Podcasts about digital selling

Probably the most significant show so far as we talk about what we've learned about B2B new business development during this year.We maintain, 'if you do what you've always done, you'll get what you've always got'. B2Bs have been misled to follow big tech and over the years new business development has been handed over to marketing, who have never sold direct or communicated direct to decision makers, yet they have been driving all activity that determines new sales.Pipelines have diminished, sales are never enough and yet there appears to be no solution on the horizon - until now.Join us as we review 2023 and share our plans and strategies for next year. Yes, we still have even more to explore that B2Bs are not doing. It's going to be great!

On this episode of the Sales Gravy Podcast, LinkedIn Guru Brynne Tillman shares her best tips and secrets for how to Sell More with LinkedIn. This episode is a goldmine for sales professionals seeking to harness the power of digital tools in their sales strategies. Brynne Tillman's approach to digital sales is both innovative and practical. Her ability to simplify complex concepts and relate them to everyday sales scenarios makes her advice incredibly valuable. Revolutionizing Sales with AI and Technology Brynne emphasized how AI and technological advancements are reshaping the sales landscape. She discussed how these tools can help salespeople understand and predict customer behavior, automate routine tasks, and personalize their sales approaches. For instance, she mentioned the use of AI in analyzing customer interaction data to identify potential leads and opportunities. Practical Tips for LinkedIn and Digital Sales Success A highlight of the episode was Brynne's take on social selling. She stressed the importance of using platforms like LinkedIn not just as a sales tool but as a means to build genuine, long-lasting relationships. She shared anecdotes of how creating valuable content and engaging authentically with one's network can lead to trust-building, which is crucial for successful sales. Practical Strategies to Sell More on LinkedIn LinkedIn has evolved from a mere professional networking site to a robust platform where the art of selling can be refined and executed with precision. It's a treasure trove for salespeople who know how to tap into its potential. As Brynne eloquently put it, "LinkedIn is a goldmine for those willing to dig deeper." Building a Magnetic LinkedIn Profile The journey on LinkedIn begins with your profile. It's your digital handshake, the first impression you make on potential clients. Brynne emphasized the need for a client-centric profile. She said, "Your profile shouldn't be a resume; it should be a resource." This means crafting a profile that speaks directly to your target audience, addressing their pain points, and offering solutions. Use a professional headshot, craft a compelling headline, and ensure every section of your profile showcases your expertise and the value you can bring to your clients. Content is King On LinkedIn, content reigns supreme. Sharing valuable content positions you as a thought leader and helps build trust with your network. But it's not just about posting for the sake of it. The content needs to resonate with your audience. Brynne suggested a mix of original and curated content that addresses the latest trends, challenges, and solutions in your industry. Regularly posting articles, insights, and even engaging in thoughtful discussions on relevant posts can significantly increase your visibility and credibility. Engagement: The Key to Building Relationships LinkedIn is not just a platform to broadcast your achievements and content; it's a community. Engaging with your network's content is just as important as posting your own. Brynne advised, "Like, comment, and share. Engage genuinely and consistently." This engagement should be thoughtful and add value, showing that you are not just there to sell, but to be a part of the conversation. Leveraging LinkedIn for Sales Prospecting The true power of LinkedIn for sales professionals lies in its ability to find and connect with potential clients. Brynne shared several tactics for effective prospecting. Advanced search features, alumni networks, and joining relevant groups can help you identify and connect with potential leads. But the key is in the approach. She recommended personalizing connection requests and messages, avoiding the hard sell, and focusing on building a relationship first. The blend of Brynne's expert insights, practical strategies, and real-world success stories make it an invaluable resource for sales professionals eager to adapt and succeed in the digit...

If your prospects don't know who you are or what you do, you're finished! After decades in the trenches, and a massive amount of research and analysis, we have discovered and documented the strategy you need to communicate to your ideal prospects, keep them engaged and get their respect to the point of wanting to do business with you. If you've been in sales for any amount of time, you will know by now that marketing departments keep failing and they refuse to research and change for fear of being given the boot for not doing this earlier. B2B buyers, MDs CEOs or employees do not want to be pestered by BDRs or spammed by marketers. That's why you need to watch this weeks' live stream to get the inside track on what you can do as a salesperson in your organisation that will start to change how your prospects respond to you.

In today's rapidly evolving business landscape, staying ahead in the B2B space demands innovative approaches to sales and marketing. One such groundbreaking strategy is the integration of live broadcast programs, akin to magazine-style shows, into your business development toolkit. This concept, while relatively new, is proving to be a game-changer for those who embrace it.For sales professionals and CEOs, understanding and mastering this approach is no longer just an option, but a necessity. The traditional methods of reaching out to potential clients and partners are becoming increasingly saturated. In such a scenario, live shows offer a unique platform to engage with your audience, showcase your brand's personality, and provide value in a dynamic and interactive manner.The essence of this strategy lies in its ability to combine various segments — from insightful interviews with industry leaders to practical demonstrations of your products or services. It also allows for the seamless integration of advertisements, ensuring that your marketing efforts are not intrusive but rather an organic part of the content. This holistic approach not only elevates your brand's visibility but also establishes your company as a thought leader in your industry.As we delve deeper into this exciting new avenue, our live stream show, "LiveShow Blueprint: B2B Success," will serve as a comprehensive guide. We'll explore the most effective processes to organize and execute a live show, identify various engaging segments, and plan the inclusion of advertisements and guest appearances. This is an unmissable opportunity for salespeople and CEOs committed to pioneering in the B2B realm and driving substantial revenue growth. Join us to unlock the full potential of live broadcast programs in your business strategy.

Ask your questions about new business development and prospect engagement on LinkedIn -  or you can post/ask beforehand.Call: 0800 970 9751Text: 07547 187383Email: nigel@salesxchange.co.ukChat: https://lnkd.in/eUH6aEWKThis is an opportunity to get advice, help or ideas on direction when it comes to new business development for B2B technology, SaaS and Services organisations and exploring ways of changing the outcome on your existing activities.We'll also be giving some updates on the work we're doing now and over the next few months as this approach is constantly developing as you would expect.Our shows are to challenge the existing status quo of demand gen, ABM, pay-per-click and some of the more unsavoury tactics adopted by marketing departments to help you review your new business activities and grow your profitability.

Missed Your Sales Target Again? Discover The Only Viable New Strategy For Getting New Business in 2023/4 and Beyond!How's your pipeline? Are you on target? What do your next few months look like? Still waiting for leads?Is marketing ‘smashing' their KPI's? Do you feel like you've been shut down and silenced if you complain about their performance?We both know that not much has changed in B2B sales for the past ten years or so, and so it's unsurprising you might be questioning what's going to happen next.Since the emergence of marketing automation and demand generation, sales strategies have been hijacked by marketing, restricted the earning potential of salespeople, and cornered much of the available budget each year, simply because boards of directors have been misled by the empty promises of marketing.The reality is that sales has changed and if you try and bring back the hey-days of yesteryear you are going to be disappointed. finding interested parties is nigh on impossible and when you do find business prospect, they don't want to meet you, and certainly not face-to-face.A quick heads-up, your prospects want to self-serve, self-educate and remain anonymous until they're ready. Marketing have known this since 2014, when they found out 97% of businesses didn't want to fill out a form. Did they tell you? No. Yet still they bang on about demand gen, lead gen and ABM.There are few opportunities these days to watch, listen, and evaluate a new approach that dispenses with marketing and places sales firmly back in the driving seat.Digital marketing and automation are the definitive ‘emperor's new clothes. If there was ever a live show salespeople needed to watch, it's this one. - 16/11/23: Discover The B2B Strategy For Getting New Business in 2023/4 #08- 23/11/23 & Beyond: Live Q&A – Your Burning Questions, Our Incendiary Answers! #09Also, check out our open access website; no forms, no tracking, and no registration, just everything you need to learn, research, and get started. Salespeople need to lead the way. Learn and add these new skills to become irreplaceable!Change your strategy before your competition does. This will be your new gold-rush!

26/10/23: How Talent Acquisition and Recruitment is Broken for B2Bs! -  Unless you know a raft of different people, you will need to employ someone in Talent Acquisition or the services of either a recruitment agency, LinkedIn or a consultant to help you.When it comes to sales and marketing in the B2B arena, I can safely say you're going to be in for a bumpy ride and quite possibly you'll lose your company – why – because in the main, you are being told a bunch of ‘huey' because very few, if any, know the necessary blend required to build an effective sales and marketing team – fact. If you think I'm talking nonsense, join me this Thursday at 11:00am (or watch on catch-up) to learn why Recruitment and Talent Acquisition are unable to fulfil the roles they purport to offer in today's cut-and-thrust of B2B Technology, SaaS and Services, sales and marketing.  

Dismiss The Digital Dilemma and Rebuild Your Growth Trajectory.This new live series will be as exciting as it is controversial. Your host Nigel Maine is not only outspoken when it comes to the failed marketing strategies being promoted to B2Bs, but he has researched and uncovered some shocking revelations that have been damaging businesses for decades.This is the 'New Business Expose' you have always wanted to hear… this show is unscripted, giving businesses both barrels when it comes to what they need to be doing - that will make all B2B digital marketers quake in their boots.Nigel will be revealing the dirty little secrets of the marketing industry and will also give you the opportunity to access a live Q&A session at the end of each show, specifically for CEOs and business owners, and if marketers are brave enough, they can message him too!Below is the advert text being promoted on LinkedIn: -

Dismiss The Digital Dilemma and Rebuild Your Growth Trajectory.This new live series will be as exciting as it is controversial. Your host Nigel Maine is not only outspoken when it comes to the failed marketing strategies being promoted to B2Bs, but he has researched and uncovered some shocking revelations that have been damaging businesses for decades.This is the 'New Business Expose' you have always wanted to hear… this show is unscripted, giving businesses both barrels when it comes to what they need to be doing - that will make all B2B digital marketers quake in their boots.Nigel will be revealing the dirty little secrets of the marketing industry and will also give you the opportunity to access a live Q&A session at the end of each show, specifically for CEOs and business owners, and if marketers are brave enough, they can message him too!Below is the advert text being promoted on LinkedIn: -

Live Streaming Live Show #06 - After delivering five live shows, it makes sense to review them, tell you how they went, what flew and where it crashed and burned…In this article, I share my valuable insights of hosting the previous live shows along with my co-host Liz Maine, my wife and business partner.  This final live stream show in this series, discusses how businesses can use Live Streaming for Digital Selling to include email and social media advertising to reach their total addressable market more effectively than traditional telesales or cold calling.Just to make you aware of our video series, all recorded live, here are the links to the other shows after you've watched this episode: -Show 1 - Live Streaming: B2B AdviceShow 2 - Live Streaming: Digital Content for B2B SuccessShow 3 - Live Streaming: The B2B Exposure and Promotion PlanShow 4 - Live Streaming: Engaging B2B Prospects at ScaleShow 5 - Live Streaming: B2B Roadshows, Events and PodcastsShow 6 - Live Streaming: Digital Selling ReviewThe content below offers a written guide to embracing Live Streaming and Digital Selling, providing practical tips and real-life examples that will change the way businesses approach sales and marketing.

SummaryLive Streaming - Live Show #05 - In this penultimate show, I talk about all the possibilities of live streaming B2B events and roadshows and illustrating what you can achieve from doing shows at strategic locations to possibly revolutionising the way your whole industry engages with prospects.I share a groundbreaking approach to B2B sales and business development. You will learn how combining email marketing, social media ads, and weekly live streams can skyrocket your company's growth, outperforming traditional telesales and cold calling methods. Discover key takeaways, FAQs, and a conclusion that will leave you eager to embrace these innovative strategies.Just to make you aware of our video series, all recorded live, here are the links to the other shows after you've watched this episode: -Show 1 - Live Streaming: B2B AdviceShow 2 - Live Streaming: Digital Content for B2B SuccessShow 3 - Live Streaming: The B2B Exposure and Promotion PlanShow 4 - Live Streaming: Engaging B2B Prospects at ScaleShow 5 - Live Streaming: B2B Events & RoadshowsShow 6 - Live Streaming: Digital Selling Review

Live Streaming Show #04 - This is the big one! Live Streaming to B2B prospects at Scale.  This is the Digital Selling strategy that only a few businesses will do straight away because they're the innovators and early adopters!  There is a window of opportunity for business who embrace this strategy because it will be first-come-first-served and because those businesses will create the maximum awareness and engagement before their competition can.In this article, you will learn how your business can grow and reach you total addressable market through a combination of email, social media advertising banners, and weekly live stream shows. This innovative approach will replace traditional telesales and cold calling, providing a more effective and profitable way to engage prospects.As a seasoned business professional with over 30 years of experience, Nigel Maine shares his insights and strategies in this series of six live stream shows. Just to make you aware of our video series, all recorded live, here are the links to the other shows after you've watched this episode: -Show 1 - Live Streaming: B2B AdviceShow 2 - Live Streaming: Digital Content for B2B SuccessShow 3 - Live Streaming: The B2B Exposure and Promotion PlanShow 4 - Live Streaming: Engaging B2B Prospects at ScaleShow 5 - Live Streaming: B2B Roadshows, Events and PodcastsShow 6 - Live Streaming: Digital Selling ReviewPut some time aside to watch the series as it will change your outlook on new business generation and B2B Sales!

Live Streaming - Live show #03 - The next part in your journey is to prepare for battle to make sure every possible aspect is covered, starting with your largest new business asset, your website. Traditional B2B sales strategies like telesales and cold calling have long been the standard for companies looking to grow their businesses. However, these methods are often time-consuming, inefficient, and can lead to missed opportunities. As a seasoned business professional with over 30 years of experience, I have discovered a more effective and profitable way for businesses to grow and reach their total addressable market, using a combination of email, social media advertising banners, and weekly live streaming shows.Just to make you aware of our video series, all recorded live, here are the links to the other shows after you've watched this episode: -Show 1 - Live Streaming: B2B AdviceShow 2 - Live Streaming: Digital Content for B2B SuccessShow 3 - Live Streaming: The B2B Exposure and Promotion PlanShow 4 - Live Streaming: Engaging B2B Prospects at ScaleShow 5 - Live Streaming: B2B Roadshows, Events and PodcastsShow 6 - Live Streaming: Digital Selling ReviewI hope you enjoy the above video as I explain all the relevant aspects of Live Streaming & B2B Promotion.

The first step of every business relationship begins with your prospect learning about you and your company. Sadly, this is where most B2Bs fail, and it just goes downhill from there.  Here's the show outline: -Show #2 Creating Content Prospects WantThe Problem with Marketing & ContentDark Funnel & Dark SocialBrochures & BooksThe Difference Between Blogs & ArticlesPersonas vs Relevance – Primary/Secondary…Create Anything a Prospect WantsJust to make you aware of our video series, all recorded live, here are the links to the other shows after you've watched this episode: -Show 1 - Live Streaming: B2B AdviceShow 2 - Live Streaming: Digital Content for B2B SuccessShow 3 - Live Streaming: The B2B Exposure and Promotion PlanShow 4 - Live Streaming: Engaging B2B Prospects at ScaleShow 5 - Live Streaming: B2B Roadshows, Events and PodcastsShow 6 - Live Streaming: Digital Selling Review

B2B new business development is in desperate need of change.  After many years I have developed the ideal strategy for technology, SaaS and Services businesses to adopt immediately at very little cost.The issues surrounding poor business performance in terms of sales is self evident.Listen to this podcast and make your own decision what your business should do next.

Bienvenidas y bienvenidos al episodio 187 de Planeta M by DonDominio, el último de esta temporada. Hoy haremos tertulia sobre Social Media y más en concreto hablaremos sobre como sacar el máximo provecho a las redes sociales Para hablar de este tema tan apasionante, ya está listo el equipo de Planeta M de hoy: - Sonia Duro Limia es consultora de Social Selling y se especializa en ayudar a los comerciales de las empresas a utilizar LinkedIn como una herramienta cotidiana para la atracción de clientes. Cofundadora del podcast “Digital Selling para empresas del siglo XXI”. Le gusta firmar con sus dos apellidos. Su web es soniadurolimia.com y su twitter @DuroLimia - Nahuel Cassino es copywriter especializado en ventas y una cosa es segura, no te va a dejar indiferente. O le odias o te encanta. En su newsletter envía un email diario a sus suscriptores con un consejo raro, una idea extraña, o una historia graciosa para que aprendas a vender online sin bostezar como si vieras el Tour de Francia. En nahuelcassino.com, cada día un nuevo consejo exclusivo que no comparte en ningún otro sitio - Xisco Acuñas trabaja en el departamento de Marketing de DonDominio en la gestión de colaboraciones y eventos además de moderar el podcast de Planeta M y los DDWebinar. Podéis ver las novedades de DonDominio en nuestras redes sociales con el usuario @dondominio y sobre el podcast en @PlanetaM7

Brandon Lee with Modern Seller HQ and Tom Burton with Revenue Zone Media Modern Seller HQ is a free community to help sales professionals learn how to implement modern, digital sales motions. We provide daily conversations, weekly webinars and exclusive member only events. We help successful, experienced sales professionals learn how to integrate modern, digital […] The post Brandon Lee with Modern Seller HQ and Tom Burton with Revenue Zone Media appeared first on Business RadioX ®.

Hoy haremos tertulia sobre estrategias de marketing de bajo presupuesto. Para hablar de este tema tan apasionante, ya está listo el equipo de Planeta M de hoy: Sonia Duro Limia es consultora de Social Selling y se especializa en ayudar a los comerciales de las empresas a utilizar LinkedIn como una herramienta cotidiana para la atracción de clientes. Cofundadora del podcast “Digital Selling para empresas del siglo XXI”. Le gusta firmar con sus dos apellidos. Su web es soniadurolimia.com y su twitter @DuroLimia Rubén Mancera es Director de Marketing de Factor Libre, la desarrolladora líder de soluciones ERP basadas en el software libre de Odoo. Ex_CMO de Product Hackers, la agencia de Growth Hacking nº1 de España y Stadioplus, uno de los marketplaces más potentes de NFT de Europa entre otras…y como consultor ha ayudado a más de un centenar de empresas a crecer desde una estrategia enfocada en el marketing y en Growth. Podeis seguir sus artículos en linkedin “Rubén Mancera Arcos” o sus reflexiones sobre la vida en twitter @Ruben_Mancera Xisco Acuñas trabajo en el departamento de Marketing de DonDominio en la gestión de colaboraciones y eventos además de moderar el podcast de Planeta M y los DDWebinar. Podéis ver las novedades de DonDominio en nuestras redes sociales con el usuario @dondominio y sobre el podcast en @PlanetaM7

Hoy haremos tertulia sobre Influencers y más en concreto hablaremos sobre si son una solución para que una empresa crezca. Para hablar de este tema tan apasionante, ya está listo el equipo de Planeta M de hoy: Sonia Duro Limia: es consultora de Social Selling y se especializa en ayudar a los comerciales de las empresas a utilizar LinkedIn como una herramienta cotidiana para la atracción de clientes. Cofundadora del podcast “Digital Selling para empresas del siglo XXI”. Le gusta firmar con sus dos apellidos. Su web es soniadurolimia.com y su twitter @DuroLimia Marta Serrano: periodista de formación y marketera de profesión con más de 7 años de experiencia. En 2019 creó CoMsentido, su agencia de marketing digital, comunicación y eventos con el objetivo de ayudar a pequeñas y grandes marcas a dar visibilidad a su negocio. Actualmente, con una cartera de más de 100 clientes gestionan proyectos de social media, marketing de contenidos, email marketing y mucho más. La podéis encontar en twitter con el usuario @mrtta13 Xisco Acuñas: trabaja en el departamento de Marketing de DonDominio en la gestión de colaboraciones y eventos además de moderar el podcast de Planeta M y los DDWebinar. Podéis ver las novedades de DonDominio en nuestras redes sociales con el usuario @dondominio y sobre el podcast en @PlanetaM7

The Modern Selling Podcast Episode #234:Evolution of Selling: Generative AI's Impact on SMB Sales with Ketan Karkhanis In recent years, the world has witnessed a tremendous shift towards an all-digital way of doing things, especially after the Pandemic. From remote work to virtual meetings, the digital age has changed the way we do business. In this new era, web pages have become the main selling point for any company. With the rise of Artificial Intelligence (AI), web pages can now be personalized to cater to the specific needs of individual buyers. This personalized approach to selling has proven to be highly effective, and it is revolutionizing the way companies approach sales.

Ahead of CES 2023, we bring you a special sneak peek into some groundbreaking customer experience developments that Microsoft and Touchcast are bringing to the automotive industry through the power of the Metaverse. This conversation is led by Ati Serpoushan, Head of Partnerships & Alliances at Touchcast, who chats with Microsoft's Smith Codio, Director Customer Experience of Automotive, Mobility & Transportation Industry, and Rachel Hecky, Automotive & Mobility Program Manager. Please be on the lookout for more of our content from CES 2023. Secure your company's spot in the enterprise metaverse: https://hubs.ly/Q012-Zqv0 Check out more from Touchcast: https://twitter.com/Touchcast https://www.linkedin.com/company/touchcast Touchcast is the world's leading enterprise metaverse company. A pioneer in the use of Mixed Reality and Artificial Intelligence, we bring people together by breaking down the barriers of space, time, and language.

In this episode of Hidden in Plain Sight: The Enterprise Revenue Intelligence Podcast, Liz Christo, Partner and GTM Advisor at Stage 2 Capital, joins Art Harding to discuss why sixty-six percent of buyers prefer digital interactions over in-person, how sellers can adapt to this shift, and what businesses need to run a modern digitally driven companies

With Ashley Ann Jones, also known as King Ashley Ann, who is a talented biz builder, public speaker, and social media strategist. Ashley has helped over 11,000 individuals monetize their social media and over 700 people create 6 figure incomes. She has currently helped 151 people create 7 figure incomes and 9 of her clients are consistently doing million-dollar months. She has also helped over 1000 businesses generate $25K- $45K per month using Live Stream. Join us for this conversation, where Ashley shares about her accidental journey into her current version of entrepreneurship, the importance of being yourself online, and how she helps clients develop a marketing and social media strategy that supports million dollar months! You do not want to miss this episode. You can connect with Ashley Ann on IG, Facebook, Twitter & YouTube @KingAshleyAnn

Sudeshna Sen joined Adam and Mark in the data basement to discuss transforming the B2B customer experience in a post-pandemic world. Sudeshna is a marketing executive driving top-line growth for businesses. She is currently the Executive Vice President, Dentsu Media. However, she served as Merkle's Vice President, Strategy and Analytics at the time of this recording. As a data-driven, customer-centric digital marketing leader and strategist, Sudeshna brings 15+ years of B2B and B2C marketing and sales experience to drive sustainable growth across hi-tech, financial services, retail, health, and nonprofit orgs. Sign up for the Data-Driven Marketer Newsletter Come hang out in the Data Basement on Slack More NetWise: Twitter | Facebook | Linkedin | Web I Blog+Newsletter --- Send in a voice message: https://anchor.fm/datadriven/message

B2B sales teams have experienced a shift in the past few years. We've all felt it. The pandemic has caused many sales teams to transition into a remote or hybrid work environment. As sales leaders, it can be tough to hire, onboard, and coach when you don't have that daily in-person time with your new reps on the sales floor. So how can you identify top talent and skills quickly when building your team? And how can you empower your new reps to start winning as soon as possible?

Selling, especially in this post-pandemic space is just as much of a science as it is an art. There's no surprise that some sellers rise to the top, while others find it increasingly difficult to prospect. With so many sales tools, prospecting methodologies, and B2B sales strategies to navigate, knowing just what you should be doing to generate higher quality leads that convert to sales can be complicated. But, mastering how to sell without being pushy or aggressive is exactly the area of expertise that my guest on this episode of the Modern Selling Podcast is known for. Andy Paul is one of the Top 50 Global Sales Experts and award-winning author of Zero-Time Selling, Amp Up Your Sales, and his recent bestseller, Sell Without Selling Out. His popular and long-running sales podcast, Sales Enablement with Andy Paul, was acquired by Revenue.io in 2020 and continues to inspire thousands of sales professionals every week. His client list is as long as it is impressive and includes some of the biggest businesses in the world including Square, Philips, and Grubhub – making Andy one of the leading voices in the sales industry today. Download this entire conversation to get the inside scoop on what sales strategies are really working to get prospects to lean in with interest and actually stay engaged through the entire buying process. What Are Most B2B Sellers Getting Wrong? We jumped right into the conversation to identify where and how Andy believes sellers are missing the mark. His insights were spot on with my own observations. Andy explains, “The biggest thing that is flawed with so many sales professionals is their mindset. It's this idea that their job is to persuade somebody to buy their product. When this becomes the sole focus, then we lose the human element of truly understanding the needs, wants, and desires of the prospect.” That's why I always say, “Sales is the art of helping.”  It's our goal as sales professionals to first seek to understand our prospects, so we can determine the right solution for their needs. Otherwise, as Andy asserts, we're more focused on closing the deal rather than truly helping the customer. It's that subtle shift in a seller's mindset that can make the world of a difference. That means sellers can go from blindly selling, to getting prospects to lean in and want to know more about the solution they have to offer. If you've been struggling on how to make this transition – from selling to helping – listen to this episode and be sure to pay particular attention to the strategies Andy recommends using to make this mindset shift. In B2B Sales, What Does It Mean to Sell Out?   In Andy's book, he introduces this idea of “selling out” in sales. I was curious to know what he meant by that and, more importantly, how modern sellers can identify if they're selling out in the prospecting process. He provides some invaluable advice, “Selling out starts when you put your interest (as the seller) ahead of the buyer. We often call this ‘commission breath' because it becomes very clear to the buyer that you're only there to sell them your product. In this space, their needs become secondary. So many sellers automatically jump straight to their pitch, rather than asking questions to understand what the buyer really needs.” In my 20+ years of experience in sales, I find that this ‘commission breath' Andy talks about often comes from how sales professionals are trained. Here at Vengreso, we follow the PVC Methodology for prospecting and as part of this multi-step process, we teach our sales reps to always lead with thought-provoking questions to get the prospect talking about their needs and goals. With this structure, our sales reps can quickly identify if and specifically how they can bring value to the prospect. Then the entire sales conversation is shaped around helping them achieve their goals, not just pitching our product. Join the conversation and hear other ways that Andy differentiates “selling out” from “selling in” and what sales leaders should be doing today to train their teams to build curiosity from the first outreach message. What's The Right Way to Engage a Prospect During a Sales Call?   When it comes to the ‘how' of sales calls, there seem to be dozens of methods out there. Based on Andy's extensive research, I wanted to know what he finds works to draw the B2B buyer into the conversation. His answer was something I hadn't heard of before. Andy explains that there are four human attributes that we all evolutionarily seek. They are: Connection – feeling bonded to someone based on similar interests or desires. Curiosity – seeking something that piques our interest or helps to solve a problem. Understanding – knowing that our needs and wants are being listened to. Generosity – being aware that someone is willing to help us get to the desired outcome. The goal, according to Andy, is to align these human attributes with how we approach and conduct the sales call. If done right, this will help to build positive sales experiences that make B2B buyers want to buy. These four attributes were spot on with the types of prospecting questions we teach sales reps to ask in our PVC methodology. In our discussion, Andy outlines six types of questions B2B sellers must ask now if they want to truly engage their buyers and get prospects to lower their guard and lean into the sales conversation. Make sure to download the full episode and get a pen and paper ready because the sales gems that Andy drops are worth writing down (and implementing) immediately!

This episode has been a few years in the making, and I had a great time.  I know you will enjoy hearing this casual conversation with Bill Stinnett. Bill Stinnett is the founder and president of Sales Excellence, International and is a highly sought after speaker appearing at sales meetings, conferences, conventions and annual sales kick-offs world-wide. He is the author of two best-selling books, Think Like Your Customer (McGraw-Hill 2005) and Selling Results! (McGraw-Hill 2007) and creator of numerous online sales training programs. His corporate clients include Verizon, Microsoft, General Electric, Cisco, Hitachi, Harvard Business School and over 400 other companies of every size. Be sure to connect with him on Likedin and  check out his website at www.salesexcellance.com/handbook -first chapter prerelease as well order his first  book and preorder the new book Amazon.   Pre-Order copies of this book from Amazon:  https://www.amazon.com/dp/1264278861Learn more about Bill-  https://www.linkedin.com/in/billstinnett/Learn more about his company and download a free sample of his book as well as other tools.https://www.academy.salesexcellence.com/handbookSupport the show

Jamie Shanks is the CEO of Pipeline Signals and Sales for Life, the world's largest Digital Selling training program for mid-market and enterprise companies. Sales for Life has trained over 250,000 sales and marketing professionals, in dozens of industries. Jamie's workshops have been delivered across 6 continents, for brands such as Microsoft, Thomson Reuters, Oracle, American Airlines & Intel.Episode Summary:Jamie Shanks — CEO of Sales for Life and Pipeline Sales — joins Connor to discuss the power of social selling for creating and scaling your sales pipeline, mining sales intelligence signals, and road mapping customer relationships to inform successful sales activity. Learn how digital technology has changed the sales landscape, what sales intelligence signals can do to improve your approach, and why a social selling presence is critical to sales success.Key Takeaways: -Digital technology enables intelligence collection and new forms of customer engagement. Social selling got a huge boost from the pandemic and is now essential to the ongoing success of any sales focused organization.-Sales intelligence signals come in three categories: buying intent, workload consumption (i.e., product usage), and relationship management. If you manage sales intelligence correctly, you can dramatically change your approach to sales, prioritize your time efficiently, and enjoy greater success.-83% of the customer journey is completed without any sales team activity. Digital technology allows customers to engage in asynchronous learning, in which they engage with their peers, conduct online research, review applicable content, and engage with social media channels to decide which company to do business with for a certain product or service. You need a sustained presence in the online communities they will land in as a result of their research.If you're already thinking you need to find a more efficient way to conquer your monthly B2B content like blogs, newsletters, and social media – we'd like to show you how we can improve the quality, save you tons of time, and achieve better results! To learn more visit www.activeblogs.com

With a career in tech sales spanning over 14 years between the New York and Orlando Florida regions, Jonathan has grown from a B2B SMB rep to selling into the C-Suite at the Enterprise level for each of the major verticals. During the pandemic, Jonathan started leveraging tools like social media and video platforms such as LinkedIn and Vidyard to cut through the noise and get more High-Quality Appointments. This was a turning point and what he calls “the game-changer in his career”, which has led him to start his own coaching and training program “Digital Sales Sync”, where he teaches other reps how to leverage these same tools and grow their own personal brand within their network so they too can level up and avoid being average the ever-changing world of sales. ……………….. Interested in more insights, industry best practices, and actionable content → connect with The Sales RX Community on social and follow us on Spotify for weekly content or go to: linktr.ee/thesalesdoctor_rx for more resources! --- Support this podcast: https://anchor.fm/salesrx/support

Are you spending enough time targeting your most qualified leads? Many businesses leave aside this part of the marketing strategy and focus on other factors like budget, visual designs, messaging, etc. While those are also crucial, segmentation and targeting are the first steps to creating a booming campaign. In this week's episode, our guest is Grant Leboff, one of the U.K's leading Sales and Marketing experts and the CEO of Sticky Marketing Club; a sales and marketing consultancy that provides companies with meaningful strategies and resources to prosper in the competitive world. He is the author of 5 well-known books such as ‘Sales Therapy', ‘Sticky Marketing', ‘Stickier Marketing',  ‘Digital Selling', and ‘Myths of Marketing'.  In our interview, Grant discloses why some campaigns fail and the small, but significant, changes that can turn a failed campaign into a successful one. He dives into segmentation, targeting, and how much you should invest in your marketing and brand. He also provides insights about the Superbowl ads and explains why they can be meaningful to your business. If you want to gain a deeper understanding of why and how to market your business more successfully,  this episode is for you! [00:01 - 04:52] Opening Segment Here's what you will learn from my interview with Grant Leboff Let's get to know Grant's story His sales and marketing journey, the author of  5 books, behavioral psychology background [04:53 - 22:27]  Earn the Right to Have a Little Bit More of Someone's Time.  Marketing and sales concept Brand communication or company communication Human communication and marketing channel How much people should invest in marketing  Attention spans are small, but you can earn attention Digital media gives you is…it  gives you scale Pay close attention to your audience Engage, build and retain the audience     [22:28 - 34:59] Good Marketing Starts with Segmentation and Targeting Steps people should do to get the focus of who they would market to Understand the difference between segmentation and targeting Demography, thermography, behavioral, and psychographics  [35:00 - 53:06]  The Role of Branding for Small Businesses You always want to go to your smallest viable market If you want to win 100 new customers in the next 12 months, you probably need to attack a marketplace of about 10,000 Where branding play a role for the small business owners The process of taking an indistinguishable product or service, and giving it meaning Using a brand mitigates the feeling of  risk Grant's insights about the Superbowl ads It's the most expensive advertising  in the world Immediately build salience, it's immediately impressive   Make sure that you have the proper connection to the end consumer   [53:07 - 55:28] Closing Segment Connect with Grant Links below Learn more about Grant with the Rapid Fire Questions! Key Quotes  “What you want to do is engage an audience, build an audience and retain it. And that's why you have to be so specific with who that audience is.” - Grant Leboff “The more refined your targeting is, the better your content will be, your messaging will be, and actually, the more leads and opportunities you're likely to generate.” - Grant Leboff “Today, you don't differentiate by what you do. You differentiate by who you do it for.”  - Grant Leboff Connect with Grant Follow him on LinkedIn and Twitter. Go and visit Sticky Marketing Club, and start to understand how to make your Sales & Marketing really work. Resources mentioned: Book: Thinking Fast and Slow - Daniel Kahneman We're a passionate bunch. Together, we help your business flourish. Visit: https://ptexgroup.com Let's Talk Exits! Check out my new podcast on Apple Podcasts: https://podcasts.apple.com/us/podcast/lets-talk-exits/id1606747718 Connect with Ptex Group: Facebook, Instagram, Twitter, LinkedIn LEAVE A REVIEW + and SHARE this episode with someone who wants to achieve in business. Listen to previous episodes on Spotify, Apple Podcasts, or wherever you get your podcasts!

Virtual and digital selling skills are at the forefront of every business and sales leader's current plans and needs. After the COVID pandemic, digital selling has been put on steroids. Let's learn all about digital selling and how you can ace it effortlessly by one of the top sales leaders - Priya Sachdev.Priya comes with 30+ years of experience in sales training and consulting. She has worked with global companies and clients like Miller Heiman Group, Business Salt consulting, and now Vengresso where she is the Chief Customer Success officer which is a leading digital-sales training, coaching, and technology company. With her blogging avatar as Jill of all, she takes pride in being an aging activist and Inclusion Evangelist. She comes with a rich set of accolades having been listed as one of the top 25 Most Influential Women in India by CEO Magazine and named as one of the 10 Successful Women to Watch by Insights Success.On the show, we navigate through the following lanes:Best practices for digital sellingHow to prepare yourself and your prospect for a virtual sales situationTips on developing trust in a digital environment3 areas where women can lead in digital sellingPriya's toolkit for digital salesConnect with Priya Sachdev atwww.linkedin.com/in/salespractitioner/https://thejillofall.com/Listen to the episode now!For more sales insights for solopreneurs visit www.roshnibaronia.com

Virtual and digital selling skills are at the forefront of every business and sales leader's current plans and needs. After the COVID pandemic, digital selling has been put on steroids. Let's learn all about digital selling and how you can ace it effortlessly by one of the top sales leaders - Priya Sachdev. Priya comes with 30+ years of experience in sales training and consulting. She has worked with global companies and clients like Miller Heiman Group, Business Salt consulting, and nowhttps://vengreso.com/ ( Vengresso) where she is the Chief Customer Success officer which is a leading digital-sales training, coaching, and technology company. With her blogging avatar as Jill of all, she takes pride in being an aging activist and Inclusion Evangelist. She comes with a rich set of accolades having been listed as one of the top 25 Most Influential Women in India by CEO Magazine and named as one of the 10 Successful Women to Watch by Insights Success. On the show, we navigate through the following lanes: Best practices for digital selling How to prepare yourself and your prospect for a virtual sales situation Tips on developing trust in a digital environment 3 areas where women can lead in digital selling Priya's toolkit for digital sales Connect with Priya Sachdev at http://www.linkedin.com/in/salespractitioner/ (www.linkedin.com/in/salespractitioner/) https://thejillofall.com/ (https://thejillofall.com/) Listen to the episode now! For more sales insights for solopreneurs visithttp:// www.roshnibaronia.com ( www.roshnibaronia.com)

What You'll Learn From This Episode: How to analyze your 'pipeline coverage' Stop applying the old 'selling playbook' to customers Why monitoring humans can help you with sales Related Links and Resources: Jamie owns two companies; one is Sales for Life. If you go to www.salesforlife.com and you fill-in the coaching hotline, his team can do a 15-minute call and help you understand best practices, with pitfalls and challenges, and becoming a social, digital seller. Summary: Jamie Shanks is the CEO of Sales for Life, the world's largest Digital Selling training program for mid-market and enterprise companies. Sales for Life has trained over 250,000 sales and marketing professionals, in dozens of industries. Jamie's workshops have been delivered across 6 continents, for brands such as Microsoft, Thomson Reuters, Oracle, American Airlines & Intel. He is also the CEO of Pipeline Signals, a managed service BPaaS firm that's pioneering in Compelling Event - Signal Intelligence monitoring. They monitor the entire global account TAM for their customers, looking for sales opportunities and risks. Here are the highlights of this episode: Jamie told us that their ideal customer is a B2B organization with a growing salesforce that has a problem, typically sales generated pipeline at scale. He says that the principal problem is looking at the 'pipeline coverage'. For example, you needed to close a million dollars from now until Christmas, you reverse engineer the number of units and revenue that you would need in extrapolating against the wind rate that you have. The average B2B company has an average 25% wind rate, that means you would need 4x the pipeline or 4 million in pipeline to achieve those 1 million dollars by Christmas. By analyzing that, you would know if you are ahead of the game or you are behind. From a sentiment standpoint, if your team is using that 'selling playbook' or what you call 'email-rinse-repeat', you will then recognize that the way you consume knowledge from the Internet is different from the way that your team is engaging to your customers. Because recent buyers now are digital, modern, and social. The biggest challenge we see with sales leaders, because they are the ones that device the strategy in the sales place, and sellers executes it. The problem then is, the leaders believe is that what made them successful in their heyday as a seller, that must be the playbook to indoctrinate to their team, which is not true because it evolves every year.  Another tip Jamie gave is that when you are looking at your sales organization, the number one element that makes or breaks quota attainment is account selection and prioritization. The time you spent on which account to focus on today not tomorrow, matters. Humans makes decision in businesses; humans go in the businesses and they leave businesses, they bring with them competitors, they bring with them relationships. So, it's important to monitor humans because they are a leading indicator to where a priority goes in and out of a company.   Jamie's Valuable Free Action (VFA): What I like everybody to do is take a sheet of paper and at the center, draw or write the logo of one of your best and successful active customers. Then circle that name. Stare at that and tell yourself “Who cares about that story?" and then from there, draw spiderwebs outside of that company. There are people within that organization who leaves and go to other businesses. There are those who are the key stakeholders who can refer you to businesses. You are trying to find people that had walk a mile in your shoes or had lived around the success you built within the company. Reverse engineer it like using the tool LinkedIn and figure out who use to work there, where have they gone, who can refer me.  That singular spider webbing called the sphere of influence is a simple tactical you can do using LinkedIn.

Today we're talking to sales expert Jordan Stupar. Jordan is the founder of one of the fastest-growing sales development and training companies in the US. Jordan is known as the go-to expert when it comes to modern selling. In this episode, Jordan shares how he went from a struggling door-to-door salesperson to a top 1% income earner. Jordan goes in on selling in a COVID world including his best tips for great Zoom presentations, how creativity and humor are his secret weapons for closing C Suite execs, how to use social media to prospect in a way that will separate you from the masses fast. He also gave us some gold on shorting longer sales cycles, using value-based follow-up to win more deals, and so much more. Friends have something to take notes with for this one. If you sell anything, this episode will be a game-changer for you. Connect With Jordan Jordan Stupar On Twitter Jordan Stupar On Instagram Jordan Stupar On YouTube Jordan Stupar On LinkedIn Stupar Sales Academy Make sure you stop by http://www.rllinsure.com/podcast. We want to give you some cool free stuff. While you're there you can learn why multi-family property owners, property managers, and investors chose RLL. Are you an insurance agent that writes habitational risk? Stop by http://www.rllinsure.com/podcast to learn why agents around the country recommend RLL and how they get paid well to do it. Thanks again for listening to the show. We'll see you next time.

In this episode, Mary and Harish talk with Scott Sutton, VP of Revenue Operations at ZoomInfo. They discuss:The serendipitous aspect of finding a jobWorking for a larger, established company vs. working for a SAAS companyTraditional selling vs. efficient sellingAnd moreFor more, subscribe to Revenue Innovators here or in your favorite podcast player.

In this episode, Mary and Harish talk with Scott Sutton, VP of Revenue Operations at ZoomInfo. They discuss: The serendipitous aspect of finding a job Working for a larger, established company vs. working for a SAAS company Traditional selling vs. efficient selling And more For more, subscribe to Revenue Innovators here or in your favorite podcast player.

Continuing in our Customer Success series, we dive deep into the thoughts of Sam Cummings, Author, Data Scientist, and Customer Success professional, currently working as an Enterprise CSM at LinkedIn.  Education takes many forms in the world of B2B SaaS Software and Sam takes us on a journey:  How to Inspire, Cultivate, and Distribute Success.  Beginning by telling human stories, anchored in data we can inspire – or connect – with our customers.  Then, we Cultivate the seeds of success, and Distribute that through champions to other networks of people.   We also delve into what Sam calls “b2c-ification”. This maps to discussions that many of us in both Customer Success and Customer Education are seeing. While we talk about Social Selling or Digital Selling, at the core of this is the human factor. We connect and share our experiences on LinkedIn, YouTube, and many other platforms Enjoy this great discussion!

Chats are gold! But these buyers want answers right now and if you are equipped to handle internally, then you will love this episode! I'm delivering several techniques I use in dealerships each week as I help dealership sales teams convert more traffic into sales. So, listen in and gain some selling techniques to use in your chat game!  jennifer@edealersolution.com | 800-625-1590 | edealersolution.com | jennifersuzuki.com Sponsored by LotLinx.

DR leads hit differently! Keeping it real - your DR opportunities are not the same as the other internet leads you receive. Therefore, your call back process will vary. You want to convert more, you have to pay attention to the deets left behind during the buyers visit on your site. If you treat every response the same you will miss the mark and raise buyers eyebrows. Learn phone call techniques and process for your initial phone calls to DR opportunities! jennifer@edealersolution.com | 800-625-1590 

Whoo Hoo! Digital Retail (DR) opportunities are delivered to you with even more deets on the buyer so you can meet expectations right away. There's prep work and a wicked back story to read before contacting these lower funnel opportunities making your communications insanely on point and even better, improving your conversions! Learn how to plan ahead to get the most out of every prospecting opportunity! 800-625-1590 | jennifer@edealersolution.com | www.edealersolution.com 

The buzz: “Life can only be understood backwards; but it must be lived forwards.” (Søren Kierkegaard,1813-1855, Danish philosopher, theologian, poet, social critic, author) If you're hoping to gaze into a crystal ball to see what 2021 holds for your company, your industry and the world, we've got the next best thing. Live today, December 2, 2020, we'll focus on the Future of Digital Selling on Part 1 of our Annual Crystal Ball Predictions Special. The Special will continue on December 9, 16 plus January 6, 13 and 20, 2021, focusing on other topics. In total, we're bringing you insights from 60 thought leaders covering the exciting technologies, strategies, and trends that can help you grow and compete better in 2021 and beyond. Pour a cup of Joe, Earl, or Dom, and join us for Technology Revolution: The Future of Now – 2021 Crystal Ball Predictions – Part 1 live. Working together, let's make 2021 a great year!

The buzz: “Life can only be understood backwards; but it must be lived forwards.” (Søren Kierkegaard,1813-1855, Danish philosopher, theologian, poet, social critic, author) If you're hoping to gaze into a crystal ball to see what 2021 holds for your company, your industry and the world, we've got the next best thing. Live today, December 2, 2020, we'll focus on the Future of Digital Selling on Part 1 of our Annual Crystal Ball Predictions Special. The Special will continue on December 9, 16 plus January 6, 13 and 20, 2021, focusing on other topics. In total, we're bringing you insights from 60 thought leaders covering the exciting technologies, strategies, and trends that can help you grow and compete better in 2021 and beyond. Pour a cup of Joe, Earl, or Dom, and join us for Technology Revolution: The Future of Now – 2021 Crystal Ball Predictions – Part 1 live. Working together, let's make 2021 a great year!

The buzz: “Life can only be understood backwards; but it must be lived forwards.” (Søren Kierkegaard,1813-1855, Danish philosopher, theologian, poet, social critic, author) If you're hoping to gaze into a crystal ball to see what 2021 holds for your company, your industry and the world, we've got the next best thing. Live today, December 2, 2020, we'll focus on the Future of Digital Selling on Part 1 of our Annual Crystal Ball Predictions Special. The Special will continue on December 9, 16 plus January 6, 13 and 20, 2021, focusing on other topics. In total, we're bringing you insights from 60 thought leaders covering the exciting technologies, strategies, and trends that can help you grow and compete better in 2021 and beyond. Pour a cup of Joe, Earl, or Dom, and join us for Technology Revolution: The Future of Now – 2021 Crystal Ball Predictions – Part 1 live. Working together, let's make 2021 a great year!

The buzz: “Life can only be understood backwards; but it must be lived forwards.” (Søren Kierkegaard,1813-1855, Danish philosopher, theologian, poet, social critic, author) If you're hoping to gaze into a crystal ball to see what 2021 holds for your company, your industry and the world, we've got the next best thing. Live today, December 2, 2020, we'll focus on the Future of Digital Selling on Part 1 of our Annual Crystal Ball Predictions Special. The Special will continue on December 9, 16 plus January 6, 13 and 20, 2021, focusing on other topics. In total, we're bringing you insights from 60 thought leaders covering the exciting technologies, strategies, and trends that can help you grow and compete better in 2021 and beyond. Pour a cup of Joe, Earl, or Dom, and join us for Technology Revolution: The Future of Now – 2021 Crystal Ball Predictions – Part 1 live. Working together, let's make 2021 a great year!

The buzz: “Web marketing is about delivering useful content at just the right moment that a buyer needs it.” (David Meerman Scott, The New Rules of Marketing and PR) For companies trying to sell you something right now, while you're listening to us and in the midst of a pandemic, is this the right moment? How do you want them to find you, pitch you, engage you, earn your trust and get you to buy their products or services? Are you annoyed by their intrusion or do you welcome it? Today's dynamic business and social landscapes are forcing sellers and marketers to creatively find you wherever you are – on social platforms, websites, email, perhaps still in the physical commerce world. As the world and society evolve, so does business. We'll ask Lorraine Maurice at SAP, GL Hendricks at Chirp PR, and Brian Moran at Brian Moran & Associates to predict the post-pandemic 'next normal' for modern marketers with something to sell to consumers, including you, me and even each other.

The buzz: “Web marketing is about delivering useful content at just the right moment that a buyer needs it.” (David Meerman Scott, The New Rules of Marketing and PR) For companies trying to sell you something right now, while you're listening to us and in the midst of a pandemic, is this the right moment? How do you want them to find you, pitch you, engage you, earn your trust and get you to buy their products or services? Are you annoyed by their intrusion or do you welcome it? Today's dynamic business and social landscapes are forcing sellers and marketers to creatively find you wherever you are – on social platforms, websites, email, perhaps still in the physical commerce world. As the world and society evolve, so does business. We'll ask Lorraine Maurice at SAP, GL Hendricks at Chirp PR, and Brian Moran at Brian Moran & Associates to predict the post-pandemic 'next normal' for modern marketers with something to sell to consumers, including you, me and even each other.

The buzz: Hard to imagine, but not so long ago, products and services were sold in the physical world and salespeople were the go-to experts before a sale. Remember being invited to coffee or lunch by a salesperson? But consumer habits change, often due to technology. Over the past few years, social selling has gained the attention of sales professionals. With nearly 3.6B people now using social media worldwide, and consumers now 5 times more reliant on digital content than in the early 2,000's, the digital space is here to stay. Social selling is defined as when salespeople use social media to interact directly and build trust with target audiences until prospects are ready to buy a service or product. [digitalmarketinginstitute.com, statista.com, businesswire.com] We'll ask Jason Taylor at Grapevine6, Julio Viskovich at NexLevel Sales, Chris Diskin at TIAA and Brandon Bornancin at Seamless.AI for their take on The Future of Digital Selling: Coming to Your Favorite Social Media.

The buzz: Hard to imagine, but not so long ago, products and services were sold in the physical world and salespeople were the go-to experts before a sale. Remember being invited to coffee or lunch by a salesperson? But consumer habits change, often due to technology. Over the past few years, social selling has gained the attention of sales professionals. With nearly 3.6B people now using social media worldwide, and consumers now 5 times more reliant on digital content than in the early 2,000's, the digital space is here to stay. Social selling is defined as when salespeople use social media to interact directly and build trust with target audiences until prospects are ready to buy a service or product. [digitalmarketinginstitute.com, statista.com, businesswire.com] We'll ask Jason Taylor at Grapevine6, Julio Viskovich at NexLevel Sales, Chris Diskin at TIAA and Brandon Bornancin at Seamless.AI for their take on The Future of Digital Selling: Coming to Your Favorite Social Media.