Podcasts about salespeople

Welcome back to the Catapulting Commissions Podcast with your host, Anthony Garica. Our guest today is Scott Leese, one of the top startup sales leaders in the country. Through domestic and international consulting as a strategic advisor, he has trained an army of salespeople and sales leaders thousands strong.    Scott focuses on helping businesses put scalable systems in place to grow from $0-$25 million APR. He says it's absolutely crucial to lock in on your ideal customer profile and stop wasting time chasing accounts you cannot serve in the right way. From there, it's about being able to articulate what's going on in their lives, which turns into credibility, which grows to trust. Get that ICP out of your head and onto paper so the systems you use to build credibility with that client can be replicated.    A lot of the pushback that happens when creating a process can certainly slow things down, but just like a formula 1 racer slows down before a turn so they don't crash into a wall, businesses do the same. Everything needs to be broken down and documented, so when you bring in a new cohort of sales reps, everything blasts off.    Retaining top sales talent is all about helping them achieve their goals. It's a lot less likely for somebody to leave when they are hitting their target and overperforming. Then, you've got to provide coaching, training, development, and mentorship. They want to learn about things that are pertinent to their life, so provide those kinds of training opportunities to people and have an inclusive and supportive kind of culture and environment. Today's climate requires increased flexibility.    Scott co-founded the Surf & Sales conference, an anti-establishment, small event in Costa Rica. There, you spend 6 hours or so a day with like-minded people in leadership and sales training sessions, and the rest of the time you're resting and surfing. It's about a small community supporting each other, regardless of where they are in their career.    Your job as a sales manager, Scott says, is to remove barriers for your sales reps. It could be product feature requests, rebuttals, demos, you name it. Your job is to make their job easier for them to succeed. Your goal is to get them to where they want to go next in their lives.  https://scottleeseconsulting.com/

Most sales organizations and sales enablement teams are actively seeking ways to ramp salespeople up fast on new sales technology. Likewise, many sales leaders and executives have experienced the frustration of investing in Sales Tech only to see it go unused by their sellers. If you've been there, you know that it's a huge waste of money when sales teams fail to adopt sales tools. On this episode of the Sales Gravy Podcast, Jeb Blount, Sr (Author of Fanatical Prospecting) and Sean Adams (Head of Sales for iorad), discuss how to ramp salespeople up fast on new sales technology and the keys to teaching salespeople how leverage sales technology to become more productive. At Sales Gravy we are constantly adding free sales training resources to our growing library of downloads. Check them out here: https://salesgravy.com/resources/

  There is no one-size-fits-all solution when your sales organization stalls. So when you face this problem, what should your focus be?   Today, I welcome Karl Becker, CEO and Founder of Improving Sales Performance and author of “Set Up To Win: Three Frameworks to a High-Performing Sales Organization.”    In this episode, we dive into the revenue equation he came up with which helps businesses diagnose problems in their sales and marketing strategies to further optimize them.    This conversation has been long overdue and I'll definitely have Karl back to provide us more valuable wisdom about revenue growth so be sure to not miss this one! We'll talk about: Introduction [00:00] Recent changes in the B2B world that Karl has observed [5:03] A powerful story about delegation from Karl [9:18] Karl's concept to the revenue equation [12:29] Why your value needs to be clear to scale [17:39] What's next after you got your messaging aligned? [23:43] Understanding the buyer's journey [29:59] Empowering your team and interacting better with your leads [31:52] Salespeople don't like uncertainty and buyers don't like risks [38:30] Resource Links: Brett Trainor Website (https://bretttrainor.com/) Download Startup to Scaleup: A 4-Part Framework to Grow Your B2B Business to $10 Million (https://bretttrainor.com/resources/) The Revenue Equation (https://www.revenueequation.com) Link to Free Book – Set Up To Win (https://dl.bookfunnel.com/vuqhd6p1y2) About Our Guest: With over 20 years of experience in sales and marketing working with SMBs, Karl Becker founded Improving Sales Performance to help businesses find opportunities for quick wins that can increase revenue immediately.   Karl authored “Set Up To Win: Three Frameworks to a High-Performing Sales Organization,” a book that teaches you how to use the power of an organization's greatest asset— their team —to stabilize and expand revenue over time.   Connect with Karl Becker: LinkedIn: https://www.linkedin.com/in/karlbeckeriii/                https://www.linkedin.com/company/improving-sales-performance-usa Connect with me and learn more about growing your business: Email: BT@BrettTrainor.com LinkedIn: https://www.linkedin.com/in/bretttrainor/ YouTube: https://www.youtube.com/channel/UCySoKsETeKxu-Fnf2VfE7Gg Facebook: https://www.facebook.com/TrainorBrett Twitter: https://twitter.com/Brett_Trainor Instagram: https://www.instagram.com/bretttrainor/ If you liked this episode, please don't forget to tune in, subscribe, and share this podcast.

Many salespeople have a misconstrued mindset about mindset itself, hindering success and costing more money. In today's episode of The Sales Evangelist, Donald discusses five common sales misconceptions and how to overcome them. So start the new year by overcoming these common misconceptions. Myth #1: Mindset is a soft skill and can't be proven to result. Yes, motivational things are important and cool. But pep talk motivation has a purpose - it helps you perform. If your mind is game-ready, the performance will follow. Mindset isn't just your motivation; it's the way you think. Motivation is only a tiny (but necessary) part of that. Myth #2: I don't need mindset, I can just hustle and complete tactics. When you get to a certain point, “hustling” only gets you so far. People who shatter records, earn promotions, and go beyond their current limit need more than hustle; they need the proper mindset. Research shows 80% of our daily thoughts are negative, and we do this to keep ourselves in our comfort zones.  Mindset training teaches you to combat and subvert those subconscious thoughts. Myth #3: I don't need mindset training to strengthen my mind. Even the most mentally tough person on Earth has another level they can reach. People sell themselves short to avoid disappointment down the line. But you can definitely do more. And mindset coaches help with that. Myth #4: Mindsets are an either-or proposition Mindset by Carol Dweck establishes the dichotomy of a fixed or growth mindset. But the truth is, it's not an either-or situation. You can be both! We have thoughts on both sides of the scale, between overcoming negativity in the workplace to our goals and career aspirations.  Myth #5: Anyone can do anything Okay, this sounds pessimistic. But it's simply reality. You can't grow wings. You can't breathe in space. And, most likely, you won't make the NBA. There are things you can't or shouldn't do. Understanding this doesn't mean you have a bad mindset. Instead, it encourages you to shift your focus to things you have control, which allows you to see greater results. This episode is brought to you in part by Skipio. Are you sick of crickets? As a salesperson, the pain of reaching out with phone calls or emails and not receiving a response is real. But all text messaging is not created equal. 85% of people prefer text over email and phone calls because they want to engage in a conversation, not listen to bots. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com. This episode is brought to you in part by mParticle. Are you tired of wading through thousands of open sales positions to find the one perfect for you? Well, look no further. mParticle is one of the leading independent customer data platforms out there, and they're looking for motivated remote sellers (just like yourself.)  With top-name clients from Spotify and Burger King to Airbnb, we don't want you to let this opportunity go to waste! For more information and to view open positions, go to https://www.mparticle.com/careers/. This course is brought to you in part by the TSE Sales Certified Training Program, designed to help new and struggling sellers master sales fundamentals and close more deals. Help elevate your sales game and sign up now to get the first two modules free! You can visit www.thesalesevangelist.com/closemoredeals or call (561) 570-5077 for more information. We value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We'd love for you to join us for our next episodes by tuning in on Apple Podcast, Stitcher, or Spotify. You can also leave comments, suggestions, and ratings for each episode you listen to!  Read more about sales or listen to audiobooks on Audible and explore their huge online library. Register now to get a free book and a 30-day trial. Audio provided by Free SFX and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Remote and hybrid work environments can be challenging. Back-to-back Zoom calls quickly blur together, and many salespeople find that, even with note-taking, there are gaps in recollection when the follow-up meeting arrives. In today's episode of The Sales Evangelist, Donald is joined by Richard White to discuss his sales app, Fathom, which helps address and overcome these sales issues.  Salespeople juggle note-taking, conducting conversations, and remembering essential elements of meetings for later discussions. Because of this huge workflow, it's easy for things to fall through the cracks. So, Richard built the free app Fathom for Zoom that records, transcribes, and (most importantly) highlights key moments of calls so you can focus on having an actual conversation. In a typical call, only 15% of the conversation is note-worthy. That means 85% of the conversation probably isn't very important. And that 85% drowns out the 15% pretty quickly. As a salesperson, you're routinely giving pitches, answering questions, and overcoming similar objections across clients and prospects. Remembering the different results of these similar conversations gets increasingly difficult as you have more meetings. Notes are incredibly helpful to help prep before a follow-up call. Rather than stress about what was discussed and where you left off, Fathom provides a short highlight reel with that 15% of important information. How can this app and system help a remote sales rep or leader? Fathom's video highlights are compiled with a sales methodology. Timeline, pain points, and other noteworthy topics are automatically flagged to revisit later. Zoom has cloud recording, but you often don't get the recording until thirty minutes after the call. Because Fathom is real-time, so you get it immediately. Several platforms provide helpful coaching metrics, but that's only after the call. Fathom's real-time recording alerts you during the call if you've been monologuing, helping provide the best experience possible for the prospect.   The goal is to perform smarter, not harder. The main takeaway from this episode? Zoom calls don't have to be as stressful as they are. Visit fathom.video/pod to skip the waitlist and get this free tool for yourself, and connect with Richard on LinkedIn for more great updates and content. This episode is brought to you in part by Skipio. Are you sick of crickets? As a salesperson, the pain of reaching out with phone calls or emails and not receiving a response is real. But all text messaging is not created equal. 85% of people prefer text over email and phone calls because they want to engage in a conversation, not listen to bots. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com. This episode is brought to you in part by mParticle. Are you tired of wading through thousands of open sales positions to find the one perfect for you? Well, look no further. mParticle is one of the leading independent customer data platforms out there, and they're looking for motivated remote sellers (just like yourself.)  With top-name clients from Spotify and Burger King to Airbnb, we don't want you to let this opportunity go to waste! For more information and to view open positions, go to https://www.mparticle.com/careers/. This course is brought to you in part by the TSE Sales Certified Training Program, designed to help new and struggling sellers master sales fundamentals and close more deals. Help elevate your sales game and sign up now to get the first two modules free! You can visit www.thesalesevangelist.com/closemoredeals or call (561) 570-5077 for more information. We value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We'd love for you to join us for our next episodes by tuning in on Apple Podcast, Stitcher, or Spotify. You can also leave comments, suggestions, and ratings for each episode you listen to!  Read more about sales or listen to audiobooks on Audible and explore their huge online library. Register now to get a free book and a 30-day trial. Audio provided by Free SFX and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Resources: ✅ Join the Sales Revolution: If you're ready to do sales differently, you're in the right place. This community is for entrepreneurs and sales pros to connect, grow, + learn the new (and highly improved) connection-based way of selling. https://www.facebook.com/groups/salesrevolutiongroup   Are you generating consistent income through your sales commissions monthly?   Or are your commissions like that of a rollercoaster ride? It's always going up and down.    If this is what sales looks like for you, commission-wise, it's because you're still using old-school selling techniques.   These techniques that the so-called sales gurus teach triggers resistance in your prospects. It then commoditizes you, hampering your ability to make a sale since it's over at hello.    Jennifer was like any other salesperson until she found and used NEPQ. Once commoditized, but is now standing out from the crowd.    She is now consistently earning $30K monthly sales commissions and is just proud to contribute to providing a comfortable life for her family.    It's not too late to change your sales game the way Jennifer did. Listen to this episode today.    In this episode, we cover: [0:00] Introduction  [5:10] Jen gives an overview of her sales journey  [6:24] The industry Jen is involved in now  [9:58] How much Jen was earning in commissions before  [10:52] Reason behind the up and down months in Jen's sales [13:04] Jen's sales process before NEPQ  [14:30] You can't afford to be commoditized  [18:56] Connecting question Jen uses in her calls  [20:13] Breaking down Jen's sales process and questions she asks to prospects  [25:41] Verbal pauses [27:33] Reliving your prospect's pain to make a sale  [33:36] Using the 3-step formula  [37:11] Average number of objections Jen received before learning NEPQ    ✅ If you're looking to take your sales to the 7th level, book a “Clarity Call” below and let's see if you're a good fit for our sales training program!

How many times have you wondered what the difference is between training and coaching?   I had a conversation just before Christmas with a sales leader about which would make sense in 2022 for her team of approx 160.   The terms are often used interchangeably. It's time to clarify which is which!   In today's episode, I am going to share 15 key differences in 20 minutes.

It's easy to make simple mistakes when setting goals for the new year, especially if you quickly fall back into the same habits as you did the previous year. So on today's episode of The Sales Evangelist, Donald discusses the three mistakes salespeople make when setting goals and how you can prevent those same pitfalls. And happy birthday to Donald's sister, Jessica!  1. Don't set huge goals without a plan. A Harvard study revealed that people aren't likely to succeed in huge goals. The key is to set micro-goals that are far easier to obtain and make you happier. The 12-Week Year concept is powerful because it does precisely that - breaks down an overarching goal into smaller, easier-to-obtain segments. Whether it's to make a million dollars in sales or lose a certain amount of weight, micro-goals are far easier to obtain than a massive goal. 2. Be more descriptive when setting goals 65% of the population are visual people, and it's natural for humans to think in pictures. If you have a goal in mind, making it descriptive allows you to visualize and thus better understand why the goal is important in the first place.  If your goal is to hit a quota, what are the benefits of hitting that quota? Associate the benefits and results of the goal with the goal itself to overcome objections you might create for yourself. To learn more about the benefits and how to engage in a descriptive mindset, check out the Sales Evangelist Sales Mindset Training Program.  3. Set a goal, not a dream. It takes discipline to accomplish a goal. And you might have habits that are in direct conflict with achieving a goal. You can't just wish on a plan - set it up and designate steps to accomplish that goal to see it come true! 4. Of course, a bonus: Believe in yourself! Whether in personal or professional goals, many people don't believe in their ability to reach them. Affirmations are a great way to affirm your beliefs in yourself. The problem - they're typically too vague, Keep them in the present tense, keep them visual, and keep them descriptive. It's a great way to force yourself to believe in yourself and your goals. This episode is brought to you in part by Skipio. Are you sick of crickets? As a salesperson, the pain of reaching out with phone calls or emails and not receiving a response is real. But all text messaging is not created equal. 85% of people prefer text over email and phone calls because they want to engage in a conversation, not listen to bots. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com. This episode is brought to you in part by mParticle. Are you tired of wading through thousands of open sales positions to find the one perfect for you? Well, look no further. mParticle is one of the leading independent customer data platforms out there, and they're looking for motivated remote sellers (just like yourself.)  With top-name clients from Spotify and Burger King to Airbnb, we don't want you to let this opportunity go to waste! For more information and to view open positions, go to https://www.mparticle.com/careers/. This course is brought to you in part by the TSE Sales Certified Training Program, designed to help new and struggling sellers master sales fundamentals and close more deals. Help elevate your sales game and sign up now to get the first two modules free! You can visit www.thesalesevangelist.com/closemoredeals or call (561) 570-5077 for more information. We value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We'd love for you to join us for our next episodes by tuning in on Apple Podcast, Stitcher, or Spotify. You can also leave comments, suggestions, and ratings for each episode you listen to!  Read more about sales or listen to audiobooks on Audible and explore their huge online library. Register now to get a free book and a 30-day trial. Audio provided by Free SFX and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Relationships are hard. Whether they are romantic, at work, in your family or with friends, no one escapes from having to face problems or misunderstandings. However, in a professional sales environment, dealing with issues, especially with your clients, can be particularly sensitive, and not knowing how to approach them can end up in a “breakup” and is the last thing we want to see. In this last episode of 2021, Alex Whitlock and Russell Stephenson talk about the ramifications and consequences of having a big problem with a client. In this Killer Media Sales chapter, Alex shares a personal experience where he explains how the small things are those that can cause a problem with your client relationship, but how “big gestures” and the use of common sense are what will solve them. He explains that the key factor to solve a misconception on the client side is acknowledging the problem, and that in letting your client know that you understand why they are unhappy is a very disarming way to approach it. Alex highlights that this has to be done sincerely. He also describes how he approached a very difficult situation doing this, and warns the listener to not let their ego take over the circumstance. He adds that the worst thing you can do is try to “justify” things as you'll build up many barriers to negotiate effectively. The pair also talk about why making a sincere apology, and showing that you're there to reconcile the differences while recognising and acknowledging that something went wrong (if it did) will help you find common ground to build, and to move forward with your client. A great episode to end the year and a must listen to all sales people, listen now!

When salespeople were forced to switch from face-to-face selling to virtual selling, they were forced to learn a different medium of communication. What you used to be able to communicate with your face, body language, energy, etc. has to be squeezed into a small square on a computer screen. Your customer doesn't have the context of face-to-face. It requires learning new skills. In this episode of Sales Reinvented, Julie Hansen shares how acting skills can benefit a salesperson and help them succeed in this virtual reality we now live in.  Outline of This Episode [0:43] The difference between selling face-to-face and selling virtually [2:38] How businesses can improve virtual selling [4:47] Julie's virtual selling blueprint [6:54] Attributes + characteristics that make a great virtual seller [9:34] Tools, techniques, and strategies to improve virtual sales  [11:55] Julie's virtual selling dos and virtual selling don'ts [16:07] Get the virtual training you need to succeed in your role The difference between selling face-to-face and selling virtually Julie has a background in acting. Most actors/actresses start their careers doing live theatre. You can see your audience and what lands—or doesn't—and adjust accordingly. Virtual selling is similar to moving to on-camera work.  When Julie moved from live audiences to camera, she did what she did for theatre. But the director pointed out she wasn't looking in the right place, she was out of frame, and was distracting. She learned she had to get new training to communicate in the new medium. Salespeople need to acknowledge that and learn new skills so they can communicate in a virtual environment.  How businesses can improve virtual selling Organizations learned that they can be more cost-effective doing sales calls virtually. Plus, McKinsey found in their research that more than three-quarters of B2B buyers prefer remote interaction versus face-to-face. You need to adapt to the new reality. Most organizations throw tools and technology at their salesforce but haven't realized that communication differences need to be addressed. How does the camera read behavior? What about your eye contact and facial expressions? Are you communicating what you need to?  You have to learn to connect one-on-one on camera because sales are all about building relationships. People buy from people they like and they feel confident with. So you have to learn to establish those relationships through a camera. That's where the growth needs to be. If you can do that, you'll rise to the top and stand out.  Attributes + characteristics that make a great virtual seller Julie believes that the qualities needed to succeed are the same, whether in person or virtually. You need to be credible, keep your word, be authentic, show empathy, be an active listener, etc. But those qualities are often lost in a virtual exchange, so you have to adjust the way you communicate them. In a face-to-face conversation, if someone stared at your shoes the whole time, you'd feel like they weren't interested. But it happens on video all the time. You may be looking at the customer's image, screen, tools, etc. You need to understand that the quality of active listening requires you to behave differently. You have to know when to look at the camera directly. Your fave must communicate the emotions you think it is. What tools, techniques, and strategies does Julie recommend to improve how you portray yourself on video? Listen to learn more!  Julie's virtual selling dos and virtual selling don'ts Julie shared some amazing tips to help you improve your skills: You have to record yourself and you have to review it so you know how your customer sees you. You have to bring more energy to a virtual call because the camera takes some away. You can be natural and comfortable but you can't come across as laid back and low energy. Get yourself in a good high-energy state before jumping into a conversation. Make sure that you are managing your tools and technology and engaging your customer. Salespeople tend to go into monologues because customers aren't responding. Recognize that people are more passive on video and engage far less. You have to work harder to foster engagement.  Don't stare at your customers' image when they're talking—look at the camera. But if you're looking at the camera, how do you read body language? There are different techniques, one of which is using peripheral vision to glance at their image.  Don't assume that your customer will answer you right away. Give them a second to respond. If you ask and answer your own questions, you've trained them that they don't have to respond. Silence is uncomfortable, but you have to allow them time to process and answer.  Get the virtual training you need to succeed  Julie got a call from an experienced enterprise sales rep who was a top biller before things moved virtually. He felt like he wasn't connecting with his customers and that he had lost his superpower. When Julie worked with him on camera, it was obvious his personality wasn't coming across. He felt scripted and his discomfort was obvious. She worked with him on improving his eye contact, body language, energy, and what his face was portraying. After working together, he went back to a customer where he had been shut out of a big deal. He put together a compelling and engaging personalized video that got him back in the running.  You have to admit that you don't know what you don't know and get the help you need to adapt to this new environment. Don't sit and suffer in silence. Stand up for yourself and get the training that you need to succeed.  Resources & People Mentioned These eight charts show how COVID-19 has changed B2B sales forever Connect with Julie Hansen Connect on LinkedIn Follow on Twitter Connect With Paul Watts  LinkedIn Twitter  Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com

Welcome back to the Catapulting Commissions Podcast with your host, Anthony Garica. This week, Anthony is talking with Brandon Fluharty, a former pro soccer player turned sales veteran. He's a VP at LivePerson and founder of Be Focused. Live Great. Today he's sharing how he found success and how he's passing that on to other top-tier sales professionals.    Brandon got his start in sales in an unconventional, non-dedicated sales role developing talent of young soccer players on Long Island. From there, he recognized that he had to have an abundance mentality to make things work, so he supplemented his income learning to DJ. That quickly transformed into a sales role, where he started to build his sales career.    It's all about creating opportunities and being excited to learn. Brandon insists on falling in love with the process. You have to hustle and have a sort of grit that doesn't allow you to stop pursuing knowledge. Sales is a craft, and you have to treat it like one. That means putting in the time and effort to improve.    Brandon is a SaaS sales guru. He got into the space by recognizing, as a marketing and ad salesperson, that things were going digital. So, he adapted and brought his print and television customers into the digital age. He then worked his way up through to Fortune 100 companies. He took a strategic step backward by selling print ads to grow into something much, much bigger.    The truth is, you're either learning or you're earning. Brandon was learning about technology but realized he could be earning more by bringing this information into a solutions environment. He left his now comfortable position to dive into the AI space, understanding that he would be in on the ground floor of a massive market. The moral is, complacency is going to halt progress.    There are seven steps Brandon looks to when he thinks about his catapult from 200k to 1.5 million in a short period of time. First, get in the right environment to close big deals. Take bets on yourself and have the abundance mindset. Two, be strategic about your account lists. Work within your expertise! Think about companies that will move fast. The third step is this: when you do this, welcome imposter syndrome–it means you're doing something right. You DO deserve a seat at the table. Four, create a standard that no one else can deliver. Take research seriously! Step five is building a transformational mindset–elevate your sales potential. Six: you can't do this alone. Put your team in a position where they aren't doing everything themselves, but free you up to hand the sale off when you need to tag someone in. Finally, step seven is about developing a personal operating system. Think of yourself as a mini CEO and operate in a way that integrates your work and life.    https://befocusedlivegreat.com/ https://brandonfluharty.com/ https://www.linkedin.com/in/brandonfluharty/

As we move into 2022, there's no time like the present to set new goals and be prepared for the year ahead. So what is Donald doing to prepare for 2022?  He's adding three books to his reading list (and you should too.) The Big Leap by Gay Hendricks:  Getting past your comfort zone can be a challenge. When it comes to quotas, commissions, and sales targets, many salespeople trap themselves into thinking that they can only do a certain amount.  But I'll ask you this - why can't you make more? Don't be your own worst enemy! If your company limits your commissions, maybe it's time to find a new job to break through and get to the next level.  The Billion Dollar Secret by Rafael Badziag: This guy interviewed billionaire people and asked them what it takes to make a billion dollars. You may not get a billion dollars in sales revenue yourself, but why can't you get six or seven figures? Get past limits you set yourself to unlock more money for you. Salespeople reap what they sow - focusing on the ideal customer who makes more significant purchases can be what brings onto the 7-figure level. The 12 Week Year by Brian Moran: Salespeople are super productive between October and December because of the shorter quarter. But why can't you have this same urgency throughout the year? The 12 Week Year breaks down overarching goals into smaller, 12-week-long goals that help you achieve whatever goals you've set for yourself. And now, the bonus book: Donald's Sales Planner! (Yes, this is a shameless plug.) When searching for a sales planner, Donald realized those in the market weren't what he wanted.  Instead of a reactive planner, he wanted one that kept him focused on his goals and moving forward. His planner encourages you to focus on tasks that directly correlate to success by utilizing the 12-week concept framework. It features a performance tracker at the end of each day or week. It is a 3-month planner, promoting focus on each quarter, and features a performance tracker for each day and week to ensure you're on track to reach quotas. Even if you don't use this planner, plan! Spend 30 minutes each day planning the next day to see more success in the new year.  To order the planner for the start of 2022, visit thesalesevangelist.com/salesplanner. This episode is brought to you in part by Skipio. Are you sick of crickets? As a salesperson, the pain of reaching out with phone calls or emails and not receiving a response is real. But all text messaging is not created equal. 85% of people prefer text over email and phone calls because they want to engage in a conversation, not listen to bots. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com. This episode is brought to you in part by mParticle. Are you tired of wading through thousands of open sales positions to find the one perfect for you? Well, look no further. mParticle is one of the leading independent customer data platforms out there, and they're looking for motivated remote sellers (just like yourself.)  With top-name clients from Spotify and Burger King to Airbnb, we don't want you to let this opportunity go to waste! For more information and to view open positions, go to https://www.mparticle.com/careers/. This course is brought to you in part by the TSE Sales Certified Training Program, designed to help new and struggling sellers master sales fundamentals and close more deals. Help elevate your sales game and sign up now to get the first two modules free! You can visit www.thesalesevangelist.com/closemoredeals or call (561) 570-5077 for more information. We value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We'd love for you to join us for our next episodes by tuning in on Apple Podcast, Stitcher, or Spotify. You can also leave comments, suggestions, and ratings for each episode you listen to!  Read more about sales or listen to audiobooks on Audible and explore their huge online library. Register now to get a free book and a 30-day trial. Audio provided by Free SFX and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Resources: ✅ Join the Sales Revolution: If you're ready to do sales differently, you're in the right place. This community is for entrepreneurs and sales pros to connect, grow, + learn the new (and highly improved) connection-based way of selling. https://www.facebook.com/groups/salesrevolutiongroup   What are your pressing sales questions?    We might have just answered them in this Q&A session with Marco Cortesi, our Chief Revenue Officer. We answer questions on the following topics:    Creating standards for sales teams  Determining between a marketing issue and a sales issue  Making more sales without ramping up ad spend ...and many more!!!   If you're looking to be a better salesperson or a sales trainer and manager who wants to up their game, this is a gold mine you couldn't miss out on. Tune in to this by hitting the play button now!    In this episode, we cover: [0:00] Introduction  [2:53] Creating a standard for sales teams and keeping them accountable  [12:58] Salespeople want recognition more than monetary gain  [13:57] How to find out if your company has a marketing issue or a sales issue   [17:04] What if you can't find any job opportunities in sales? [21:20]  How to make more sales without ramping up ad spend [23:08] How to deal with bad times as a sales guy    ✅ If you're looking to take your sales to the 7th level, book a “Clarity Call” below and let's see if you're a good fit for our sales training program!

Asa Hochhauser and his team build effective technology stacks for marketers to help drive pipeline, and sales sell more, more often, for more money. This episode is packed with practical advice, built on expertise and currency. Asa is direct, frank and pragmatic.  Stop buying shiny objects in the hope that you will fix your sales and marketing problems until you've given the requisite thought and investigation into your real problems. Technology alone will not solve the problem, and poorly considered tech implementations often result in unintended consequences. Salespeople spending less time in front of customers. Longer sales cycles. More activity and less effective action. Contact Asa via linkedin.com/in/asahoc Website: https://mcgaw.io/  Twitter: asahoch -- Contact me on marcus@laughs-last.com if you want to learn how to #AlwaysSellHOT   

Andy Elliott has over a million minutes watched on his YouTube channel each month in free sales training which has a 98.6% like rate which is unheard of for Car Sales Training Videos on YouTube. Andy Elliott and his amazing wife Jaqueline created their training company in 2011. The Elliott Group currently trains over 110,000 Salespeople and over 500 dealerships. They are the fastest-growing automotive sales training company in the world.   In this episode, Brad and Andy discuss what it takes to be an elite sales warrior, listen in. 00:00 Intro 01:44 Bomb “A lot of people underestimate skill and the ability to speak and all of that is learned.” - Andy Elliott 03:32 A live seminar every month- go to https://www.theelliottgroupnnow.com to find out when January is. 05:06 “Sales is the most amazing craft in the world.” - Andy Elliott 05:49 Andy's story 08:38 Bomb: “If you are a salesperson, people want to hear you speak.” - Andy Elliott 09:40 Alignment 09:55 Bomb: “If you wanna change people's lives you'll be forever wealthy.” - Andy Elliott 13:44 “If you don't want to change your life, your life is not going to change.” - Andy Elliott 16:00 The transformation 17:33 Bomb: Perspective 20:48 Mentors and studying 23:20 Culture 28:55 Desire to win 30:22 Bomb: YOU CAN DO IT TOO 34:06 Patrick Bet-David 39:07 Competence creates confidence 45:28 Daily Habits 50:00 How to not forget about your foundation 56:00 Gratitude 57:44 Type in Andy Elliott on YouTube and check him out. 59:40 Follow Andy @realandyelliott  01:00:28 Call Andy any time, 918-210-0254  

Jeremy Miner, Founder and Chairman of 7th Level, talks about the role of verbal and nonverbal cues in communication and how they can trigger your potential customer to act, as well as why the Always Be Closing mantra is no longer valid in today's world. Miner and host of #ThePlaybook, David Meltzer, share their most valuable insights on what most commonly stands in people's way from achieving their desired results in sales, why having the best product or service is no guarantee for success, and how sales strategies have evolved over the decades. The pair also chat about their favorite ways to establish a connection and build trust with their clients. Learn more about your ad choices. Visit podcastchoices.com/adchoices

Don't be like 90% of salespeople that make this mistake...SUBSCRIBE TO SALES SECRETS PODCASTITUNES ► https://itunes.apple.com/us/podcast/s...​SPOTIFY ► https://open.spotify.com/show/1BKYsQo...​YOUTUBE ► https://www.youtube.com/channel/UCVUh...​THIS EPISODE IS BROUGHT TO YOU BY SEAMLESS.AI - THE WORLD'S BEST SALES LEADSWEBSITE ► https://www.seamless.ai/LINKEDIN ► https://www.linkedin.com/company/seamlessai/JOIN FOR FREE TODAY ► https://login.seamless.ai/invite/podcastSHOW DESCRIPTIONBrandon Bornancin is a serial salesperson, entrepreneur and founder of Seamless.AI. Twice a week, Brandon interviews the world's top sales experts like Jill Konrath, Aaron Ross, John Barrows, Trish Bertuzzi, Mark Hunter, Anthony Iannarino and many more -- to uncover actionable strategies, playbooks, tips and insights you can use to generate more revenue and close more business. If you want to learn the most powerful sales secrets from the top sales experts in the world, Sales Secrets From The Top 1% is the place to find them.SALES SECRET FROM THE TOP 1%WEBSITE ► https://www.secretsalesbook.com/LINKEDIN ► https://www.linkedin.com/company/sales-secret-book/ABOUT BRANDONBrandon Bornancin is a serial salesperson (over $100M in sales deals), multi-million dollar sales tech entrepreneur, motivational sales speaker, international sales DJ (DJ NoQ5) and sales author who is obsessed with helping you maximize your sales success.Mr. Bornancin is currently the CEO & Founder at Seamless.ai delivering the world's best sales leads. Over 10,000+ companies use Seamless.ai to generate millions in sales at companies like Google, Amazon, Facebook, Slack, Dell, Oracle & many others.Mr. Bornancin is also the author of "Sales Secrets From The Top 1%" where the world's best sales experts share their secrets to sales success and author of “The Ultimate Guide To Overcoming Sales Objections.”FOLLOW BRANDONLINKEDIN ► https://www.linkedin.com/in/brandonbornancin/INSTAGRAM ► https://www.instagram.com/brandonbornancinofficial/FACEBOOK ► https://www.facebook.com/SeamlessAITWITTER ► https://twitter.com/BBornancin

While we might be in a post-pandemic world, the myriad of zoom calls is here to stay. But, for any professional, creating and maintaining professional virtual relationships is more complex than in-person. In today's episode of The Sales Evangelist, Donald is joined by actor, author, and founder of Selling On-Video Master Class Julie Hansen to learn how to better engage our virtual audiences.  When transitioning from theatre to camera, she had to practice communication. When everyone went virtual, Julie noticed other people struggling (as she was) to communicate through a camera. So, she created her masterclass to teach skills salespeople could apply to their virtual sales techniques. She also wrote an Amazon bestselling book, Look Me In the Eye, to further educate people in virtual communication. Communicating with a client whose video is off can be challenging. The value of having your video on is huge. Even if the prospect is unseen, looking at the camera as if they're speaking will create a stronger relationship. Salespeople tend to assume the worst - that the client is bored, disengaged, or not paying attention. And that attitude tends to bring out the worst in the salespeople, resulting in skipping ahead and rushing through content. Visualize the prospect having a great reaction, even if you can't see it, because it encourages you to maintain positive momentum. Resist the urge to watch yourself: Never have your own image on; you'll focus on your faults and be entirely out of the moment. (Remember, It's not a mirror!) While Julie recommends setting your camera as close to the screen or image as possible, remember that humans are precise with eye contact. So even if it's off by only a couple of inches, most people will recognize that. In general, look directly at the camera whenever someone else is speaking. (Yes, it's counterintuitive, but it's true!) How can you better engage with virtual prospects? Break the passive pattern of the virtual call - especially if there's more than one person. When we get in front of a screen, we're trained to be in a receiving mode- looking at something, reading something, or typing something. We aren't usually engaged with other people. To break that, use the power of eye contact. People will feel more compelled to respond when you look at the camera. Whenever you want someone to respond to what you're saying, look directly at the camera (rather than the screen) to indicate you'd like a verbal response. In-person communication utilizes much more body language than we realize. But if your face has nothing to say, why are you on video? Being expressive will help book more meetings. Julie's major takeaway? Don't expect this to be something you'll figure out independently. While you can minimize the importance of these skills, recognize others are perfecting this craft to deliver great virtual communication. And they'll make their customers feel seen and heard.  To contact Julie, follow her on Twitter @acting4sales, LinkedIn (@juliehansensalestraining), or YouTube.  This episode is brought to you in part by Skipio. Are you sick of crickets? As a salesperson, the pain of reaching out with phone calls or emails and not receiving a response is real. But all text messaging is not created equal. 85% of people prefer text over email and phone calls because they want to engage in a conversation, not listen to bots. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com. This course is brought to you in part by the TSE Sales Certified Training Program, designed to help new and struggling sellers master sales fundamentals and close more deals. Help elevate your sales game and sign up now to get the first two modules free! You can visit www.thesalesevangelist.com/closemoredeals or call (561) 570-5077 for more information. We value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We'd love for you to join us for our next episodes by tuning in on Apple Podcast, Stitcher, or Spotify. You can also leave comments, suggestions, and ratings for each episode you listen to!  Read more about sales or listen to audiobooks on Audible and explore their huge online library. Register now to get a free book and a 30-day trial. Audio provided by Free SFX and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

If we sent our athletes into the field without any pads or helmets, we wouldn't be surprised that they got hurt. Yet we're treating our stressed and struggling salespeople as if they should stoically endure the stressors to which we have exposed them. In this episode, I interview Jeff Riseley, Founder at Sales Health Alliance and author of The Guide to Better Mental Health in Sales, about the major findings from the 2021 State of Mental Health in Sales Report and how we can provide better support for our salespeople's mental health. Jeff and I talked about: Why it's challenging to be vulnerable with someone who judges your performance How COVID affected mental health in sales — by the numbers What role technology plays in eroding boundaries What salespeople need to feel and perform their best at work Where to start in supporting the mental health of salespeople    Check out these resources we mentioned: Sales Health Alliance MyLeon Whoop The Rich Roll Podcast Kevin Bailey, DreamFuel Tommy Short, Think Better Perform Better Fantasy Flight Games   Subscribe, listen, and rate/review the Customer Experience Podcast on Apple Podcasts, Spotify, Google Play, or Google Podcasts, and find more episodes on our blog. Listening on a desktop & can't see the links? Just search for the Customer Experience Podcast in your favorite podcast player.

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Resources: ✅ Join the Sales Revolution: If you're ready to do sales differently, you're in the right place. This community is for entrepreneurs and sales pros to connect, grow, + learn the new (and highly improved) connection-based way of selling. https://www.facebook.com/groups/salesrevolutiongroup   How can you prevent the Christmas objection and ensure you're not losing any sales during this festive season?    Here's the truth, whether you like it or not, YOU ARE GOING TO GET THE CHRISTMAS OBJECTION.    You'll hear your prospects say, “Once Christmas is over, I'll be able to buy…”  and as a salesperson, it is your sales process that will determine whether you'll get the sale or not.     Matt and I go through the process you can use to prevent and overcome the Christmas objection. This process is just as effective with any other objections that prospects throw your way, making it an absolute game-changer.    We encourage you to listen to the end of this episode, as we have prepared an irresistible offer just for you.    In this episode, we cover: [0:00] Introduction  [0:50] Salespeople losing sales during Christmas season [3:08] The Christmas objection  [3:29] How to address the Christmas objection  [7:36] Prepare for the Christmas objection  [7:57] The sales process is very important [12:59] Scripts are effective  [16:16] How to say the questions to get the emotions you want  [20:23] People buy from people who they feel can get them the best results  [21:41] NEPQ 101: Mini-course   ✅ If you're looking to take your sales to the 7th level, book a “Clarity Call” below and let's see if you're a good fit for our sales training program!

Though we wish it wasn't so, most hiring sales leaders still need to factor COVID into their interview process this next year.  We have made Creating Clarity When Hiring our theme for today's 2021 holiday podcast. Creating clarity is especially important regarding your policies and plans in these areas:VaccinationsRemote WorkTravel ExpectationsTraining & Development ... and one you may not have thought of!Happy Holidays!

Sales is no longer just about persuasion. To be a successful salesperson today, you need to empathize with the person you're selling to. You need to have the ability to understand and share the feelings of the other person. Salespeople who have empathy can connect with others on a personal level, making it easier to establish trust, inspire action, and close deals. In today's episode, I take you through what it feels and how it should instead feel as a customer confronted by a sales professional. I also talk to you about why you need to respect any profession for the service and value they provide for you (and never look down upon them!), how to view your mistakes as learning opportunities, how to serve your customers better through your skills, what makes a good salesperson, and why empathy is important in any profession. You'll also hear me narrate my up-and-down journey through life -- the countless mistakes I made and what they taught me, how I got to a place I wouldn't have imagined sometime back, and how grabbing an opportunity (a Facebook Live) had me leap closer to my dream life and career. Do you go hard on yourself for not closing enough deals? Surely, this episode is for you. 4 Things You'll Learn From This Episode ●  Why we need to view people's professions not just for the money they make out of it but for the VALUE they provide to us ●  As a salesperson, your job is to LEAD your customer to the answer, solve their problem, and not just MAKE SALES. ●  The revenue you generate for others is the answer to anyone questioning your position or ability. ●  If you want to succeed in sales, you'd want to understand your customer and genuinely help them. Noteworthy Moments [0:25] Frustration with labeling people as just a salesperson or just a plumber or the like [2:21] Doing the hero's job as a salesperson [6:11] The mistakes I made in my life and how they transformed me as a human being [10:11] How a Facebook Live changed my life altogether [11:46] If you're struggling in the trades, you need to know this Quotes “Sometimes we make bad decisions. There are times in our lives where we make great decisions in a row.” “Go see me on more stages, because that's where I really want to be, I really want to be on stage helping people. And that's where I'm headed.” “If you can figure out how they're feeling, what they're feeling, what they're thinking and get that stuff out on the table, you're gonna make them feel better, you're gonna feel better, you're gonna close more deals. I guarantee it. So stop, always being closed -- that's old. Get that shit out of your head. It's not the way business works anymore.” KW Used in Title and Summary: close deals, be a successful salesperson, salesperson, what makes a good salesperson, succeed in sales, why empathy is important, make sales Related keywords: how to close deals, how to succeed in sales, empathy in sales, how to be a good salesperson, how to make sales

Welcome back to the Catapulting Commissions Podcast with your host, Anthony Garica. This week, we're sitting down with Lon Graham, a sales veteran with more than 25 years of sales experience. Using a logical approach to storytelling that combines inspiration with action, Lon will help your team get the sales they want by clearing up confusion and creating real connections.   The old mentality of hardcore, in-your-face sales, is on its way out. It's less about “always be closing” and more about adapting to what your client needs. You want to continue to work with this client, so you have to get a good understanding of what you can do to help advance their work together.    This is a trust game–and it takes doing the work researching your client's business to help accelerate the trust process. Be interested enough to be able to communicate how your product or service fits into what they do. You want to establish credibility with them, and you have to believe you can. In an industry with such high turnover, it can be hard for businesses to offer that trust–they don't even know if you'll be back.    There are a few questions that Lon feels are important when working with a new client. First, find out what they feel they are good at–this will point you in the direction they are facing and understand what they focus on. Second, what is their ideal client? Finally, ask them for a moment where they felt validated and the “this is why I do this” feeling arose. When they dip into those memories, it's energizing and they'll want you back.    It's crucial to make sure you're on the same page as your client. It's as simple as allowing them time to process what you're saying and finding moments to ask “does this make sense?” Have confidence enough to say “I don't know” if you don't. It shows that you want to give them the right answer and allows you to see them again with the information they want to be presented.    You have to hire to fit your culture. That's the first step to combating that high turnover rate. Spend the time necessary to really understand who you're hiring for what position. Secondly, remove as many barriers from your sales team as possible. The more admin work they have to do, the more “in the way” things are from making a living. And always offer recognition!   longraham.com  Lon Graham on LinkedIn

Salespeople are still struggling to adapt to all of the changes that the Covid pandemic has brought about. Virtual selling is still largely at play, with some in-person interaction still sprinkled in. Tom Pisello believes that to adapt, you need to become laser-focused on helping prospects become aware of and solve their problems. To do that, you have to identify your own struggles to become more effective. Tom shares insight into this process in this episode of @SalesReinvented!  Outline of This Episode [0:49] The difference between digital and social selling [3:21] How to succeed with virtual selling [9:32] Tom's virtual selling strategies  [10:59] Attributes and characteristics of a great seller [12:04] Tools, techniques, or strategies to improve virtual sales [14:15] Top 3 virtual selling dos and don'ts [15:17] Foster engagement in virtual sales presentations How to succeed with virtual selling: identify your gaps Sellers are frustrated with how much longer purchasing decisions are taking and how many people are involved in the process. It can be difficult for them to manage. But Tom emphasizes that if you look for what buyers are saying their challenges are, it can be a turning point. When the Rain Group surveyed buyers on what they thought of sellers in the digital environment, four gaps that were recognized: Leading a prospect through a thorough discovery: Don't just show up and throw up and make discovery as part of the process. Give a presentation with an interactive demo.  Mapping solutions to the problems that were identified: Do your best to address the root cause problems that the buyer is facing.  Listening skills: Many sellers don't stop talking. There's a loss of eye contact, talking over the other person, etc. You have to slow your roll in virtual meetings. Don't be afraid to stop early and leave a cliffhanger and time to talk next steps. Making the ROI clear to the buyer: Tom's nickname is “The ROI Guy.” Buyers care about the problem they're solving and the business outcomes you can assure they get. Focus on the outcome you'll give them—not what you're selling. What can your product solve? What can it deliver in terms of quantifiable business value? Make it clear.  How to succeed as a virtual seller How do you present your sellers with discovery guides and interactive presentations? Can you provide your sellers with an interactive diagnostic assessment or a problem/solution guide to use with customers? You have to provide an interactive value assessment tool so sellers can collect data from the customer and do the number crunching to make a business case.  Make sure you're implementing conversational intelligence tools so you don't have to have your head down to take notes. You need a good video presence and the ability to listen more than they talk. So learn how to maintain eye contact on video calls.  When you do talk, you need to ask good in-depth discovery questions that help buyers be introspective. A good seller is armed with good content and tools. They're leveraging dynamic presentations and assessment tools to add value, insight, and guidance.  Tools, techniques, and strategies to improve virtual sales Tom recommends that content enablement groups work to examine PDFs, videos, guides, etc, that are being provided to their salespeople and think about retooling them. Can you make them interactive? Can you click on elements? Customers don't have the patience to sit through a deck. You have to be able to pivot the conversation to what the customer wants to talk about and have content to support it.  Tom loves doing diagnostic assessments to assess a company's maturity and where they are in the journey. You can map out improvements that they'd like to make and give intelligent recommendations. You can benchmark them against peers.  What about business value assessments? What challenges are they facing? What is it costing them? What's the value potential of implementing a solution? What evidence can you share that you can deliver on this? The right tools can make a difference.  What are Tom's virtual selling dos and don'ts? Listen to learn more! Foster engagement in virtual sales presentations Tom once had 16 people in a company's buying committee in a virtual meeting. With a crowd that large, you want to be mindful of who is paying attention. What does everyone care about? The customer was early in their decision-making process. So instead of talking about the solution, Tom mapped a day in the life of their customer's customer and how they helped to overcome their problems. They went into how they could help address the friction this prospect was dealing with in their selling process.  As they walked through the pieces of their sales process with the customer, he got almost everyone on the call to participate. Tom made sure he got input from everyone to make sure everyone was engaged. They took notes on what was important. When they went into the solutions part of the call, they tied back to specific people and pain points.  Tom notes that people can be afraid to speak up in front of their CEO and other executives, so you have to be conscious of the political dynamics within the environment. You can overcome that by calling on specific people to contribute to the conversation and be heard. Above all, spend time walking through discovery with the group and make sure everyone is engaged in the pain-point portion. Be aware of the dynamics that occur and be ready with strategies to engage everyone.  Resources & People Mentioned Huge Gaps in What Buyers Want and Virtual Seller Skills Connect with Tom Pisello Connect on LinkedIn Follow on Twitter Connect With Paul Watts  LinkedIn Twitter  Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com

This is another episode of #AskJeb where Jeb answers a question, from Justin, a sales leader based in Dallas. Justin asked: "What's the best predictive indicator of a person becoming a sales champion." Sales Champions Are Optimists This is a question that sales leaders all across the globe grapple with because they all want to hire sales champions and build sales champions. The answer is relatively simple, and it's based on studies that have come from numerous places. It comes down to optimism. Salespeople who have a higher degree of optimism tend to become champions, and for good reason. Salespeople face a lot of defeat, a lot of rejection, and so many things can go wrong in sales that salespeople who wallow in that defeat have a tendency to crash and burn pretty quickly. Sales Champs Forget Failure Fast However, the salespeople who forget rejection fast or forget failure fast and see the next yes, the next opportunity around the corner— those are the salespeople who are more likely to be more mentally resilient. They have a stronger ability to make a shift or be more agile. They're the ones that when things go wrong, rather than saying, "Why me? Why is this happening to me?" they're more likely to say, "What am I supposed to learn from this failure? What am I supposed to learn from this defeat?" Therefore, they continue to grow and improve over time. So How Do You Find Salespeople Like That? The key is in your interview process. During the interview, you're looking for that glimmer of optimism. You need to ask questions about what they have done in the past when they faced defeat. Have them give you a specific situation where they failed and what they did next. Create A Winning Atmosphere As a leader, you want to hire people who have a high degree of optimism, but you also want to build that optimism by creating an atmosphere that people want to be in. That's a winning atmosphere that rewards people for the good work that they do by patting them on the back and doesn't beat them up for the things that they do wrong. Instead, it coaches them when they do things that don't work out to get better or to learn from that. Through your coaching and through your leadership, you want to build an environment where you're fostering and nurturing that optimism because optimism is the greatest predictor of a person becoming a sales champion. Take your prospecting campaigns to the next level, get into more doors, build deeper relationships, and close more deals with the techniques in our FREE guide, The Seven Steps To Building Effective Prospecting Sequences.

Lance Tyson is President and CEO of The Tyson Group, a sales consulting and training firm, and the author of new book Igniting Sales IQ: Driving Sales Confidence During Uncertainty. Today we start by digging into a fact about selling that a lot of salespeople don't recognize, which is that selling takes place in the buyer's mind. We get into why, with the use of technology—the internet, email, marketing automation—there are more salespeople now than there's ever been. As Lance points out, what that means is that certain sales are complex enough that buyers need to have a human involved to help in the buying process. And we dive into why Salespeople need to keep it simple and learn the process of leveraging their EQ (emotional intelligence) so they can start to tip the scales in their favor. Because let's face it, just like a casino, the sales odds are in the buyer's favor. More on Andy: Connect on LinkedIn Pre-Order Andy's new book on Amazon Learn more at AndyPaul.com Sponsored by: Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io BombBomb | Build better business relationships with video messaging | BombBomb.com Scratchpad | The fastest way to update Salesforce, take sales notes, and stay on top of to-dos | Scratchpad.com Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast

Studies show it takes 8-12 touchpoints to convert a prospect to a client, yet many salespeople give up after the first one or two. In today's episode of The Sales Evangelist, Donald interviews Fractional CMO and digital marketing expert Daphne Thomson to learn her strategy for effective sales follow-ups and why you should revitalize your process. First things first, the follow-up is more than just a phone call. A follow-up is a value you provide in that touchpoint, and it should be roughly 80% value and 20% sales. Because 60% of conversions occur only after the 12th touchpoint, you must have a system in place to ensure prospects regularly receive valuable messaging. See the prospect as a person, not just a lead. The connection becomes much more powerful once you relate to them on a human level. Salespeople bring in the business, so you're indirectly responsible for a large part of your team. Hopefully, that drives and motivates you to continue to follow up. To continue to add value to prospects throughout their touchpoints, make sure you place them in the funnel specific to the value they want. The majority of follow-up platforms are similar. She uses Zoho, ActiveCampaign, and MailChimp as follow-up systems, but there are many. So it really depends on your needs. What should an organization do to establish a better follow-up system? Educate yourself. If you can learn these systems, you are educated and have power.  For salespeople, perform a survey to ask people for reviews on platforms or your value messaging. When a salesperson comes to sell their product or service, ask them what platforms they use. Particularly for follow-up platforms, see if they even use their own. Remember, it's not going to happen overnight. This is a process that requires consistency to make effective. If you're worried about reaching out to people too many times, realize those people were likely not going to buy from you in the first place, especially if that's the typical style for your company. Final takeaway? Keep consistent. Remember that 60% of sales aren't made until the 12th touchpoint, so keep at it. Visit www.catchthebeat.ca for a full webinar on the specific funnels you should create for optimal success. For more great content and information from Daphne, connect with her on LinkedIn, or find her on Facebook and Instagram (@daphnethomson2901.) She also hosts weekly small business shows on Clubhouse (@daffer.) This episode is brought to you in part by Skipio. Are you sick of crickets? As a salesperson, the pain of reaching out with phone calls or emails and not receiving a response is real. But all text messaging is not created equal. 85% of people prefer text over email and phone calls because they want to engage in a conversation, not listen to bots. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com. This course is brought to you in part by the TSE Sales Certified Training Program, designed to help new and struggling sellers master sales fundamentals and close more deals. Help elevate your sales game and sign up now to get the first two modules free! You can visit www.thesalesevangelist.com/closemoredeals or call (561) 570-5077 for more information. We value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We'd love for you to join us for our next episodes by tuning in on Apple Podcast, Stitcher, or Spotify. You can also leave comments, suggestions, and ratings for each episode you listen to!  Read more about sales or listen to audiobooks on Audible and explore their huge online library. Register now to get a free book and a 30-day trial. Audio provided by Free SFX and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

When we get a tough question, and answer it without first knowing why the person asked it, we could dig a hole for ourselves. Salespeople do all of the time. The best option is to find out why they asked, so we can then determine exactly how to answer. You'll hear examples of exactly what to say in these situations.

In Episode 19, we move into the second half of this mini-series tackling the very common (and ugly) reasons that salespeople and sales teams are not as effective as they could be – and, specifically, why they are not viewed like the pros, advisors, experts, consultants, and value-creators they so badly want to be. Buckle up for straight talk and blunt truth as Mike unpacks reasons 5 and 6 of the Ugly 8 reasons… WHY SELLERS GET VIEWED AS AMATEURS, RELEGATED TO VENDOR STATUS & COMMODITIZED: Reason #5 is as counterintuitive as it gets. We don't own our sales process and end up getting viewed as nothing more than order-takers and yes-men/women because we want to be liked. We want to be seen as responsive and easy to work with. We want to demonstrate that we listen well, can follow direction, and that we respect the customer.  That is all wonderful except for one big problem: in many cases defaulting to the customer's requested (or dictated) process does not turn out so well for us…doesn't increase our win-rates, doesn't help set us apart from competition, and honestly, doesn't even ensure we will get the customer what they really need. Sales Friends, if you've come to realize that scoring “obedience” points is not helping you win deals and bring in new business, this episode is for you. Listen as Mike shares his two driving missions as a professional salesperson and encourages you to adopt them as your own. Learn how to own your process and push back when the prospect or their procurement people suggest/dictate a process that neither allows you to bring them the best solution (most value) nor gives you the best chance of winning their business. Reason #6 we get viewed as vendors and commoditized is because we aim too low in the customer organization. As crazy as it sounds, we end up getting commoditized because we sellers become comfortable dealing with lower-level people who treat us as nothing more than a vendor/supplier. Mike shares the dirty little secret of sellers who regularly call on senior management: You know what/who you normally find in the executive suite? Nicer people. Smarter people. People who are looking for value and help solving big business issues! It's often the complete opposite of dealing with lower-level folks who are more concerned with politics, protecting their jobs and existing supplier relationships, negotiating to save a nickel, or trying to avoid more work being put on their desk. You can download the PDF guide that accompanies this series at https://mikeweinberg.com/ugly8 If you are getting value from these episodes, please leave a rating and review. Mike mentioned a special on the New Sales. Simplified. Video Coaching Series to help you have breakthrough success in 2022. Check it out here: https://mikeweinberg.com/morenewsales/

Salespeople in real estate should assume that every one of their clients has never gone through the process before. In this Expert Insight Interview, we welcome Kaajal Shahani, a real estate expert and consultant on home-selling tactics.

Thanks for tuning into the Catapulting Commissions Podcast with your host, Anthony Garcia. Joining the show this week is Matthew Coatney, seasoned C-level product and technology executive, entrepreneur, advisor, author, and speaker with decades of experience helping business and technology work better together.   Matthew's book, The Human Cloud, is all about the future of work–freelancing, AI, and the automation revolution. This sort of change was thought to happen in 10 years or so but gained incredible relevancy when the pandemic hit and fast-forwarded this transition. Hand-to-hand combat sales–pounding the pavement–is no exception. Matthew believes we will adapt.    Retention and the talent war continues on, and Matthew attributes the turnover to the massively evolving space of sales. The truth is, salespeople will follow the money–that means they will go sell a product that is selling–period. Products that used to have a decade-long cycle now are less than a year.    Automation is a hugely discussed topic in sales, as we know. Where it becomes useful is in spaces where a lot of time is spent and not a lot of outward value is created–things like CRMs and other administrative systems. The problem is introducing these new technologies. It's important to not always try to strive for 100% adoption. It's about incrementally reaching benchmarks. Once you get value, it's in a good place.    Transitioning into sales leadership, especially from a manager to a VP or higher, can be difficult. This is because what you care about changes. You're going from an individual contributor to having to turn an eye towards the longer-term goals. It's easy to get sucked in a micro-managing mentality, but you have to adapt your leadership style to how your team needs to be led. Give people low-risk tasks where they can learn by failing without impacting their overall success.    Freelancing is becoming more and more a part of companies' successes as we move into the future of work. Freelancers are effectively independent contractors with frequent and varying project work. It's often a viable, cost-effective way to get top-level talent.    LINKS   Matthew Coatney on LinkedIn https://www.matthewcoatney.com/

In this episode of the Startup Selling Podcast, I interviewed Marylou Tyler.   Marylou is the author of Predictable Revenue and Predictable Prospecting. She has worked with a number of co-authors and produced a book that will certainly help any startup company out there. Being one of the best sales enablement strategists, she is an expert when it comes to maximizing your resources and is always willing to share her knowledge to anyone who needs help.   This podcast focuses both on the incredible things that a startup business owner can do to improve sales and the common mistakes everyone should avoid.    Some of the key topics and questions that we covered in this podcast are:   Internalizing Your Competitive Position Six-Factor SWOT Analysis Developing an Ideal Account Profile Compel with ContentTM McKinsey's MECE model How you can send your emails wisely, and so many more Links & Resources   Marylou Tyler on LinkedIn: www.linkedin.com/in/maryloutyler   Marylou's website & book-related resources: maryloutyler.com/swag   Jeremey Donovan on LinkedIn: www.linkedin.com/in/jeremeydonovan   (Amazon) Book by Neil Rackham: SPIN Selling   (Amazon) Book by Neil Rackham: Major Account Sales Strategy   (Amazon) by Marylou Tyler and Jeremey Donovan: “Predictable Prospecting: How to Radically Increase Your B2B Sales Pipeline”   Listen & subscribe to The Startup Selling Show here:   BluBrry | Deezer | Amazon | Stitcher | Spotify | iTunes | Soundcloud | SalesQualia   Thanks so much for listening! Tell a friend or ten about The Startup Selling Show, and please leave a review wherever you're listening to the show.

https://www.b2bRevenue.com - Get Your Free E-Book on How Companies make Decisions. FAQ: 1 YEAR ACCESS, PAY MONTHLY OR ANNUALLY NOT A SUBSCRIPTION OFFICE HOURS EVERY  OTHER WEEK VIA ZOOM UNLIMITED 1-ON-1'S  ARE FREE AS LONG AS THEY CAN BE SHARED IN THE COURSE FULL ACCESS ON DAY ONE   Video Emails by Covideo = http://www.Covideo.com       — SAMPLE EMAIL TO EXPENSE THE COURSE MGR,   I have been listening to the brutal truth about sales podcast for X months and it speaks to the issues we face.   They current offer a course that includes video instruction, group Q&A and One-on-One coaching. I'm committed to my own personal development and would like your help in expensing the course.   It would pay for itself if I closed only one new deal of $X value.   Please let me know by Friday if I can move forward with this 1 year course.   Thanks, ME ———————————————————————————————————— Audible 30 day Free Trial: http://www.audibletrial.com/BrutalTruth     Check out my YouTube channel and watch my Free Sales/Social Selling Course. https://www.youtube.com/subscription_center?add_user=MaverickMethod     Listen to The Sales Questions PodCast: https://itun.es/i67d3Ry     Listen to The B2B Revenue Leadership Show: https://itunes.apple.com/us/podcast/b2b-revenue-leadership-show/id1174976428?mt=2     Join The Gaggle and Spread The Brutal Truth: http://gaggleamp.com/i/xfpnkxv   LeadFuze Coupon = SALES20 - to get 20% more leads https://www.leadfuze.com/#_l_1i       Use Find that Lead to get anyone's email: https://findthatlead.com/pricing#_r_brian81   Get a 30 day Free Trial of Pipedrive with “BRUTALTRUTH” coupon at https://www.Pipedrive.com       Twitter: @briangburns LinkedIn: Brian G. Burns Facebook: Brian Burns YouTube: Brian Burns SALES PODCAST    

Alex Buker, a previous successful car salesman, found his way into the roofing industry. Having no knowledge of the industry less than two years ago, he now is reaching over million dollar sales goals and is a mentor for other salespeople. Alex works in the residential and commercial storm restoration industry helping people restore their home or commercial property to pre storm condition. The company Alex works for, Equity Builders Roofing out of Indiana, is different because of the excellent culture it provides. Alex is a father of three daughters, has two dogs and is married to his best friend. In his free time Alex enjoys fishing, smoking bbq, and being a part of his church. On this episode, we talk about the framework that will ensure your salespeople and company will hit sales goals. Links: https://www.facebook.com/alex.buker.3 https://www.instagram.com/redbeardroofguy/?hl=en For Tips, Strategies, and Free Downloads visit our website and join the Roofing Success Facebook Group: www.facebook.com/groups/1940365569408073/ www.roofermarketers.com The Roofing Success Podcast Text Jim @ (612) 512-1812 – Say Hi! I would love to hear your feedback, pros & cons! Please leave us a review!

On this episode of Estimate Rocket Radio Rachel Garmers from Walls By Design joins us to talk about how her company found her in unlikely circumstances and how she applied her deep sales experiences into estimating and sales in a trades business. Rachel understands how the sales process ought to work in ANY company, and she brings her universal understanding of sales to a conversation about advertising sales positions, hiring high-level part-time employees, and developing a seamless sales process that is effective and profitable.Rachel Garmers has been a RIVAL Champion in our RIVAL training series for Estimate Rocket users! Learn more about RIVAL at https://www.estimaterocket.com/rival. 

In this episode, Shawn and Lacey welcome special guest, Chris Wallace, Founder of Innerview. As president of the marketing consulting firm, he shares his experience in helping businesses small and large develop behaviors that match their brand. He also gives his insight on creating a balance between Marketing, Sales, and Branding is the simplest way!Main Points:3:30 - Employees at Innerview are Salespeople at heart5:30- Which is more important: Marketing or Sales?7:30 - Brand = The set of promises your company makes.8:30 - Why Southwest Airlines Can Make Jokes14:00 - Why it's important to listen to your clients20:15 - Creating a feedback loop within your marketing and sales team24:00 - Getting the right balance between Marketing and Sales30:15 - The difference between Customer Experience and Employee ExperienceAs Founder and President of InnerView, Chris builds upon previous success as the founder and CEO of Incite, a sales consulting and coaching practice, and his more than 15 years of sales, marketing and corporate leadership. Beyond his work with clients, Chris is able to apply his passions as a teacher and author. He is an adjunct MBA professor at Temple's Fox School of Business and has been published in outlets such as Harvard Business Review's HBR.org.Connect with Chris & Innerview:Website: https://innerviewgroup.com/team/chris-wallace/Instagram: https://www.instagram.com/innerviewgroup/?igshid=1i753ab6llek5LinkedIn: https://www.linkedin.com/company/innerview-group/Twitter: https://twitter.com/innerviewgroupYouTube: https://www.youtube.com/channel/UCPc2FF1Y3W2_BJhwlmHMqWw/featuredMake sure you SUBSCRIBE and leave a review if you enjoyed this episode!

When Sydney Sloan walked into Salesloft three years ago they were optimizing for MQLs. Marketing had no efficiency. Salespeople were overwhelmed with low intent leads. Conversions were low. When Sydney took over as CMO, she wasn't interested in the vanity metrics that were being measured up until that point. She wanted to eliminate waste and increase marketing effectiveness at driving pipeline, not MQLs. In this episode, Sydney lays out her playbook on how she took over a struggling marketing team and turned it into a revenue-generating machine. Thanks to our friends at Hatch for producing this episode. Get unlimited podcast editing at usehatch.fm.

Welcome back to the Catapulting Commissions Podcast with your host, Anthony Garcia. Today's guest is widely regarded as a legend in the sales field. Dan Casetta is an author, podcast host, and rose the ranks to become the most successful field manager in Vector/Cutco history leading the company's growth from $14 million in sales to over $300 million. Now I'm grateful to he runs the company's Western Region, producing over $30 million in sales per year.   Dan got his start selling knives when he was just 17. He cut his teeth in direct sales, knowing that those skills apply to all areas of life.    Dan is an expert at training and retaining the best sales professionals out there. It revolves around culture creation and building a place that's foundation is in belonging. It's easy to quit a job, it's hard to quit a relationship. Things about the job that are hard are suddenly made easier when you have a community supporting you. Building that culture is all about trust. It starts with the small things--being on time, following through, etc. That foundation allows everything else to fall into place. Things like personal growth, positive focus, and the ability to change and adapt through adversity. It's contagious. In a digital age where Zoom is king, it's about engaging people to maintain those aspects.    For those breaking into the sales game, it's about setting and achieving small goals. In addition, building rapport. It doesn't have to be a long-term relationship, but creating a connection is essential. Your salesperson presentation skill are also crucial. Whatever product it is that you're selling, there are key points that must be presented. Taking massive action is critical and sales. You have to be willing to just put yourself in the game, occasionally fail, often struggle, make plenty of mistakes, and learn through that process. And during that time, you have to have the ability to maintain that positive focus. To do that, it takes self-accountability to continue to get better and hone your craft.    Being a successful salesperson and a successful sales leader are similar but in different ways. It's getting people into their own action. It's a mistake to assume that just because you're a great salesperson, you'll be a great manager. You have to be able to paint a vision for your team of what's possible for them so that they set their own goals. As a leader, your goal is to build a long-term relationship with your salespeople. The leader has to have total integrity to their word.  The Spirit of cooperation is where everybody has an abundance mentality. The sharing of support starts with the leader. Outside of that, it's about work ethic. That doesn't mean grinding out 100 hour weeks every week, but it does mean having moments of greatness where you choose to. Developing the next leader is all about recognizing when someone is successful. Let people know what you see in them.    https://dancasetta.com/

Most business owners would tell you that if you scale your sales business up too quickly, then you'd better be prepared to see it all crumbling down. But the truth is, it really just depends on the blueprint. In this episode, we're joined by Cameron Gallagher, Owner of Performance and Strategy Consulting, as we talk about scaling a sales business and what issues you'll be meeting along the way. We spoke about work culture and why it's essential in smoothly scaling up your business, the importance of transparency, why salespeople are the rock of a business, and more! Don't be afraid to scale up! Tune in to this episode to find out our secret of how we did it quickly and painlessly. Episode Highlights: Hey, guys! What's up? [00:00] Is it scary if you scale your sales business up too quickly? [00:51] The relationship between ambition and business growth [03:34] When Sales Sniper started hitting/exceeding their goals [06:39] What makes Brad Lea a brilliant salesperson and business owner [09:35] Finding and targeting the right audience to sell  [10:16] Why having the right culture is king [13:44] The biggest reason why Sales Sniper succeeded in scaling at high speeds [17:56] Transparency and communication: 2 ingredients to a successful business and harmonious work environment [22:05] Salespeople: the engine of the business world [26:15] The downside of having a rockstar sales team [29:48] Identifying the root cause of having low sales [33:03] Selling for 7th Level [34:16] Matt's unique way of selling using NEPQ [37:22] Playing mental chess with your prospect [41:06] When Matt, Marco, and Cameron used to sell fitness [45:32]   About Our Guest: Cameron Gallagher is a Lead Performance Strategist who has built a multi-6 figure performance consulting agency called Performance & Strategy Consulting, established in 2016. He had helped grow seven companies that are earning over $1M USD in revenue and developed cutting-edge analytical and performance models to help shift psychology fast.  Resources: Sales Sniper Website Closing Code (Sales Coaching Training) Visit our FREE RESOURCES page and find just what you need to boost your sales game! Apply for a sales post on our website! BLACK FRIDAY SALE! Purchase our NEPQ 101 Mini-Course at a discounted price of $15 now!   Connect with Matt and James: YouTube Facebook Instagram Email LinkedIn   If you liked this episode, don't forget to subscribe, tune in, and share this podcast! Thanks for tuning in! See omnystudio.com/listener for privacy information.

Sales Trainer and Podcast Host James Buckley joins this episode and talks about: The "Help Me" question. The formulaic approach to messaging. Not a History lesson, but a reinvention. Hope is not a strategy. The seller in the trenches and the key metrics of Sales. Capitalizing on your people. What good Salespeople do really well. Leaning into his energy and personality. The time and place to be transactional. Why the Sales cycle is broken and looking for the wrong thing. The most important question a Sales person will ask. Going from needing encouragement to giving it. Moving to East Tennessee from Miami with a drug problem. Cocaine being his gasoline working in a Restaurant kitchen. The moment he realized he had a drug problem. His heart nearly exploding and finding it in an X-ray. Going through 3 Treatment centers. The 2 words he would've said to himself in the hospital. Recognizing your real worth. Making the change for the better in everything in your life. Connect with James on Linkedin; @saywhatsales on Twitter and Instagram and james@jbarrows.com Watch this episode on The Intentional Encourager Podcast YouTube Channel: https://youtu.be/onZOKqSCZsA

Jennifer Kerr is a results-driven professional with a proven track record of delivering top and bottom-line profitability. She is a strategic thinker with the ability to create a strategy, vision, and execute to promote business growth. With a focus on capturing customer value, she consistently delivered projects on time and on budget.    In this episode, Jennifer talks about designing your sales compensation plan and structure to drive behavior and incentivize salespeople appropriately.       Why you have to check out today's podcast:    Discover how to use sales compensation to motivate salespeople to bring in more revenue for your company     Learn how to use KPIs to motivate your sales team to close deals at higher prices by incorporating them into your compensation structure   Find out how salespeople can sell value rather than price        "Value-based pricing has to meet value-based selling in order to be effective."   - Jennifer Kerr      Topics Covered:    01:25 - What led to a pricing role for Jennifer  02:24 - How the pricing tool she created impacted the company  04:34 - A general overview of sales compensation    08:26 - Strategic initiative that is a win-win for both the company and the salesperson  08:50 - How to drive better performance from salespeople  13:27 - The importance of sales compensation base salary to incentivize salespeople  17:23 - What you can do when salespeople don't close any deal after taking the necessary steps   18:38 - Framing an incentive plan side-by-side with value-based selling  20:21 - What is selling value all about  21:40 - Why do salespeople not able to articulate value selling naturally?  25:08 - Leveraging behavioral economics and behavioral insights on salespeople  25:27 - Sharing a tip on how she's using behavioral economics   28:46 - Salespeople wanting a path of least resistance and why they do and how not to let them lead with price      Key Takeaways:    "When you think about more program-based selling, if you're a company or an organization that are on a more mature level, then I think you might want to stop considering widget-based pay, which, in and of itself, could be the lever to pull to get salespeople to sell deals at higher prices and get more margin." - Jennifer Kerr    "If you have four or five steps, and you're not aware, then the design might be off. I go back then to, is the plan design right? I mean, plan design harder." - Jennifer Kerr    "Sales are hard. And that's where I think as pricers, we can certainly help frame up that value base, that value pitch, and flip it into value-based selling. And I think organizations that really focus on that end up winning more than they end up losing." - Jennifer Kerr    "When I say selling value, I think it's how does my product, how does my service impact the P&L of the person I'm selling that to whether it's B2B or how does it impact the household that I'm selling this to. To me, that's value selling because you're not starting with price. And if you start with price, you've already lost in the war of price." - Jennifer Kerr    "Price the product based on its value and the value to the customer. And then go value-base sell it. That's transformational for any organization." - Jennifer Kerr      Connect with Jennifer Kerr:       Email: kerrjennifer63@gmail.com  LinkedIn: https://www.linkedin.com/in/jennifer-kerr63/      Connect with Mark Stiving:       Email: mark@impactpricing.com  LinkedIn: https://www.linkedin.com/in/stiving/ 

https://www.b2bRevenue.com - Get Your Free E-Book on How Companies make Decisions. FAQ: 1 YEAR ACCESS, PAY MONTHLY OR ANNUALLY NOT A SUBSCRIPTION OFFICE HOURS EVERY  OTHER WEEK VIA ZOOM UNLIMITED 1-ON-1'S  ARE FREE AS LONG AS THEY CAN BE SHARED IN THE COURSE FULL ACCESS ON DAY ONE   Video Emails by Covideo = http://www.Covideo.com       — SAMPLE EMAIL TO EXPENSE THE COURSE MGR,   I have been listening to the brutal truth about sales podcast for X months and it speaks to the issues we face.   They current offer a course that includes video instruction, group Q&A and One-on-One coaching. I'm committed to my own personal development and would like your help in expensing the course.   It would pay for itself if I closed only one new deal of $X value.   Please let me know by Friday if I can move forward with this 1 year course.   Thanks, ME ———————————————————————————————————— Audible 30 day Free Trial: http://www.audibletrial.com/BrutalTruth     Check out my YouTube channel and watch my Free Sales/Social Selling Course. https://www.youtube.com/subscription_center?add_user=MaverickMethod     Listen to The Sales Questions PodCast: https://itun.es/i67d3Ry     Listen to The B2B Revenue Leadership Show: https://itunes.apple.com/us/podcast/b2b-revenue-leadership-show/id1174976428?mt=2     Join The Gaggle and Spread The Brutal Truth: http://gaggleamp.com/i/xfpnkxv   LeadFuze Coupon = SALES20 - to get 20% more leads https://www.leadfuze.com/#_l_1i       Use Find that Lead to get anyone's email: https://findthatlead.com/pricing#_r_brian81   Get a 30 day Free Trial of Pipedrive with “BRUTALTRUTH” coupon at https://www.Pipedrive.com       Twitter: @briangburns LinkedIn: Brian G. Burns Facebook: Brian Burns YouTube: Brian Burns SALES PODCAST    

Dr. Ely is the Grant W. Liddle Chair in Medicine, Professor of Medicine in the Division of Allergy, Pulmonary, and Critical Care Medicine and co-director of the Critical Illness, Brain Dysfunction and Survivorship (CIBS) Center at Vanderbilt University Medical Center. He is also a practicing intensivist with a focus on Geriatric ICU Care.  Dr. Ely's research has focused on improving the care and outcomes of critically ill patients with ICU-acquired brain disease His team developed the primary tool by which delirium is measured in ICU-based trials and clinically at the bedside in ICUs worldwide.  Dr. Ely has over 400 peer-reviewed publications and recently published a highly acclaimed book titled Every Deep Drawn Breath. All net proceeds from his book are going to patients and their families.Despite his many accomplishments he will be the first to say that his most amazing accomplishments are his three daughters, Taylor, and twins, Blair and Brooke. We hope you enjoy this episode with @weselymd where we discuss clinical research, creating change, and humanism in medicine.  Questions We Asked: How did you become involved in clinical research? How do you “live at the edge of mystery”? How do you lead a large research lab effectively? How do you create buy-in to change clinical practice once you have made a discovery? What do you mean by “malignant normality”? How have you been successful in changing people's minds? How have your relationships inspired you in your work?Was your passion for story the reason for writing EDDB? What does every person is a world mean to you? How has the pandemic affected your practice in medicine? How do we keep medicine human? How will technology influence our ability to maintain humanism? What are some books you would suggest to medical trainees?Quotes & Ideas: Rules for designing a clinical research project: Study what you have a lot of Create a study where either answer matters As a leader, one of the most important goals should be maintaining a human connection with everyone in your team. Malcolm Gladwell's Tipping Point idea of Mavens, Salespeople and Connectors Malignant Normality: we tend to think the way we do things is the best way to do things We need to use the power of story to change peoples minds Cada Persona Es Un Mundo, “Every Person is a World” “Sometimes a kind of glory lights up the mind of a man. It happens to nearly everyone. You can feel it growing or preparing like a fuse burning toward dynamite. It is a feeling in the stomach, a delight of the nerves, of the forearms. The skin tastes the air, and every deep-drawn breath is sweet. Its beginning has the pleasure of a great stretching yawn; it flashes in the brain and the whole world glows outside your eyes.” by John Steinbeck in East of Eden Everything in medicine comes down to “Humility, Glory and Wonder” “If I think it's just my job to take care of the MATTER, then I am missing ⅔ of that human being.” -Wes Always ask patients, “what matters to you?” Book Suggestions: My Own Country & The Tennis Partner by Abraham vergheseIn Shock by Rana Awdish Crossing to Safety by Wallace Stegner Arrowsmith by Sinclair Lewis I Know Why the Caged Bird Sings by Maya Angelou

Gatekeepers: the infamous villains of the sales world. Regardless of industry, most high-level executives employ some type of executive assistant or secretary to serve as a gatekeeper. A necessary part of the professional world, these assistants act as a filter that forces salespeople to maintain high standards and thoughtful targeting to pass. In today's episode of The Sales Evangelist, Donald interviews Natasha Bowles, founder of Natasha Bowles Professional Staffing Agency, to learn more about how salespeople should interact with gatekeepers for more successful results.  The main priority of an executive assistant: securing the executive's time.  If Natasha didn't protect her executive's time, salespeople (among others) would occupy all their time. That doesn't mean salespeople are bad. But it does mean she ensures the salespeople she lets pass are prepared and offer a product or service genuinely beneficial to her executive's company. Executives receive 250-1000 emails every day. She is a necessary filter that helps executives find time to do their jobs.  Therefore, as salespeople, you must convince both the executive and the gatekeeper that you're worthy of their time. Get past the virtual inbox - Natasha's tips for email outreach: Natasha automatically discards anything that looks like an email blast- emails containing no information about the company and just discuss the sender's product. To get to the executive, show initiative, research the target company and show how you can help solve a problem. It's not just personalizing the email; it's demonstrating understanding of the target and what you can offer them. It's basic human decency, but still applicable: be respectful. Gatekeepers will notes a dismissive or demanding salesperson. And, if they need that product or service, the gatekeeper will look elsewhere. In 2018, Natasha was tasked with finding an alarm system, water cooler, and other aspects for a new building. The man she was looking to buy from refused to talk to her, insisting on interacting with her executive at every stage of the buying journey. Natasha ultimately ended the partnership with his company because he refused to work with her, and she found a different supplier. Salespeople have a long-standing perception that they need to speak with the decision-maker. But the decision-maker doesn't necessarily mean the top-level executive. It's whoever is in charge of the decision (I know, it's shocking.) Develop (and maintain) a relationship with the gatekeeper to be effective. Find a balance between demonstrating product knowledge without going over people's heads. Don't explain hyper-specific nuances, but emphasize what sets your product apart from the competition. Maintaining a relationship is just as important as the initial sale. Remember, executives meet with 5-15 people each day. And executive assistants interact with dozens more. If you don't interact with the gatekeeper until it's time to upsell a year later, that gatekeeper will not remember you.  Maintain the relationship, stay in touch, and develop a personal connection to ensure the gatekeeper reaches out when the time comes. Connect with her on LinkedIn (at natashabeingww) to learn more about her experiences.  This episode is brought to you in part by Skipio. Are you sick of crickets? As a salesperson, the pain of reaching out with phone calls or emails and not receiving a response is real. But all text messaging is not created equal. 85% of people prefer text over email and phone calls because they want to engage in a conversation, not listen to bots. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com. This course is brought to you in part by the TSE Sales Certified Training Program, designed to help new and struggling sellers master sales fundamentals and close more deals. Help elevate your sales game and sign up now to get the first two modules free! You can visit www.thesalesevangelist.com/closemoredeals or call (561) 570-5077 for more information. We value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We'd love for you to join us for our next episodes by tuning in on Apple Podcast, Stitcher, or Spotify. You can also leave comments, suggestions, and ratings for each episode you listen to!  Read more about sales or listen to audiobooks on Audible and explore their huge online library. Register now to get a free book and a 30-day trial. Audio provided by Free SFX and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Thanks for tuning into the Catapulting Commissions Podcast with your host, Anthony Garcia. On today's monologue episode, Anthony is breaking down a major aspect of your sales practice that could be holding you back from achieving your goals this year--that's being selfish. But it isn't that simple--it's about prioritizing just that. Join Anthony as he outlines what this means, how to avoid the pitfalls, boost yourself into next year, and catapult your commissions.    Whether or not you achieved your 2021 goals, you're not alone. Either way, you need to understand that 1) yes, you either hit your goals or you didn't. 2) You can't give up on yourself. So, what is it that could be holding you back from your 2022 goals? What if you put yourself first? What if you were the priority, and the goal was secondary? We've dived into how you can achieve those goals before, but consider this the asterisk.    There are four ways you can show love to yourself that will help you get over the hump and power through adversity when it arises. You're carrying a heavy load on your shoulders, so it's critical that you take the time to do so. You weren't the person you were 12 months ago.   The first way you can show yourself love is through taking care of your physical health. So many other aspects of your life--your relationships, your work, and your mental health will all suffer. Moving in any way you can will benefit you greatly. This is more of a mental health exercise than it is physical. Taking it seriously will offer you clarity and motivation.    Second, evaluate your personal relationships. Personal relationships in your life that bring out negative energy can have a detrimental impact to the overall process of success and goal setting. Consider who you spend the most time with within your day-to-day. Colleagues, co-workers, peers, and even significant others. If that person brings negative energy into your life, it may be time to take a closer look at what serves you from that relationship. If you love yourself, the way you're supposed to love yourself, you're not going to allow a relationship to have that type of impact on your life. If it's not there, are you willing to do the work to get there? If not, that relationship has got to go.    Another way you can love yourself is to love your finances. When you're stressed about money it negatively impacts personal and professional relationships. Your skills as a sales manager, partner, parent, and entrepreneur all slide when your attention is honed in on how you'll pay your bills. The consequences are grave when you are consumed by that stress. Get a finance coach if you can--if not, there are plenty of free resources that can help you get your money in order.    Finally, and this one is tied into many of the other steps, is to prioritize your mental health. It shouldn't be secondary. What can you do to better your mental health? Is it a staycation? Is it one of the other aspects we talked about earlier? Don't be too proud--this is something necessary for the health of you, your relationships, and your work. 

Kendra believes the way we sell has changed forever. Now, we have a whole new way we can work with people that we can layer onto traditional selling. You don't have to get on a plane or drive to meet a prospective customer—you can still connect with people digitally. Digital selling allows you to meet with more people and connect with them in bite-size pieces.  Plus, if you're going to be successful with selling, you need to try new things. Kendra points out that you should have been selling digitally before the pandemic hit. The pandemic should have just accelerated your current strategy.  Outline of This Episode [1:03] The difference between digital and social selling [1:41] How to improve digital selling capabilities [3:11] The perfect digital selling strategy [5:02] Attributes and characteristics of a great digital seller [6:33] Continued communication is key [8:05] Kendra's top 3 digital selling dos and don'ts [11:13] Be on the leading edge of technology Attributes and characteristics of a great digital seller They can be trained on a CRM, how to use LinkedIn, etc. but people most often get tripped up on video. Why? Because you are front and center. You can't look down and take notes and it's difficult to look someone in the eyes. Salespeople have to master connecting and engaging through video. Kendra also emphasizes that writing has never been a more critical skill than it is now. You have to be able to write emails, text messages, and social media posts. Emotional intelligence is also critical. Can you sense another person's feelings when you're limited with body language?  Continued communication is key Kendra believes that continued communication is important from a strategy perspective. Whether it's recapping a conversation via email, video, or text—you need to stay in touch frequently. In the past, salespeople didn't always do this and could get away with it. But things are more competitive now than ever before. If you're going to differentiate yourself, frequent communication via a variety of tools is important.  Kendra's top 3 digital selling dos and don'ts Kendra's digital selling dos and don'ts are stellar:  Don't shy away from using your camera, even if your client doesn't turn there's on. Communicate more frequently using different mediums—including text messages.  Pay close attention to what your prospects and clients are saying so you can tailor your discussion.  Don't use the same canned email for every sales situation. Sequences can help you streamline the process but the sequence needs to be tailored so your prospects and clients feel heard. Don't use the same communication method. Kendra had a prospect that wouldn't respond to email or voicemail. So she sent a LinkedIn message to mix it up. If you have their cell phone number—and they use it in their email signature—it's perfectly acceptable to send them a text.  Don't shy away from using the phone. It was the “first” digital strategy.  Be on the leading edge of technology When Kendra first started in sales, she had too many clients to cover on her own. Kendra had 300 installed accounts. She didn't have time for everything she had to do and still hit her quota. She couldn't go out and meet with every single client and collect orders, which felt like the most important part of the process. You need that face-to-face interaction and connection.  But why couldn't she get some of the information from a fax (which at the time was new technology)? She'd simply start to accept orders from clients via fax. Ever since, she consistently looks at her process and asks, “What can I do that's different from everyone else? How can I be the leading edge and stand out?”  Kendra got an award for taking orders over a fax machine because no one had done it before. All because she took initiative and focused on being on the leading edge of technology.  Connect with Kendra Lee Connect on LinkedIn Follow on Twitter Connect With Paul Watts  LinkedIn Twitter  Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com

If you think sales is an easy job, try cold calling an angry CMO at 1:22 in the afternoon.  If you're not too busy crying afterwards, it might be time to discuss what it really takes to be in sales. On this episode, Travis speaks with Reid Anderson, Enterprise Sales at PandaDoc, about overcoming adversity in sales and how to be more effective at cold calls, demoing, and negotiation.  In this episode: How to detach from the outcome and make the next dial Pulling the truth out of passionate responses Facetime cold calling: genius or worst idea ever? Subscribe to The Customer Engagement Lab here and never wake up in a cold sweat worrying you missed an episode ever again. Listening on a desktop & can't see the links? Just search for The Customer Engagement Lab in your favorite podcast player.

Timestamps:[0:44] Giveaway winners![3:12] Elevate the Entrepreneur series.[5:53] Imposter syndrome.[11:03] Leaders vs Salespeople. Links & ResourcesIf you are a Network Marketing Professional, well shoot there is a little less than 90 days left in 2021! We're going to say it...you NEED to get your hands on the 90 Day Habits bundle as it is the #1 tool for network marketing professionals to build their business daily over a 90 day cycle!Get yours TODAY HERE and use code GETTINGMAGNETIC15 for 15% off!--Let's Connect!To get more info and updates on the podcast@gettingmagneticFollow our personal instagram accounts@sandyclaus7@wellnesswithwadeCheck out our website for all things Getting Magnetichttps://www.sandyandwade.com/Show Support:If you enjoy this podcast please Rate, Review, Subscribe and SHARE this out on Apple PodcastsBig shout out to our team that makes this show possible!If you are looking to start your own podcast hit up @upstarterpods on Instagram!