Podcast appearances and mentions of mari anne vanella

When sales reps are hired, they are often tested for sales skills and personality traits. References are checked, previous employers called, they are trained on the products and considered ready to sell. Yet, the number one skill is overlooked: the ability to engage. There is seldom, if ever, engagement training. Because they did well in the interview, the sales manager oddly enough assumes the new sales representative has the ability to engage with the most important tool they have, the telephone; that’s where the wheels come off the sales cart. It can take a company six to nine months before they realize the rep may know the product, but can’t get a conversation going with a prospect.  In this program, host, Mari Anne Vanella, author and CEO of The Vanella Group tackles the little thought-out point of failure for most organizations: The Physiology of Engagement and how to train sales reps to succeed. Yes, she admits, its part art and a lot of process for reps to have a peer level conversation, but it can be done.  She covers: Why calling skills are over-looked in sales training. How to make a peer-level call Why it’s easy to start call in an apologetic (bad manner) Why reps have to be taught granular calling skills and adhere to a work structure to be a success Why the art of conversation can be teachable  Listen and learn.   ___________________________________________     Outstanding Outbound is hosted by MariAnne Vanella of The Vanella Group which is a program on the Funnel Radio Channel. The Vanella Group is the sponsor of Outstanding Outbound

Mari Anne Vanella, the host of Outstanding Outbound and SLMA Radio commentator Paul Roberts, explores how to choose and create a successful relationship with an outbound calling company that will give you a 20% return.  They discuss the sins of the industry and the benefits of working with a company that knows B2B enterprise relationship building.  They touch upon: How to successfully outsource outbound calling The difference between internally employed SDRs and outsourced professionals Why nobody is closing deals on social Why most companies pay inexperienced SDRs as little as possible and they get what they pay for The sins of a false-peer call and lying from bad actors Why going cheap on outbound calling increases risk of failure  Mari Anne Vanella Mari Anne Vanella has 25+ years of sales and business management experience. As Founder/CEO of sales development firms in Silicon Valley, her organizations have consistently delivered long-term, successful sales development programs to high tech and services industries across the United States. Mari Anne's background includes successful performance as Vice President and Director at companies such as The EC Company (now ADX), PictureTalk, a subsidiary of Drake International (one of the world's largest IT solution and staffing firms), Global Knowledge, and at Skyline Computer Corporation, where she led the Cisco Training Products organization to a #5 position in the country within one year. Before these, she founded Procom, a sales development firm based in the Silicon Valley serving customers such as State Farm Insurance, Waddell & Reed, and many others. Mari Anne Vanella hosted outstanding Outbound and sponsored by The Vanella Group on the Funnel Radio Channel.

Mari Anne Vanella, the host of Outstanding Outbound and SLMA Radio commentator Paul Roberts, explores how to choose and create a successful relationship with an outbound calling company that will give you a 20% return.  They discuss the sins of the industry and the benefits of working with a company that knows B2B enterprise relationship building.  They touch upon: How to successfully outsource outbound calling The difference between internally employed SDRs and outsourced professionals Why nobody is closing deals on social Why most companies pay inexperienced SDRs as little as possible and they get what they pay for The sins of a false-peer call and lying from bad actors Why going cheap on outbound calling increases risk of failure  Mari Anne Vanella Mari Anne Vanella has 25+ years of sales and business management experience. As Founder/CEO of sales development firms in Silicon Valley, her organizations have consistently delivered long-term, successful sales development programs to high tech and services industries across the United States. Mari Anne's background includes successful performance as Vice President and Director at companies such as The EC Company (now ADX), PictureTalk, a subsidiary of Drake International (one of the world's largest IT solution and staffing firms), Global Knowledge, and at Skyline Computer Corporation, where she led the Cisco Training Products organization to a #5 position in the country within one year. Before these, she founded Procom, a sales development firm based in the Silicon Valley serving customers such as State Farm Insurance, Waddell & Reed, and many others. Mari Anne Vanella hosts Outstanding Outbound Radio which is sponsored by The Vanella Group on the Funnel Radio Channel.

In this interview with Mari Anne Vanella, CEO of the Vanella Group, we discuss how an outside service can be effective in getting an appointment with the right person which leads to a sales pipeline boost.  ----more---- When asked, salespeople will always, always say that what they need is a qualified lead.  No one can deny that there is no better qualified lead than an appointment with the right person that is considering purchasing a product in their space.   About our Guest Mari Anna Vanella Mari Anne Vanella has 25+ years of sales and business management experience. As Founder/CEO of sales development firms in the Silicon Valley, her organizations have consistently delivered long-term, successful sales development programs to high tech and services industries across the United States. Her executive leadership roles in enterprise technology sales organizations with field reps, sales engineers and customer service teams contribute to in-depth knowledge and hands-on experience which results in a solution that has unmatched results. Mari Anne is listed in the #3 position in the "40 Most Inspirational C-Level Leaders in Sales Lead Management" in 2015 and is also listed in the "20 Women to Watch in Sales Lead Management" in 2017, 2016, 2015, 2014, 2013, 2012, and 2011. She was recently a speaker in featured sessions at Dreamforce on Social Selling and has been invited to speak three times recently in featured sessions. She has also been invited to represent the SMB CEO role at "LinkedIn Live" event which was co-sponsored by the regional Chamber of Commerce and focused on how SMB's can successfully leverage LinkedIn as The Vanella Group, Inc. has. She has authored the best-selling and award-winning book 42 Rules of Cold Calling Executives which is available on Amazon.com and other retail channels. About The Vanella Group, Inc. The Vanella Group, Inc. is the only provider of High-Touch/High-Quality Telesales-based Lead Generation Solutions for Enterprise Technology companies that over-achieves traditional lead gen programs 5x above industry standards. Now in their 17th year, they have delivered opportunity-based programs for companies such as HP, Hitachi, SAP, and many other enterprise technology providers. Their programs are uniquely designed to be performance-oriented using a peer-to-peer engagement model.

Host Mari Anne Vanella interviews Michael Fox, a technology sales expert about how a new customer’s relationship starts with their  “relationship” with the sales representative that served and sold them. They discussed: ----more---- How to develop a winning approach to outbound selling Why relationships start with the first contact and the first call How changes in selling create new problems and opportunities for trust How prospects can form a wrong opinion of you on their own before talking to you What to present to prospects to change their preconceived belief systems about your products While the buyer is more educated, that doesn’t mean they know your products and services How to form the question after the question Why a representative must balance preparation with velocity ______________________________________________________  Outstanding Outbound Radio is hosted by Mari Anne Vanella on the Funnel Radio Channel.  The sponsor of Outstanding Outbound is the Vanella Group. 

For those with a long workout or miles to go before you sleep hike, listen to six programs on the Funnel Radio Channel.  Click to hear all programs sequentially.  Or click on the program links below to listen to individual 25 minute podcast replays of the live program.   These are the Funnel Radio Channel Programs for November 29th, 2018.  They are offered sequentially as broadcast.     Quite a broadcast day for our 5th Thursday of the month.  Patrick Morrissey and Mat Singer kick it off on Predictable Revenue Radio with the topic - Making Sales Enablement Work for 2,000 salespeople. Mari Anne Vanella welcomes Dan Sixsmith on Outstanding Outbound tackling What Sales Leadership is in Denial About. Insights from Leading SMB & CRM Pundit Gene Marks on CRM Radio with host, Paul Petersen. Matt's guest is Gillian Muessig, CEO & Co-Founder Outlines Venture Group  @SEOmom Topic: B2B Start-up Sales Lessons, Mistakes & Best Practices. Kyla and John talk about Five Factors Creating Elite Sales Mindsets on Asher Sales Sense. WVU MarComm today closes out with host, Cyndi Greenglass and her guest, Larry Stultz talking about Ideation Techniques, Concept Development and Integrated Marketing Communications (IMC). Join us and listen live or catch replays from any of our shows. 9:00 am Pacific: Predictable Revenue Radio by @Altify with host, Patrick Morrissey @PatMorrissey Guest: Mat SingerTopic: Making Sales Enablement Work for 2,000 Salespeople https://goo.gl/ozSFsP 10:30 am Pacific: Outstanding Outbound by The Vanella Group with host, Mari Anne Vanella @vanellagroup Guest: Dan SixsmithTopic: What sales leadership is in denial about https://goo.gl/fSiqWv 11:00 am Pacific: CRM Radio by GoldMine with host, Paul Petersen @goldminecrm Guest: Gene Marks @genemarks Topic: Insights from Leading SMB & CRM Pundit Gene Marks https://goo.gl/LMDTDh 11:30 am Pacific: Sales Pipeline Radio by @heinzmarketing with host, Matt Heinz Guest: Gillian Muessig, CEO & Co-Founder Outlines Venture Group  @SEOmomTopic: B2B Start-up Sales Lessons, Mistakes & Best Practices https://goo.gl/NSRAcg 12:00 pm Pacific: Asher Sales Sense by Asher Sales Strategies with host, John Asher @asherstrategies Guest: Kyla O'ConnellTopic: Five Factors Creating Elite Sales Mindsets https://goo.gl/8EHc4f 12:30 pm Pacific: WVU Marketing Communications Today with host, Cyndi Greenglass @directchick @larrystultz Larry StultzIdeation Techniques, Concept Development and Integrated Marketing Communications (IMC) https://goo.gl/Muf8i2

Dan is interviewed by Mari Anne Vanella on her program "Outstanding Outbound" and comes out swinging in a harsh criticism of sales leaders and later outlines the 3 steps required to maximize sales leaders' success in 2019: 1. Decide which skills are important and hire the right sales reps that demonstrate those skills 2. Learn how to COACH 3. Hold yourself accountable Grab your popcorn, get comfy and hit PLAY. --- Support this podcast: https://anchor.fm/dan-sixsmith/support

Guest Dan Sixsmith and Mari Anne Vanella discuss the current state of B2B Sales. --- This episode is sponsored by · Anchor: The easiest way to make a podcast. https://anchor.fm/app Support this podcast: https://anchor.fm/vanellagroup/support