packaging consultancy as fixed-price "products" distinct from implementation work. This helps clients understand the unique value of each service.Language and positioning: Position your consultative services as "strategic advisory" to differentiate them from implementation work.By clearly communicating the distinct value of your consultative services and focusing on the outcomes they provide, you can justify charging higher rates for this aspect of your work, even as the same person delivering both services.Benefits of the Combined ApproachThis shift benefits both us and our clients. Here's why:For your agency:Increased perceived value and higher overall project feesStronger, longer-lasting client relationshipsDiversified revenue streamsOpportunity to develop and charge for proprietary methodologiesFor your clients:Comprehensive solution: strategy plus implementationMore effective digital presence aligned with business goalsAccess to expert knowledge throughout the project lifecycleLong-term value beyond just immediate deliverablesEmbracing Your Role as Both Strategist and ImplementerAs we wrap up, I want to emphasize that this transition is about expanding our role, not changing it entirely. We're not abandoning implementation to become pure consultants. Instead, we're recognizing the full value of what we offer: both strategic insight and technical expertise.This shift might feel daunting, but remember, you already have the knowledge. It's just a matter of packaging and presenting it as a distinct, valuable service alongside your implementation work. Start small if you need to - maybe offer a paid strategy session before your next website project. See how it goes, and build from there.If you would like to discuss this further, you should consider joining the Agency Academy. Let's share our experiences, ask questions, and support each other in this transition. Remember, we're all in this together. By embracing our dual role as consultants and implementers, we can add more value, command higher rates, and build stronger relationships with our clients.

The Art of Closing High-Value Deals: A Consultative Approach

Salespeople turn up in Japan and expect things to be pretty much the same as where they have come from.  After all, sales is sales right? Wrong.  Japan, as usual, is quite different. If these newly arrived salespeople had received training on how to sell, then they are probably going to try a consultative sales approach.  This is absolutely what they should be doing, except it doesn't work in Japan. The consultative approach at base has a very sensible and basic idea – ask the client what they want and then give it to them. Simple stuff. The issue in Japan is the client won't open up and tell you what they need. Buyers have been trained by crap salespeople here to expect a pitch of what you have to offer, so the buyer can lean back and shred it, trying to sort out the risk factor. If you come to the buyer and start asking questions about their firm's current situation, they don't see this as a means of better understanding their situation, so that you can provide the most relevant and effective assistance.  They see it as prying, as exposing their dirty little, embarrassing secrets to strangers and therefore to the broader world, broadcasting all of their failure points and weaknesses.  We may start with our consultative sales approach and hit a wall on our first question: “What is the current situation for your company?”. This sounds innocuous enough, but that is not how the buyer interprets it.  They feel, “I can't answer this salesperson's questions, because I don't know them well enough and the trust is not sufficiently built yet”.  That is a big gap from the get go.  At this point they usually segue into “Tell me about what you do and about your products”. This is bad.  We are now throwing mud at the wall and praying something will stick, which is not much of a sales strategy. How can you get the pitch right if you have no idea what they need.  Most of us come to client sales meetings with numerous products and solutions, but which one will hit the mark? In the West we are very logical.  If what the salesperson is genuinely interested in what we need and if what they are saying seems to make sense, then we are prepared to look at buying.  The Western buyer is not terrified of making a mistake.  They are not fearful of sharing information with strangers.  They are not dubious about foreigners selling them stuff. They are looking for ways to help their firm do better in the market, for methods to outfox their competitors and gain an unfair advantage in the hand-to-hand combat of business. The Japanese buyer is very conscious that if they introduce something new, like a new supplier and anything goes wrong, they will lose face and will suffer in the internal future promotion stakes.  They are not focused on helping the firm to do better, because they are driven by their own personal self-interests.  They have also discovered that the safest path is the one of doing nothing new. I was talking to the HR Manager of a car dealership about some sales training for their firm.  They have had sales training before, but the results were not impressive.  My angle was “try us as a new approach, bring in something fresh and differentiate your salespeople from all the competitors”.  I thought that was pretty conclusive and convincing.  Weeks later I was told they went with another firm who specialises in sales training for dealerships.  This is what they had been doing in the past and not getting the change they wanted, but the safest path forward is always to do what you have always done in Japan and take no risks with anything new.  They will get the same results they have always gotten but everyone will feel safe and no one will lose their job. In Japan, we need to set up the consultative approach with getting permission to ask questions before we launch forth.  In the West we never have to so this step because every gets it.  Not Japan though.  Here is the simple, quick formula: explain who you are; explain what you do; talk about who else you have done it for and the results; suggest you could possibly get similar results “but to know if that can happen or not, would you mind if I asked you a few questions?”.  In 95% of cases this works and I get permission to dig into their dirty laundry and find out their problems.  There are still those buyers though, who just brush that effort aside and say “give me your pitch”.  I really want to cut my losses and leave right there, down my cheap, bitter, horrible green tea and depart, because I know that without understanding their needs, I have little chance of talking about the things of most value to them. I don't do a runner because that would be abrupt and considered rude in Japan. I soldier on, fully understanding every minute with this buyer is keeping me away from a buyer who will buy. Consultative sales can be done in Japan, but it needs some modifications to allow for the pitchfeast mentality on the part of the buyers. Once we understand where they are coming from we can work our way around the resistance and get to the heart of their issues and hopefully we have a solution that will work.  If we don't, we shouldn't waste our time or theirs and we should go find a buyer we can help.

In this episode of Change Enablers, host Ken Babcock dives deep on digital adoption with Matthew Belli, the global IT product owner at Nestlé. From Bay Area to Milan, Italy resident, Matthew experienced a life-changing move during Covid as Nestlé brought him on to expand WalkMe's utilization within the company from a single app to over 200.Throughout the conversation, Matthew shares his strategic approach emphasizing teh need to understand team and individual goals, identify daily pain points, and improve processes through a consultative sales-esque approach. Rather than aggressively push for an "internal sale", Matthew focuses on listening to user experiences to determine if solutions like WalkMe are a good fit at all. The two also highlight the dynamic nature of digital ecosystems and the continuous need for effective change management strategies within large organizations like Nestlé, which need to balance user training and technology improvements while addressing the rapid changes in applications and processes.Tune in for: • Matthew's story relocating from California to Milan for Nestlé• Navigating corporate marketing complexities• Understanding team needs and addressing pain points with a therapy-like approach• The importance of customization amid common hesitations and challenges • Creating value slides to summarize project objectives and outcomes• Personalized use cases with KPI metrics samples• Navigating stakeholder engagement amid role transitions• Matthew's initial opposition to hiring external consultants for support• The necessity of digital adoption beyond UI and trainingWhere to find Matthew Belli:• LinkedIn: https://www.linkedin.com/in/matthew-belli-25bb041a/• Nestlé: https://www.nestle.com/Where to find your host, Ken: • LinkedIn: https://www.linkedin.com/in/kenbabcock/• Tango: https://www.tango.us/Like what you heard? Subscribe, leave us a review, and let us know who in Operations and Enablement should be our next guest.

This Morning's Headlines 1. Consultative body 2. More trash balloons 3. House prices cooling 4. Debt management 5. Transport hub

Send us a Text Message.Have you ever struggled to get customers to see things your way, even when you know you're right?The problem might be that you're up against some powerful cognitive biases that impact how people process information and make decisions.In this eye-opening episode, Rachel chats with Dan Smaida, author of "The Psychology of Advice" and an expert in using behavioral science to drive better communication and influence.BY THE TIME YOU'LL FINISH LISTENING, YOU'LL DISCOVER:The key cognitive biases that undermine your ability to sell and how to counteract themWhy asking the right questions at the right time is so much more powerful than just telling people what to doThe 3-step "consultative sequence" that builds trust and gets customers invested in your advicePractical tips for proving the value of customer success to skeptical executivesDon't let cognitive biases sabotage your efforts to help customers. Tune in to learn how to leverage the science of influence for powerful results.*********This episode was sponsored by Vitally.io********* 

Send us a Text Message.Julie interviews Jill Knittel, the founder of JK Executive Strategies. Jill shares her nearly 30-year journey in the recruiting industry, emphasizing the importance of building deep client relationships and understanding company culture. This discussion covers the challenges of scaling a business, transitioning from day-to-day operations to strategic growth, and the role of technology and AI in streamlining processes. Jill also highlights how to foster a positive work culture through flexibility, accountability, and team-building initiatives.JK Executive Strategies, LLC (JK Exec) was launched in August 2017 by Jill Knittel to serve the Executive Search needs of high performing organizations across the United States with best-in-class search methodologies and processes. The JK Exec team follows a proven methodology and discipline for every search, resulting in clear expectations, timelines, and communication throughout each engagement.With 26 years of experience in direct hire and retained search, Jill Knittel and her team have completed successful searches including national retained searches for: CEOs, Executive Directors, CFOs, Vice Presidents, General Counsel, and VPs of Human Resources amongst others. In addition to search work, JK Exec provides HR Consulting Services to organizations in need of hiring, onboarding, and process expertise. Learn more about Jill and JK Exec here.Julie and Jill discuss...Jill's journey in recruiting / Founding JK Executive Strategies (00:01:20)Jill's experience in scaling her recruiting business and the significant changes in the recruiting industry over the years.Creating a relationship-based business (00:04:33)Transitioning from transactional to relationship-based interactions with clients, as well as building a team and adding processes.Empowering the team and letting go (00:10:04) Challenges and strategies around empowering the team and letting go of day-to-day details.Consultative approach to clients and scaling beyond local (00:17:18)Transitioning to a consultative approach with clients and building relationships outside the local community, including how to replicate processes and increase the funnel for business growth.Team Engagement and Feedback Process (00:23:05)Hiring for attitude, gathering feedback from team members, and creating a flexible work culture that supports employee well-being.You can connect with JK Executive Strategies on their website.You can connect with Julie on LinkedIn or Instagram. Find Julie's writing at her blog or by ordering Big Gorgeous Goals. What did you think of this conversation? We'd love if you'd rate or review our show!

La dissolution de l'Assemblée nationale du 9 juin 2024, et les élections législatives anticipées qui doivent suivre, mettent en pleine lumière la chambre des députés et questionnent les rapports entre les pouvoirs. Un équilibre subtil, qui s'est construit au fil du temps et des constitutions depuis la Révolution française. Éric Anceau, historien spécialiste du XIXe siècle, directeur de la rédaction de l'ouvrage collectif "Les quarante-huitards et les autres, Dictionnaire des dirigeants de 1848" chez Sorbonne Université Presse, remonte avec Virginie Girod l'histoire de la représentation nationale. Et elle ne date d'hier ! Au XIVe siècle déjà, on retrouve une assemblée nationale qui rassemble les représentants des trois ordres : noblesse, clergé et tiers état. Consultative, "elle dépend uniquement de la volonté du roi" souligne Éric Anceau. En 1789, ces États Généraux n'ont pas été convoqués près de deux siècles. "Très rapidement les États généraux vont se transformer en Assemblée nationale. On change d'époque" rappelle l'historien. Cette nouvelle assemblée, qui se donne pour mission de donner sa première constitution au pays, met symboliquement fin à l'Ancien Régime. C'est la révolution ! Si la période de l'Empire constitue un net recul du processus de parlementarisation, la Restauration ne parvient pas pour autant à rétablir une monarchie absolue. "Le roi va accepter d'octroyer une charte Constitutionnelle qui pose le principe d'une assemblée élue, qu'on appelle la chambre des députés". Ce sont les prémices du régime parlementaire, qui connaît son apogée sous la IIIe République. On parle même de "République des députés" ! Napoléon III, fossoyeur de la République précédente, puis le maréchal Mac-Mahon, font figures d'épouvantail pour rejeter une trop forte personnalisation du pouvoir républicain, ce qui profite aux députés. Rappelé au pouvoir du fait de la guerre en Algérie, le général de Gaulle est le principal artisan de la Ve République, toujours en vigueur. Initialement pensé comme un régime parlementaire, l'élection du président de la République au suffrage universel direct a radicalement transformé l'équilibre des pouvoirs, au détriment de l'Assemblée. Thèmes abordés : politiques, histoire constitutionnelle, régime parlementaire, France, Révolution Française, députés, Assemblée nationale "Au cœur de l'histoire" est un podcast Europe 1 Studio- Présentatrice : Virginie Girod - Production : Caroline Garnier et Nathan Laporte- Réalisation : Clément Ibrahim- Composition de la musique originale : Julien Tharaud et Sébastien Guidis- Edition et Diffusion : Nathan Laporte- Promotion et Coordination des partenariats : Marie Corpet- Visuel : Sidonie Mangin Découvrez l'abonnement "Au Coeur de l'Histoire +" et accédez à des heures de programmes, des archives inédites, des épisodes en avant-première et une sélection d'épisodes sur des grandes thématiques. Profitez de cette offre sur Apple Podcasts dès aujourd'hui !

#613: Unlocking Buyer Value: Consultative Strategies and Programs for Real Estate Success In this episode, we dive into key strategies to help real estate agents understand and deliver value to their buyers. The focus is on developing a consultative approach, identifying what buyers really want, and creating programs to enhance the buyer experience. Let's explore how these strategies can help you succeed in the real estate market. First, we discuss the importance of having a consultative strategy. This means that agents should act as guides for their clients, helping them navigate the home-buying process. Agents need to understand their clients' needs and have the right team and support to provide the best service. By doing this, agents can better explain their value to buyers and help them make informed decisions. Next, we talk about identifying the results that buyers want. The main goals for buyers are finding the right home, getting the best terms, and securing the best price. Agents should focus on negotiating hard for their clients to get the best deals possible. This shows the buyers that the agent is truly working for their best interests. We then move on to the minimum required activities that agents need to do to achieve these desired results. This involves having strategy sessions with clients, asking the right questions, and tailoring products to meet the buyers' needs and timelines. By focusing on these key activities, agents can ensure they are providing the best possible service. Creating a Buyer Advantage Program is another important topic. This program should address common objections and questions that buyers have. It should also include bonuses and additional services to make the offer more attractive. Marketing this program effectively and clearly explaining its value to clients is crucial. Improving the buyer experience is also highlighted. The discussion points out that consumers care more about their experience than the commission costs. Providing an exceptional experience can turn clients into raving fans. Examples of great customer service are shared to illustrate how going above and beyond can lead to positive outcomes. We also talk about the importance of discussing future homeownership costs with clients. It's essential to have honest conversations about potential issues with the property and make sure clients are aware of and prepared for future expenses. This helps build trust and ensures clients are making informed decisions. Several action items are suggested for agents to help them apply these strategies. These include developing a consultative strategy, identifying the minimum activities needed to achieve buyer results, creating a Buyer Advantage Program, improving the buyer experience, and making sure agents are knowledgeable about future homeownership costs. In summary, this episode provides practical tips and strategies for real estate agents to enhance their service and deliver more value to their clients. By understanding buyer needs, negotiating the best deals, and improving the overall experience, agents can build stronger relationships and achieve greater success. Don't miss out on these valuable insights to help you thrive in the real estate market. Tune in to learn how to create a consultative strategy, identify what buyers want, and provide exceptional service that sets you apart from the competition. This episode is packed with useful advice that is easy to understand and apply.   Feel free to dive in: https://7FigureBP.com/ Let's make it happen!

Join Ray Green as he shares invaluable insights into the art of consultative sales in this episode. With over 20 years of experience in sales and management, Ray offers practical advice on reframing the sales process mindset to prioritize selling each step rather than rushing to close deals prematurely. Drawing from relatable examples, such as the IT services industry, Ray highlights the significance of qualifying calls, discovery sessions, and proposal meetings as incremental sales opportunities. Tune in to discover how understanding the value proposition, objections, and benefits at each stage can significantly enhance your sales effectiveness and lead to closing more deals.

Quick recap: I'm releasing the audio version of my book Relationship Sales At Scale, and giving each section away for free. Each chapter is available on the podcast and YouTube feed for a limited time. Part 4 of 5: The Twenty-First Century Sales Team.Part 4 is the “who” chapter, and it covers the right division of duties and team structure for implementing Relationship Sales at Scale™ and maintaining consistency long-term, even if you're small or solo.Stay tuned next week for the final chapter!To get the full book right now, in any format, go here to get it on Amazon.Relationship Sales at Scale™is the new selling philosophy for our age. It marries the timeless power of tribe-based trust with digitally enabled scale so you can open doors tastefully and convert prospects consistently, all without spamming anyone.Written by Dan Englander, CEO and founder of Sales Schema, the book's stories, strategies, and hands-on resources are grounded in thousands of outreach campaigns conducted since 2014 to secure opportunities between clients and hard-to-reach prospects, including the leaders of the largest companies on earth.Learn how to:Balance personalization and scale to keep your pipeline full and achieve reliable and predictable growthCondense five years of networking into a single weeklong campaign so you can batch up warm referrals into specific ideal accountsDe-risk conversations with highly skeptical prospects by leveraging strong personal commonalities instead of boring publicly available informationDivide specific prospecting and sales duties so you can avoid burnout, even if your team is smallLeverage dozens of actual copy examples, campaign strategies, and online resources so you can launch and close deals in a matter of weeksAnd much moreThank you for listening! If you enjoyed this episode, please take a moment to follow, rate and review the podcast and tell me your key takeaways!Learn more about The Digitial Agency Growth Podcast at https://www.salesschema.com/podcast/ and our Video training at  http://salesschema.com/takecharge CONNECT WITH DAN ENGLANDER:LinkedInSales SchemaLINKS MENTIONED:Go back and listen to Part 1Go back and listen to Part 2Go back and listen to Part 3

Sarika brings over 20 years of experience from companies like SAP and Ariba, along with startup insights, to discuss cacheflow's "deal closing platform." This platform offers CPQ capabilities specifically designed for SaaS businesses, along with features like deal room, subscription management, and billing. Despite being just 3 years old, cacheflow has already secured an investment from Google Ventures. In this episode, Sarika dives deep into: Consultative selling and how cacheflow approaches it Remote-first company culture and its benefits Target market: short-term and long-term goals Why cacheflow is valuable for both SMBs and larger customers Typical project implementation The role of AI in subscriptions No-code solutions and their impact on customers Much more! Subscribe to the CPQ Podcast today to regularly receive CPQ insights for businesses of all sizes! Website: https://www.getcacheflow.com LinkedIn: https://www.linkedin.com/in/sarikagarg/ Email: sarika.garg@getcacheflow.com 

Alex Costa is a Specialist in Strategic Pricing, statistical analysis, market intelligence, sales finance (P&L) statistical analysis, acting as a Sales Business Partner to guide the best pricing strategies, which increases revenues and margins (EBITDA). In this episode, Alex discusses the importance of both hard and soft skills in achieving success. He also highlights three of the eleven essential skills for pricing professionals and shares his insights on value-based pricing, emphasizing its comprehensive impact on the value process.   Why you have to check out today's podcast: Find the optimal skills to prioritize as a pricing professional Discover effective techniques for engaging with salespeople in a manner that fosters collaboration instead of resistance Learn how to share information and knowledge within the company to foster a collaborative effort towards achieving shared objectives   "Hard skills and soft skills play a huge impact for you to be effective in your career in pricing." - Alex Costa   Topics Covered: 01:04 - How Alex pursued pricing 01:54 - Pricing is more than margin 02:47 - What he thinks is the best skill pricing professionals should have 04:16 - Why one has to think logically as a pricing professional 05:05 - Consultative versus reactive when engaging with sales  07:02 - How to invite collaboration rather than resistance from salespeople  08:55 - Discussing on the idea of sharing knowledge and information inside the organization 11:16 - Why emotional control matters 16:22 - What he thinks of value-based pricing 18:16 - Who should take the role of training sales teams for them to understand your product's value 19:26 - Looking at value not just of the product's attribute but the whole chain of it 21:53 - How you can get a hold of Alex's paper with this 11 skills 22:29 - Alex's best pricing advice   Key Takeaways: "I think the most important thing to us as pricing professionals is to engage with sales objectives, to understand what the goals of sales teams are. But of course, align with the goals of the organization." - Alex Costa "If you don't control your emotions, your emotions will control your career and your project." - Alex Costa "When you look for the satisfaction from the customer, what their perspective of the value that they will take from your product or services, you can position your pricing better." - Alex Costa "Sometimes they think, value comes just from the aspects of the product, the attributes of the product. But for me, the value in the mind of the consumer and the customers comes from the entire chain of value of the company." - Alex Costa   Connect with Alex Costa: LinkedIn: https://www.linkedin.com/in/alexandrecostaoliveira/   Connect with Mark Stiving: LinkedIn: https://www.linkedin.com/in/stiving/ Email: mark@impactpricing.com  

In this episode of "It's the Bottom Line That Matters," hosts Jennifer Glass, Daniel McCraine, and Patricia Reszetylo delve into the intricacies of the sales process. Emphasizing the importance of transparency and clarity, they discuss the need to communicate complex concepts in a way that resonates with clients and avoids overwhelming them. Drawing from their extensive experience, the hosts share anecdotes and analogies to illustrate the value of expertise and understanding the psychology of the ideal audience in crafting effective messaging. Listeners will gain insights into tailoring marketing messages to specific demographics, navigating objections, and building rapport by understanding personality types. Listeners are welcomed into the new year with Jennifer's encouragement to set goals and vocalize them. Daniel offers his insights particularly relevant for small businesses, emphasizing the need to build a sales process based on the buyer's journey, starting with the end in mind. Jennifer further explores the practicalities of moving prospects through the buyer's journey and handling objections, while Daniel emphasizes the importance of trial and error, understanding psychology, and focusing on the value proposition to guide prospects through the decision-making process. Whether you're a seasoned sales professional or just starting out, this episode provides valuable guidance for honing your sales process and achieving success. Keywords: Sales process, Consultative approach, Transparency, Clarity, Client psychology, Expertise validation, Marketing messaging, Tailoring messages, Target audience, Rapport building, Personality types, Fair deals, Negotiation, Golden rule, Sales coach, Customer journey, Business complexity, Vocalizing goals, Small businesses, Buyer's journey, Handling objections, Trial and error, Psychology, Value proposition, Prospects, Expertise anecdotes, Plastic surgeon marketing, Information validation, ChatGPT reliance, Internet resources

In this episode of the Titans of Foodservice podcast, host Nick Portillo speaks with Patrick Day, Vice President and General Manager at Giordano's Food Service. Patrick shares his journey from owning and running restaurants to becoming a top sales rep at Cisco and eventually landing his current role at Giordano's. He emphasizes the importance of understanding how things work in the food service industry and building relationships with customers. Patrick also discusses the trends of sustainability and organic food, as well as the qualities he looks for when hiring sales professionals.Quotes"You can't do it all, even though you want to pay the bills, hire the people get the vendors, the whole nine yards. As an owner-operator, it's very difficult to do everything, and you have to figure out how to delegate some of that stuff to other people that you trust." -Patrick Day [17:10]“Years ago when I first got into the business, I drove down to San Diego, and I was visiting the Hard Rock Cafe. I was showing a canned tuna product. I remember I put on my gloves to do a cutting with the chef, and I had a little hand can opener, started opening it up, and cut my thumb. Blood went all into the tuna. I remember looking at the chef and saying: I'm probably not getting the sale today. And she said: No, not today.” -Nick Portillo [22:28]TIMESTAMPS|00:02] Patrick Day and his experience in the food service industry[2:01] Fiery Five Food Service Questions [07:03] Food trends in Southern California: sustainability and organic [10:08] Characteristics to look for in food service sales professionals [12:30] Consultative selling and being a partner to customers [15:44] Learning the importance of delegation [20:37] Jordano's history and transition from grocery stores to distribution [23:09] Patrick Day's management style [24:31] Advice for success in the food service industry[26:41] Building relationships and earning trust in salesRESOURCESPortillo SalesCONTACT Nick: nick.portillo@portillosales.comPatrick: https://www.linkedin.com/in/patrick-day-0886162b/

On this episode of the Coffee with Jeff and Jason Podcast, we discuss dealership layout, consultative approach and doing it for the customer. Listen To The Full Podcast Episode Here: Apple Podcast: Spotify: YouTube: https://youtu.be/MdLufRcPvQ4 Listen To The Strategy With Jason Podcast: Apple Podcast: https://apple.co/3IwlT3v Spotify: https://spoti.fi/3fT8V3H Soundcloud: https://bit.ly/347rnDb Jason Harris Twitter: https://twitter.com/StratWJason Instagram: https://instagram.com/strategywithjason/ Facebook: https://facebook.com/StrategyWithJason LinkedIn: https://linkedin.com/in/strategywithjason/ Website: https://strategywithjason.com/ Jeff Tessier: https://www.linkedin.com/in/jeff-tessier-6a356063/ Jason Harris: https://www.linkedin.com/in/strategywithjason/

In this episode of the Shopify Ecommerce Podcast, I chatted with Erik Tonge, Director of Global Partnerships at Badger Fulfillment Group.Badger Fulfillment Group has established itself as a market leader by prioritizing sustainability and personalized customer experiences.Their state-of-the-art warehouse, powered by solar energy, showcases their commitment to eco-friendly practices. By utilizing eco-friendly packaging and offering personalized service, Badger ensures that products are delivered to customers with the least environmental impact.Erik's dedication to educating brands and providing cost-saving strategies has made him a trusted partner for Shopify brands looking to improve their fulfillment processes.Shopify brands can achieve improved efficiencies, cost savings, and a positive environmental impact.Reach out to us! We welcome questions and comments about this episode. Connect with us here or through social — your feedback is always welcome.TwitterLinkedInFacebookCheck out the eCommerce Fastlane Insights Blog for more ecommerce, marketing, and growth strategies.TOPICS INCLUDE: Advertising, Affiliate Marketing, Amazon, Attribution, Automation, B2B, Brand, Customer Retention, Customer Support, Data + Analytics, Data Trust + Security, Dropshipping, Ecommerce SEO, Email Marketing, Entrepreneurship, Founder Stories, Influencer Marketing, Legal, Logistics, Shipping, Loyalty, Rewards, Retention Marketing, Marketing, Sales, Conversion, Money From Home, Operations, Payments, Finance, Tax, People, Personalization, Post Purchase Experience, Print On Demand, Product Development, Retail, Shopify POS, Reviews, Search, SMS Marketing, Social Commerce, Social Media, Live Shopping, Startup Ideas, Store Design, Mobile Apps, Sustainability, TikTok, Trends, Ultimate Guides, Web3, best Shopify apps, and more. Hosted on Acast. See acast.com/privacy for more information.

Consultative vs. Transactional Selling  - Joe Pici answers popular questions on sales and selling strategies. Which is best for you and your sales team?  Sales Edge Podcast 419

Chris sat down with Spencer Tally for a consultative session surrounding the creation and growth of personal brand. Chris suggests that Spencer can create content around how he works with his marketing team to achieve better results, highlighting the importance of alignment between sales and marketing. Chris also emphasizes the need for authenticity in personal branding and recommends networking with thought leaders in the industry to gather insights and provide value to his target customers. Key Takeaways: -Build your personal brand around your own expertise rather than the company you work for. -Focus on creating content that highlights how you work with your marketing team to achieve better results. -Be authentic in your personal branding and focus on topics that are most authentic to you. -Network with thought leaders in the industry to gather insights and provide value to your target customers. -Use video content on LinkedIn to build trust and affinity with your audience. Thanks to our friends at Hatch for producing this episode. Get unlimited podcast editing at www.hatch.fm

Chris sat down with Cameron Evans for a half hour consultative session to provide valuable insights and strategies for a real estate brokerage firm looking. Chris emphasizes the importance of focusing on agents who can generate revenue and have a higher lifetime value. Chris suggests collecting qualitative data from top-producing agents to understand why they choose to work with the firm and using that information to create a unique value proposition. He also recommends leveraging social media platforms like TikTok and Facebook to reach a wider audience and boost engagement. Additionally, Chris advises adding a secondary content creation pillar, such as consulting calls or expert interviews, to further enhance the marketing strategy. Key Takeaways: -Focus on attracting real estate agents who can generate revenue and have a higher lifetime value. -Collect qualitative data from top-producing agents to understand why they choose to work with the firm. -Create a unique value proposition based on the insights gathered from top-producing agents. -Leverage social media platforms like TikTok and Facebook to reach a wider audience and boost engagement. -Consider adding a secondary content creation pillar, such as consulting calls or expert interviews, to enhance the marketing strategy. Thanks to our friends at Hatch for producing this episode. Get unlimited podcast editing at www.hatch.fm

Are you a pharmaceutical sales professional eyeing a transition into the dynamic world of medical device sales? Join Linda in this episode as she delves into the challenges and strategies of making this career leap. There are key distinctions between consultative selling, prevalent in pharmaceutical sales, and B2B (Business-to-Business) selling, the heart of the medical device industry, but our guest has successfully made the career transition. Learn from Shannon Friesz-Lapierre as she shares invaluable insights on overcoming these challenges. Discover the importance of acquiring business acumen, building essential connections, and adapting your sales approach to the B2B landscape while retaining the relationship-building skills you've honed in pharmaceutical sales. Whether you're considering a career change or already navigating this transition, this episode provides the knowledge and strategies you need to succeed in the competitive world of medical device sales.

In this episode Silas Mahner (@silasmahner) and Rick Zullo (@Rick_Zullo) discuss, Rick's career trajectory to VC, the thesis behind Equal Ventures, his thoughts on the CTVC's H1 Funding report, and his advice to founders and VCs. This episode is densely packed with value as Rick has clearly thought a lot about these problems. Perhaps my favorite takeaways are 1) that he views VC as more Consulting with Equity than banking and 2) was how they develop industry connections and understanding so that they can actually help their PortCos succeed. Enjoy the Episode!

  Thabo in for Clement speaks to Masibulele Xaso, the Secretary to the National Assembly about how Parliament's public participation process works and whether it is a genuine consultative process or merely a tick-box exercise.See omnystudio.com/listener for privacy information.

Last updated : 2023.07.14 The latest news from home and abroad, with a close eye on Northeast Asia and the Korean Peninsula in particular

Live from the floor of the March 2023 IHRSA Trade Show in San Diego, host Pete Moore welcomes special guest Paul Amoruso, Founder & CEO of bodQR. Paul discusses how his team solved an initial frustration for themselves, and then quickly realized they could sell the solution to other businesses in the space. The development of their software took years of iteration and testing different positionings and features. They rolled the app out in waves to different target markets and believe there is a great opportunity in the HALO sector, especially for providers who want to deeply understand their members.  "The access for a member or a prospect is very simple. They scan a QR code with their smartphone if they're in a facility, or they could click a link if they're following it from an email or a website. They would take a minute to provide a little bit of information in our web app and maybe another minute to register . . . and they'd instantly be delivered a comprehensive body analysis along the lines of what you might get if you used a piece of hardware," states Amoruso. Paul also highlights the lead generation potential of their tool and the company's commitment to providing a ten times return on investment for their subscribers. They discuss the possibility of offering additional tiers of service beyond basic subscriptions. Like Pete, Paul also agrees that solving issues related to loneliness, diabetes, and obesity is where the future lies and emphasizes the importance of using bodQR to help people achieve desired results and help clubs end "member blindness." Some key moments:  [00:03:27] Building, testing, and selling fitness software takes years. [00:06:44] Access is easy via QR code/links. Comprehensive body analysis delivered instantly. Custom branded web app. Progression of analyses available, including goals and fitness diagnostics. Assessments take 2-5 minutes each. [00:12:26] Struggling entrepreneurs need to assess their business. [00:14:16] Consultative approach, hands-off doesn't work, 10x ROI, active role, tiers of service. [00:20:48] Building business, making connections, solving problems. A few key takeaways:  Problem-solving within your own business can lead to marketable solutions. Paul's team developed a software solution to address a problem they faced internally which proved to be highly valuable and marketable to others in the space. Building and testing software takes time. The development process took three to four years and went through multiple iterations. This highlights the importance of patience and continuous improvement when creating (any!) product. The HALO sector has many opportunities for businesses lacking member insights. Paul believes that there is a significant opportunity here, specifically for fitness providers who lack the tools they need to help them deeply understand their members. Providing advanced analysis and personalized reports can enhance the member experience. Relationship-building and simplicity are essential. Pete and Paul both emphasized the importance of building real (not "AI") relationships as foundational approaches. They highlight the significance of nurturing connections with customers and creating user-friendly experiences. Business models need to adapt to changing demands. Click here to download transcript.  Connect With Us:  Instagram: https://www.instagram.com/thehaloadvisors/?hl=en  Facebook: https://www.facebook.com/Integritysquare  YouTube: https://www.youtube.com/@halotalks  Twitter: https://twitter.com/thehaloadvisors  LinkedIn: https://www.linkedin.com/company/integrity-square/  Website: https://www.halotalks.com  Loved this episode? Leave us a review and rating here: www.ratethispodcast.com/halotalks and don't forget to check out the HALO Academy for Executive Education opportunities.

Is your organization struggling with making decisions, from a lack of consensus or clarity on who the key decision makers are, or something else entirely? The RAPID decision-making framework might be your solution.   Joining us on this episode to discuss the RAPID Decision-Making Matrix is Linda Fane, a consultant, coach and organizational expert in games. We start by going over the scale of decision making, including the two extremes of the spectrum and which model is the most effective, and the roles of the RAPID framework.   Linda also shares how these roles work in harmony to balance power and build trust, the three reasons to not use the tool, and its built-in accountability feature. Plus, she gives real examples of the RAPID process, using the framework to make cross-cutting decisions, and MORE.   Tune in to learn more about the RAPID decision-making framework, and how best to introduce it to your organization!   Topics discussed in this episode: How Linda built her career in the gaming industry The spectrum of decision making Consultative decision making Framework of the RAPID Decision Making Matrix Tool Examples of implementing the RAPID matrix When you shouldn't use the RAPID tool What happens when people don't agree How long it takes for an organization to adopt RAPID The consequences of a bad decision Why there's opposition to RAPID and how to introduce it   Watch Linda's GDC talk, “Epic Sync: Wrangling the Work of Highly Interdependent Dev Teams at Bungie:” https://www.youtube.com/watch?v=ndPyhgorOKY Connect with Linda Fane on LinkedIn:  https://www.linkedin.com/in/lindafane   Learn more about the RAPID decision-making framework: https://www.bain.com/insights/decision-insights-10-great-decisions-not-a-solo-performance/ https://hbr.org/2006/01/who-has-the-d-how-clear-decision-roles-enhance-organizational-performance Learn more about consultative decision-making: https://www.teamly.com/blog/consultative-decision-making/ Sign up for the Building Better Games Newsletter for monthly tips to help you lead game teams! https://buildingbettergames.gg/newsletter/   Check out our website: https://buildingbettergames.gg/   If you've enjoyed this episode and wonder if we could help your studio or company out, email us at info@valarinconsulting.com to set up a free 90-minute call!   For more episodes, head to the Building Better Games Podlink https://www.pod.link/1559448378   Connect with us: https://www.tiktok.com/@building_better_games https://www.instagram.com/building_better_games/ https://www.linkedin.com/company/valarin-inc/   Content Editor: Jonathan Singh This episode was produced by Podcast Boutique https://www.podcastboutique.com

Paul Cunningham, Political Correspondent, looks ahead to the final day of Consultative Forum on International Security Policy.

Professor John O' Brennan, Director of the Maynooth Centre for European and Eurasian Studies, discusses the impact of President Higgin's apology on the upcoming Consultative Forum on International Security Policy.

Paul Cunningham, Political Correspondent discusses next week's Consultative Forum on International Security Policy.

In today's episode, I'm joined by entrepreneur and real estate expert, Derek Jarr. As someone who has been around real estate for years, Derek is always out in front of trends in our industry and ways to continue providing solutions to the consumer. Case in point: Derek's business has been ahead of the curve in helping people who want to keep their homes but still access the equity in it. Today, he shares how this solution came to be as well as where he sees real estate heading.    Derek Jarr is the Founder of CEO at Stay Frank. Our sale-leaseback program allows homeowners to access the equity they have earned without having to move or take out more loans and pay interest. They can become debt-free and have the flexibility of moving on their terms up to 5 years later.    The real estate market of the last few years made us look a lot smarter than we are.  When things are easy and money's flowing, we tend to get dumb and lazy. Now that things have shifted, we can't get away with doing things the way we used to.    This market is ripe with opportunities that aren't dressed as the typical deal. We're going to see way more creatively-crafted deals than ever before. This is prime time for seller financing, lease-back deals and other unconventional ways of providing value to the consumer.    One huge problem in our industry is our insistence on the traditional transaction, even when it doesn't suit the consumer's situation. We'll be more successful if we take a creative consultative approach instead of trying to force one approach.    For more information, head to https://www.stayfrank.com/ or connect with Derek on LinkedIn.   CTA ​​Please leave us a review at https://ratethispodcast.com/nla

Top earners in sales use certain approaches to attain their success, and this Modern Selling Podcast episode will examine the top sales strategies needed to become a 1% earner. By adopting these proven techniques, you can elevate your own skills and propel your team to new heights. We will explore various aspects such as developing a winning mindset, consistently prospecting for new opportunities, and engaging in meaningful conversations with potential clients. Additionally, we will discuss how leveraging referrals can lead to higher-value deals and greater customer satisfaction. Furthermore, understanding the traits that set top-performing salespeople apart from their peers is crucial when hiring or nurturing talent within your organization. Lastly, we'll examine lessons gleaned from record-breaking achievements in sales to provide valuable insights on persistence and collaboration. By incorporating these top sales strategies into your playbook, you're setting yourself up for success as you work towards exceeding your company's sales goals. Becoming a Top 1% Earner in Sales Want to join the elite club of top 1% earners in sales? Here's how: Adopt a Winning Mindset As a Sales Strategy Believe in yourself, set ambitious goals, and keep learning through sales coaching and training best practices, for a better sales mindset. Consistently Prospect for New Opportunities Use social media, industry events, email campaigns, cold calling, and referrals to find new prospects. Track interactions with leads and schedule regular follow-ups. Read our Definitive Prospecting Guide for sales management to grow pipeline. Engage in Meaningful Conversations As a Sales Strategy Build trust by being genuine and empathetic. Practice active listening techniques. Avoid using confusing industry jargon. By adhering to these tactics, you can maximize your potential for achieving maximum success in sales conversations. Remember, persistence and dedication are key. [bctt tweet="Unlock your potential as a top earner in #sales with these winning #strategies. Adopt the right mindset, #prospect consistently, and engage meaningfully. #salesstrategies #productivitytips @M_3Jr" username="GoVengreso"] The Power of Referrals For Top Sales Strategies Want to close more deals? Focus on sales referrals from satisfied customers - they have higher close rates because they come from trusted sources who already see value in your product or service. Dedicate Time to Engage with Existing Customers Allocate time to nurture relationships with current clients through regular check-ins, providing valuable insights and resources, or simply showing appreciation for their business. Ask for Warm Introductions As a Sales Strategy Take the initiative and ask happy clients if they know anyone who might benefit from your products or services. Approach this conversation tactfully and emphasize that you're looking out for their contacts' best interests. Pricing Referred Leads Higher Better Qualification: Referred prospects often come pre-qualified since the person referring them has already identified a need within their network. Faster Decision-Making Process: Since these prospects trust the person who referred them, they're more likely to make a decision quickly. Higher Close Rates: Referrals have higher close rates due to the trust factor involved in the process. Consider pricing your offerings slightly higher for referred leads to reflect their increased value and incentivize existing clients to provide even more high-quality referrals in the future. [bctt tweet="Boost your #sales with these top strategies: prioritize #Salesreferrals, engage with existing #customers, and ask for warm introductions. #salesstrategy #productivitytips" username="GoVengreso"] Traits of Top 1%-ers in Sales Here are the traits you need: resilience, innovation, consistency, and adaptability. Resilience: Bounce back from setbacks Top salespeople don't let rejection get them down; they learn from it and use it as fuel for future success. Innovation: Think outside the box The top salespeople are constantly searching for novel solutions to challenges and striving to stay one step ahead of their rivals. Check out this article on sales innovation techniques you can implement today. Consistency: Stick to daily routines, prioritize, and keep learning Daily routines: Establishing habits helps maintain focus on key tasks that drive results. Prioritization: Knowing which activities will yield the highest return allows top-performers to allocate their time and energy more effectively. Continuous learning: The best salespeople are always looking for ways to improve. Adaptability: Embrace change Top sales professionals understand that staying stagnant can lead to missed opportunities and decreased performance. Learn more about adapting to change in sales. Emulate the success of top 1%-ers in sales by incorporating these traits into your approach. Hiring Top Performers As a Top Sales Strategy As a sales leader looking to recruit top-tier talent, how can you best identify potential candidates? Listen to the episode to get the best sales hiring tips. Identifying Potential Candidates through Networking Events & Industry Connections Expand your search beyond traditional job boards and recruitment agencies by attending industry conferences, networking events, and engaging with professional communities on LinkedIn. Creating Room within Organizational Structures for Mavericks' Personal Growth & Performance Career development: Offer clear paths for growth based on achievements. Mentorship programs: Encourage knowledge sharing and build strong relationships among team members. Incentives: Design plans that reward exceptional performance. Encouraging Innovation and Adaptability within the Sales Team Provide ongoing training resources and create a sales culture that values innovation by encouraging team members to share new ideas, experiment with different effective selling techniques, and learn from both successes and failures. Incorporate hiring strategies to draw in the best-of-the-best and ensure their commitment, leading to an elite sales team that can reach the peak of success. [bctt tweet="Increase your #sales team's #productivity with these top strategies for #hiring and retaining high-performing sales #talent. #salesstrategies #modernselling" username="GoVengreso"] Lessons from Record-Breaking Sales Achievements Learn from those who have already achieved this level of success, like the salesperson who closed a $2.1 million software deal. Persistence Pays Off for Top Sales Strategies Don't give up when faced with challenges or setbacks - push forward until you reach your goal. Salesforce shares tips on developing persistence skills. Collaboration is Key Work closely with experienced mentors and colleagues to draw upon their collective knowledge and expertise. Inc Magazine suggests ways to build strong professional networks for meaningful collaborations. Leverage Existing Connections Create value: Offer valuable insights or resources to your connections before asking for referrals or introductions. Maintain regular contact: Stay in touch with your network to build trust and stay top of mind. Show appreciation: Always thank those who help you or provide referrals. Nurture your connections and provide value to others in your network to uncover new opportunities. Forbes Coaches Council offers additional tips on leveraging your network for business growth. By incorporating these lessons into your sales methodology, you can join the elite 1% earners club in no time. [bctt tweet="Learn from top #sales achievers and incorporate persistence, collaboration, and leveraging connections into your #strategy to join the 1% earners club. #salesstrategies @M_3Jr" username="GoVengreso"]   FAQs in Relation to Top Sales Strategies What are the 4 most common sales strategies? The four most common sales strategies are: (1) Solution selling, which addresses a customer's specific needs and pain points; (2) Consultative selling, where the salesperson acts as an expert advisor to help customers make informed decisions; (3) Relationship selling, which prioritizes building long-term connections with clients for repeat business; and (4) Inbound selling, leveraging content marketing and SEO to attract potential buyers. What is the most effective sales strategy? The most effective sales strategy varies depending on industry, target audience, and product or service offering, but a consultative approach that combines solution-based and relationship-focused tactics often leads to higher conversion rates and increased customer satisfaction. What are the 5 selling strategies? The five key selling strategies are: (1) Solution Selling - focusing on solving customer problems; (2) Consultative Selling - acting as an expert advisor for clients; (3) Relationship Selling - nurturing long-term connections with customers; (4) Inbound Selling - attracting prospects through valuable content marketing efforts; and (5) Cold Calling - proactively reaching out to potential clients via phone or email. What are the three most commonly used sales strategies? The three most commonly used sales strategies are: Solution Selling - addressing client-specific needs; Consultative Selling - providing expertise in guiding customer decisions; and Relationship Selling - fostering long-term connections for repeat business. Conclusion Want to become a top earner in sales? Adopt a winning mindset, consistently prospect for new opportunities, and engage in meaningful conversations. Don't underestimate the power of referrals - allocate time to engage with existing customers, ask satisfied clients for warm introductions, and price referred leads higher based on their perceived value. Top performers are resilient under pressure, innovative when faced with obstacles, and consistent in their performance despite external factors. Hiring top performers requires identifying potential candidates through networking events and industry connections, creating room for personal growth and performance, and encouraging innovation and adaptability within the sales team. Learn from record-breaking sales achievements by persistently pursuing high-value deals and collaborating with experienced mentors or colleagues to leverage existing connections for new opportunities.

This conversation is centered around the one word that makes people shudder...sales! As travel advisors, we love to plan travel, but don't want the stigma of being someone who sells for a living. However, that's exactly what it is. Learn the importance of sales messaging and why it should be tailored to your potential client's demographic and psychographics. Confidently knowing what you are selling as well as perfecting your messaging are both key to successful sales. Messaging that resonates with an older demographic, such as saving for a multi-generational trip, may not have the same effect on a younger demographic. Listen now as we dissect how you can adjust your process, verbiage, and general approach to individualized clients so that you are tapping into their value system and creating credibility from the very beginning! Today we will cover: (01:27) Demographics versus psychographics (06:29) Why you're not closing the sale (07:30) Baby boomers, Millennials, Gen Z'ers (16:35) Tailoring your business process to your ideal client (26:15) Comparing your expectations to social media (32:35) Consultative seller versus a salesperson (39:50) Having confidence in what your offer (44:20) Leveling up as a travel advisor The Defining Your Dream Client Guide https://tique.thrivecart.com/free-download-dydc/ Take your travel business to new heights with SHOWIT Click to get your 1st month FREE! https://showit.com/?referralCode=tique Revolutionize your workflow with CLICKUP Sign up for a FREE trial when you use code: TIQUE https://app.clickup.com/8641060/settings/rewards _____ JOIN OUR NICHE COMMUNITY: https://www.tiquehq.com/join-niche FOLLOW ALONG ON INSTAGRAM: https://www.instagram.com/tiquehq/ CHECK OUT OUR SERVICES & PROGRAMS: https://www.tiquehq.com/

Congress president Mallikarjun Kharge's aides describe him as patient, 'no-nonsense' man with an elephantine memory who loves food & is up to date with movies, sports.----more----Read the article here: https://theprint.in/politics/how-kharge-is-forging-consultative-consensus-in-congress-with-open-door-policy-a-side-of-humour/1606247/

In this episode of Everything is Logistics, host Blythe Brumleve interviews Stephanie Cannon, SVP at Pitney Bowes, about her background in logistics and how she fell in love with the industry. Cannon shares that she started as an industrial engineer in college and landed her first co-op job with UPS, which ultimately led to a full-time job offer and participation in their management trainee program. She discusses the importance of understanding all facets of a logistics company and the value of hands-on experience.LINKS: Pitney Bowes websiteConnect with Stephanie on LinkedinWHAT YOU'LL LEARN:The listener will learn about various topics related to logistics, including the speaker's experience working at UPS, challenges of logistics operations in different countries, Pitney Bowes' different business divisions and innovations, the use of robotics in warehouse systems, and Pitney Bowes' efforts to improve worker engagement and retention through automation.TIMESTAMPS: [00:01:52] UPS management trainee program. [00:05:27] International logistics operations. [00:07:23] Pitney Bowes' global e-commerce. [00:10:46] Workforce optimization. [00:14:09] Consultative parcel shipping solutions. [00:17:19] Flexible automation in warehouses. [00:20:41] Employee involvement in automation. [00:24:20] Monotonous jobs and robotics. [00:27:18] Robotics in Warehouses. [00:33:02] Parcel Shipping Index. [00:33:52] E-commerce innovation and automation.---------------------------------------------THANK YOU TO OUR SPONSORS!At SPI Logistics they have industry-leading technology, systems, and back-office support to help you succeed. Learn more about SPI's freight agent program here. Make sure to let them know we sent you!Digital Dispatch helps you speak confidently about ROI with a website built for your customers, prospects, and employees. With plans starting as low as $90/month, learn how you can take your website from good to great by visiting Digital Dispatch. ---------------------------------------------ABOUT THE PODCAST: Everything is Logistics is a podcast for the thinkers in freight. Follow the podcast to never miss an episode. Follow EIL host Blythe Brumleve on social: Twitter | LinkedIn | Instagram | TikTok | YouTube

ALL AI DOES IS ANSWER QUESTIONSA lot of people are so scared that AI is out on the hunt for their jobs. Sellers in particular have the fear that AI will totally replace them, but Walker is here to enlighten us all if you should really fear AI. He explains that if you are in a consultative sales job, the chances of being replaced with AI is very unlikely. In this episode, Walker delivers 5 reasons why AI is not coming for your consultative sales job anytime soon and gives us a clarification of what AI is really capable of. Learn more in this latest episode of No BS Sales School.NON-BS WORDS TO THE WISEWALKER: AI CAN'T BUILD RELATIONSHIPS“You can't build a damn relationship with artificial intelligence. They don't know who you are. You've got relationships built on empathy is based on trust and understanding.”WALKER: YOU CAN NOT PROGRAM EMPATHY“you cannot program empathy that anybody is going to buy into, you're not going to be able to understand AI and not be able to understand the client's situation and be able to offer any kind of emotional support, which I know sounds ridiculous. But with your deeper long-term clients, you get to know those people they trust you.”Where to find Walker:LinkedIn: https://www.linkedin.com/in/walkermckay/Twitter: https://twitter.com/walkermckayInstagram: https://www.instagram.com/nobssalesschool/Free Training Course: http://www.7salesmistakes.com/Website: https://www.walkermckay.com/

Welcome to the Selling from the Heart podcast with Darrell Amy and Larry Levine as they sit down with Amy Franko, a sales leader who built a successful B2B career with IBM and Lenovo before pivoting to entrepreneurship with a focus on sales consulting, training, and leadership excellence. Amy is also the author of The Modern Seller.Amy's insight on selling from the heart is centered on sincerity and substance. Not only must salespeople be genuinely consultative to help clients make decisions, but they must also be able to "bring the goods" and have the business acumen that allows them to make smart recommendations. Amy also provides suggestions so sellers can determine if their approach is actually consultative.HIGHLIGHT QUOTESConsensus building does not mean agreement, it's a compromise - Amy: "The idea of consensus building, and the consensus isn't necessarily 100% agreement. You have a room of 5, 8, 10 people that are involved in maybe a very complex opportunity, the odds of every single one of them agreeing on everything is really small.""There are tradeoffs that have to happen or maybe some difficult conversations and we as a sales professional or sales leader in that conversation, we can actually guide that and help them to have those conversations and make those tradeoffs so they can get to a point where they could make a decision."Create a question bank before every sales conversation - Amy: "Before you get every conversation, having that mindset of how can I best help the customer, how can I best serve the customer? The great question is an excellent place to start and I often encourage my clients to create a question bank. You only need maybe 3 or 4 questions to go into any sales conversation. They have to be the right questions, but that type of individual prep." Connect with Amy and get The Modern Seller:Amy Franko | Website | AmazonLearn more about Darrell and Larry: Darrell | Larry | WebsiteGot a video about how you sell from the heart? Share it by texting VIDEO to 21000.Selling from the Heart Experience tickets available HEREPlease visit WHYINSTITUTE.COMPlease go to WORKBETTERNOW.COMClick for your Daily Dose of InspirationCheck out the 2023 Authentic Selling ChallengeGet your Insiders Group FREE PASS here