Podcasts about salespeople

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It used to be that best practices in sales were pretty standard across the board. But since the pandemic and with the advent of artificial intelligence, says Lance Tyson, founder of the Tyson Group sales consultancy, it's like the Wild West out there. Suddenly, everyone's playing by different rules, and the best sales approach can vary, depending on the seller, the target, the industry, the region of the country. The keys, Tyson says in this week's bonus episode, are to pay attention and stay flexible. Along the way, he also addresses a host of hot topics: How important is it to see a prospect face-to-face? Is cold-calling dead? Will A.I. replace sales trainers? What's the right balance between base and commission? How do you handle the salesperson who can't or won't be a team player? How do you get salespeople to take maintaining their CRM seriously?

What inspires you to be the best sales representative in your company? Is it to take a vacation to Hawaii?  Is it to earn enough to buy your significant other a horse? Or maybe you just want to have money and live comfortably.  Despite naming off different common wants most people want in their lives, many salespeople don't know what they really want. So, how do you dig deeper into your wants and discover your real desires? In this episode of the TSE podcast, host Donald Kelly speaks with Travis Ashby, a seasoned sales professional, on the deeper desires of salespeople beyond monetary incentives. Travis shares his journey of finding his purpose and how it led him to create a platform that helps sales leaders understand and support their team's goals and ambitions. The Changing Landscape of Sales Incentives Travis highlights how the world of sales has evolved, particularly in light of recent events like COVID and the "great resignation."  He explains that today, salespeople are looking for more than just a paycheck, and leaders must adapt their approach to motivate and retain their sales teams. Going Beyond Transactional Motivation Travis emphasizes that monetary incentives and transactional rewards such as gift cards, cash bonuses, and swag have historically driven sales.  However, he believes that true motivation and happiness in sales come from aligning personal goals with company objectives. Helping Sales Reps Discover their True Desires Travis reveals that when asked about their goals, many sales reps struggle to articulate their desires beyond surface-level wants like money or a vacation.  He emphasizes the importance of leaders taking the time to dig deep and understand what truly brings happiness and fulfillment to each team member's life. The Power of Public Goals and Accountability By visualizing and sharing their goals with others, salespeople experience a sense of accountability and support.  Travis introduces his concept of an "inspiration engine," a tool that helps individuals analyze their personal happiness equation and take actionable steps toward their goals. When others are aware of these goals, they can offer assistance, encouragement, and hold individuals accountable for their progress. The Value of "Sacred Money" Travis shares a personal story about his mother's passing and the lessons he learned from it.  He explains the concept of "sacred money" – money intentionally set aside for things that bring happiness and fulfillment.  By adopting this mindset, sales reps can align their financial resources with their deepest desires, whether it's surprising a loved one, pursuing a passion, or overcoming obstacles. Fostering a Culture of Care Travis emphasizes the importance of managers caring about their sales team members' personal and professional aspirations.  He encourages leaders to ask meaningful questions about their team's happiness equation, helping them uncover what truly matters and taking steps to support their goals. Travis concludes the episode by highlighting the need for trust between companies and employees. He introduces "WorkLyfe," a platform that acts as a third-party intermediary, fostering trust and privacy while facilitating the alignment of personal and company goals. By encouraging a communal approach to supporting individual goals, WorkLyfe aims to revolutionize sales leadership and create happier, more fulfilled sales teams. “When I ask someone that question, or when a manager asks reps that question, I'd say 70% of the time, the reps have no idea. I don't know. And so they need help figuring that out.” - Travis Ashby. Resources Worklyfe.io Sponsorship Offers This episode is brought to you in part by Hubspot. With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales. 2.            This episode is brought to you in part by LinkedIn. Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse. 3.            This episode is brought to you in part by the TSE Sales Foundation. Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin. Credits As one of our podcast listeners, 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, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, 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.

James works with a large financial services organization responsible for developing sales and sales leadership training content and 1:1 professional coaching at various levels. James has spent 25 years leading sales teams with a coaching, training, and teaching slant.  Over the years, he has developed expertise in adult learning, overcoming personal mental blocks, professional coaching, and leadership.  In 2016, he ramped up his learning journey by joining the John Maxwell Leadership Certified Team, where he received professional coaching, Leadership, Speaking, and DISC certifications.  His mission is To create significant impact, positive change, and superior results in others.   James published his first book, Break the Cycle: The 8 Essentials of Effective Sales Leadership, last November.SHOW SUMMARYJoin hosts Larry Levine and Darrell Amy on the Selling from the Heart podcast, where authenticity and trust in sales are the focal points. In this riveting episode, seasoned sales strategist James Hoard shares insights from his 25 years of experience in sales and leadership. The discussion delves into the core principles of effective sales leadership outlined in his book, "Break the Cycle: The Eight Essentials of Effective Sales Leadership." From the importance of a coach-first mentality to the significance of observing and guiding sales teams, James reveals invaluable strategies and personal anecdotes that define authentic sales leadership. Aspiring sales leaders will discover actionable advice and key takeaways for nurturing their leadership skills.KEY TAKEAWAYSGenuine Desire to Help: Selling from the heart means having a sincere desire to assist and support clients authentically.Eight Essentials of Effective Sales Leadership: These essentials encompass crucial aspects such as having a coach-first mentality, observing and understanding team performance, and adopting foundational leadership practices.Leadership Book Recommendations: John Maxwell's "Developing the Leader Within You 2.0" and "The Road Less Stupid" are recommended reads for sales professionals aspiring to enhance their leadership skills.Salespeople Transitioning to Leadership: Aspiring leaders in sales should focus on foundational leadership skills, ask key questions about their leadership style, and seek mentorship.QUOTES"Coaching is about an authentic conversation, authentic relationship where I, the coach, ask questions to help you self-assess what's happening so you can determine your best path forward.""If you're a sales leader, you must see your team execute. Observation based on evidence is crucial in understanding your team's performance.""Salespeople should read leadership books; it helps understand the minds and hearts of leaders, which is valuable in sales interactions."Learn more about James F. Hoard: LinkedIn: https://www.linkedin.com/in/hoardjames/Link to book: https://www.amazon.com/Break-Cycle-Within-Sales-Organization/dp/B0BL4ZRV6BLearn more about Darrell and Larry: Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/Website: https://www.sellingfromtheheart.net/ Got a video about how you sell from the heart? Share it by texting VIDEO to 21000.Please visit BarnesandNobles to order your copy of the rerelease of the Selling from the Heart book. SUBSCRIBE to our YOUTUBE CHANNEL! https://www.youtube.com/c/sellingfromtheheartPlease visit WHY INSTITUTE:https://whyinstitute.com/Please go to WORK BETTER NOW:https://www.workbetternow.com/Click for your Daily Dose of Inspiration:https://www.sellingfromtheheart.net/dailyCheck out the 2023 Authentic Selling Challenge:https://authenticsellingchallenge.com/Get your Insiders Group FREE PASS here:https://www.sellingfromtheheart.net/free-pass

Greg Romanzo and his partners spent 17 years growing a freight forwarding business. As the company expanded to 200 employees, the partners faced a realization: their decisions now impacted 200 families. This responsibility became overwhelming, and they decided to sell.

When was the last time you did something nice for someone? Did you notice how their eyes shine bright like a diamond?  How about their smile? Did it become as big as the Grand Canyon? When people become this happy from others making nice gestures, it creates a warm feeling they'll never forget. This is why sales representatives should take advantage of this, and Donald Kelly is here to tell you why. In this episode of The Sales Evangelist podcast, Donald explores the importance of showing appreciation to prospects and clients as a sales professional. Listen to this special Thanksgiving episode for seven powerful ideas to help you build stronger and lasting client relationships.  Utilize LinkedIn Sales Navigator Donald recommends creating a list on LinkedIn that includes all of your customers and prospects. This lets you be notified whenever they change jobs, get promoted, or leave their company.  Acknowledging these developments and sending a personalized message demonstrates that you care about your client's success. Put Them on Blast Highlighting your clients on social media platforms such as LinkedIn is a powerful way to show appreciation. Posting about their achievements, charity work, or unique offerings not only acknowledges and recognizes them, but also boosts their visibility and reputation.  This gesture can go a long way in building stronger relationships and fostering goodwill. Consider Appropriate Gifts While gifts may not be suitable for all industries or clients, sending a thoughtful gift can leave a lasting impression for those where it is feasible.  Be mindful of any restrictions or guidelines and choose a gift that aligns with the client's interests or preferences.  A small gesture, such as a fruit basket or an edible arrangement, can go a long way in showing appreciation. Offer Referrals Actively seek opportunities to refer your clients to others in your network.  Your efforts to connect them with potential prospects show you value their business and believe in their products.  Referrals can lead to long-term partnerships and significant business growth, making this strategy a win-win for both parties. Send Personalized Emails A simple, heartfelt email can go a long way in showing appreciation.  Craft a personalized message expressing your gratitude for their support and how much you value their partnership.  Keep the email genuine and focus solely on expressing gratitude without any sales pitch or ulterior motive.  This gesture will leave a positive impression and show that you genuinely care about your client's success. Consider Upgrades Consider offering upgrades to higher tiers or additional features for loyal and exceptional clients. This shows that you recognize their value and are willing to invest in their success.  Offering upgrades not only enhances their experience with your product or service but also encourages them to advocate for your brand, potentially leading to additional revenue. Donate to Charities Research the charitable organizations that your clients support or are passionate about. Donate to those organizations on your clients ' behalf during specific times of the year or trigger events and inform them about it.  This not only demonstrates your commitment to social responsibility but also showcases your attentiveness to their interests beyond business transactions. If you would like to show appreciation to Donald, consider donating to his favorite charity, A Bed for Me. In this episode, Donald Kelly emphasizes the importance of appreciating prospects and clients as a sales professional. By incorporating these strategies throughout the year, sales professionals can strengthen relationships, build trust, and pave the way for long-term success. Remember, a little gesture of appreciation can go a long way in positively impacting both your business and the lives of those you serve. "Show your appreciation. Your words matter. These are simple gestures from you for sending that email. Just because. You are absolutely amazing. I just want to send you an email and tell you thank you. No tricks, no gimmicks here. It's a pleasure working with you." - Donald Kelly. Resources A Bed for Me Foundation  Donald C. Kelly on LinkedIn Sponsorship Offers This episode is brought to you in part by Hubspot. With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales. 2.            This episode is brought to you in part by LinkedIn. Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse. 3.            This episode is brought to you in part by the TSE Sales Foundation. Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin. Credits As one of our podcast listeners, 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, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, 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.

Welcome back to another episode of the CRO Spotlight Podcast! In today's episode, we dive deep into the world of Chief Revenue Officers (CROs) and their impact on B2B businesses. Our guest, Dwayne Default, is a seasoned CRO coach and go-to-market adviser, bringing a wealth of experience and insights to the table. We discuss the challenges and opportunities faced by CROs in today's ever-changing business landscape. Throughout the episode, we explore the misconceptions surrounding product-led growth and the vital role of salespeople in building relationships and driving revenue.We also highlight the need for CEOs to understand their specific problems before hiring a CRO and the importance of balancing short-term and long-term decision-making.00:52 CEO discusses sales, relationships, and automation's impact.05:36 Movies created stigma for sales over time. Salespeople create relationships and are necessary.07:15 Reevaluating product-led growth and its implications.10:49 Rise of chief revenue officer in tech.15:37 Building without customer conversations leads to failure.17:23 Scale with caution, monitor metrics closely.22:49 Segmentation, conversion, cost, measuring, sales impact, self-on boarding.27:30 Customer retention is crucial for sustained growth.31:34 Grow by stepping out of comfort zone. Lean into strengths for personal success. Identify and bring in expertise where needed.34:39 They offer support for better odds.38:18 Navigating job uncertainty in a pandemic.39:09 Red ocean filled with products, be cautious.42:58 CEOs must understand and manage expectations.46:29 Bootstrap company grew from 2 million to 11.5 million during COVID. Coaching and consulting, partnerships, CRO coach. Stepping back into the game as CRO.50:02 Important tool for working world, combining skills.53:50 Excited to see why companies struggle to implement.

Does this sound familiar? You've been told to follow a generic sales processin order to achieve better results, but it's not working. You're feeling the painof wasted time and missed opportunities as you struggle to align with yourbuyer's needs. It's time to break free from the ineffective actions anddiscover a new approach that will truly improve your sales outcomes. In this episode, you will be able to:- Discover champion selling and advocacy strategies to boost your sales success.- Learn the importance of building trust with champions and how it can drive your sales results.- Gain insights on aligning your sales process with the needs of your buyers for better outcomes.- Unlock the power of multithreading and engaging multiple stakeholders to close more deals.- Harness the effectiveness of texting in your communication to increase sales engagement and conversions.My special guest isDarin Alpert, an experienced GTM professional and entrepreneur, joinsKevin Dorsey on the Live Better Sell Better podcast to share his expertise onaligning the sales process with buyer needs. With a background in foundingand selling companies, as well as receiving backing from renowned investorMark Cuban, Darren brings a wealth of knowledge and practical insights tothe discussion. Together, they delve into the importance of having achampion or coach in the sales process, exploring the characteristics thatdefine a true champion and offering guidance on how to identify and developthem. With a focus on multithreading and transforming champions intoadvocates, Darren provides actionable strategies for maximizing salesoutcomes by aligning with the needs of buyers. Sales professionals looking toenhance their success will find this episode to be a valuable resource. The key moments in this episode are:         00:00:06 - Introduction          00:01:14 - The Importance of Champions                   00:03:57 - Defining Champions, Coaches, and Mobilizers                   00:06:11 - Challenges as a Buyer                   00:09:02 - Buying Reputation          00:12:32 - The Importance of Communication and Understanding in Sales          00:13:34 - The Role of Salespeople as Consultants          00:14:53 - The Negative Impact of Speed in Sales            00:17:37 - The Importance of Multithreading in Sales          00:24:57 - The Importance of Customer Stories          00:26:07 - Buyers Prefer Talking to Yodas            00:27:32 - Power and Influence in Sales          00:29:03 - Leveraging Internal Champions          00:30:57 - Building Champions Through Product-Led Growth

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

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, Andy and I discuss what it takes to be an elite sales warrior! Chapters: 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 @officialandyelliott 01:00:28 Call Andy any time, 918-210-0254 _ Thanks for watching! Check out another playlist on my channel: Dropping Bombs Full Episodes:    • Is This Really Better Than CLUBHOUSE?...   BUSINESS - Advice:    • The Future of Learning | Virtual Tech...   SALES - Close More Sales:    • 4 Huge MISTAKES You Should AVOID | Cl...   LIFE - Lessons:    • 5 Factors for GUARANTEED Success in 2023   _ SUBSCRIBE to Brad's top-rated podcast DROPPING BOMBS: https://www.droppingbombs.com/ Subscribe and Review Dropping Bombs on iTunes: https://apple.co/3hAkuOK Subscribe and Review on Stitcher: https://bit.ly/2VCi9KT Subscribe on Soundcloud: https://bit.ly/3xDswfp _ Make MONEY with Me: https://www.lsvtarmy.com/ Get My BOOK: https://www.bradlea.com/the-hard-way​ MASTER sales and closing: https://www.closerschool.com/cs Join My weekly Zoom calls: https://www.closerschoollive.com/cs-l... _ Follow Me on: Instagram:   / therealbradlea   Facebook:   / therealbradlea   Twitter:   / therealbradlea   LinkedIN:   / bradlea   Tik Tok: https://www.tiktok.com/@therealbradle... _ #BradLea #therealbradlea​ #DroppingBombs​ #saleswarrior

Do you subscribe to various sites that send you useful information, uplifting quotes etc? The following morsel popped into my inbox the other morning, “People don't care how much you know, until they know how much you care–Anonymous”. Wow! What a powerful reminder of the things that really matter in our interactions with others. This piece of sage advice should be metaphorically tattooed on to the brain of every single person involved in sales.  Don't miss it – we all know selling stuff is a tough gig. Rejection is the normal response to our spiffy sales presentation and follow up offer. You have to be mentally tough to survive in a sales job. You need other things too. Product and technical knowledge is important. Total command of the detail is expected by clients. This has to be a given, so if you don't know your stuff cold then get studying. However, we also need to be careful about what we focus on. Are we letting the product details and features confuse us about what selling is really all about?  I am a buyer too and am constantly amazed by what some people get up to. Some salespeople I have encountered remind me of an icy mammoth trapped in a time warp from the past, still trotting out the product brochure and seeing if I will go for one of their goodies?   You don't like that one, well then how about this one, or this one, or this one, ad nauseam? I want “blue” but they keep showing me 50 shades of “pink”. They are playing that pathetic, failed salesperson game named “process of elimination”. Why on earth are they doing this?  I want to buy, but are they really showing me they are focused on understanding me? Are they demonstrating to me that they foremost care about my benefit? Are they communicating to me that, “in your success Greg, is my success”? Or do they come across not with stars in their eyes, buy $$$$ signs?  I can recall seeing them sitting across the table from me, mentally salivating at the thought of the big fat commission this sales conversation is worth? I can sense they have already bought their new Beemer before the ink is dry on our agreement? Actually, there is no agreement, because I don't buy from these types of amateur salespeople and that is the same reaction from most people.  The quote at the beginning, “People don't care how much you know, until they know how much you care” reminds me of a great Japanese word, which should be embraced by everyone in sales - kokorogamae (心構え).  It can be simply translated as “preparedness” but the Japanese nuance goes much deeper than that. Anyone studying a martial art or a traditional Japanese art (道) will immediately be on my wave length, when they hear this kokorogamae term. I would prefer to translate it as “getting your heart in order”.  This means to really hark back to your most basic principles of true intention. What we can call True North – the purity of our intention. What is the spark in our heart driving our behavior? Is it the money or is it the serving? Is it what we want or what the client wants? Is this going to be a long-term relationship or a fleeting transaction?  Salespeople need to start by searching their heart for their true intention. Huh? Does this sound a bit too “hug a tree” California emotional for you? Why do I recommend searching your heart? Because clients can sense your motivation isn't centered on their best interests and therefore they won't buy from you. The trust is never established.  Of course, there are the exceptions – the Hollywood image of the “smooth talking” salesperson who could sell you anything and will certainly try to. They are like skyrockets that initially blaze through the night and then explode! They are here for a good time not a long time and they give the profession of sales a bad brand.  The best Japanese salesperson I ever interviewed for a sales job was a criminal. The criminal part didn't surface immediately, but came up later through some background checks (note to Sales Managers – do background checks!). He was absolutely brilliant in the first two interviews, polished, genius personified in the role play, and WOW, what a fantastic closer! I thought “Yes!” at last, I have found my perfect Japanese salesperson. Actually, he was a liar, a thief and a baddie. He had zero True North orientation and his kokorogamae was plain wrong. What a wake up and smell the coffee for me.  When you have the client's best interests in mind, you do all the right things. You ask well designed questions to fully understand how best you can serve the buyer. You present your solution in such a way that the buyer feels this is exactly what I have been looking for. You calmly handle any hesitations or concerns from the client, reassuring them that what you have is exactly what they need. And you are confident to ask for the order. That is the sales professional in action  So let's ignore the outliers, those riff raff of push sales and come back to the vast majority of salespeople who are not evil, just inept. Change your heart, focus on True North, purify your intentions, show you genuinely care about the buyer's best interests before your own. If you do that every single time you meet a client, you will have get success in sales and build a power personal brand.  Action Steps   Don't even raise the subject of your product until you know what the client needs To uncover client needs ask well designed questions Get your kokorogamae right before you do anything focus on the client's success before your own success  

Does this sound familiar? You've been told that in order to achieve better negotiation outcomes, all you need to do is focus on your sales pitch and product features. But let's be honest, how many times have you felt the pain of losing a deal even after delivering a flawless presentation? It's time to break free from that ineffective action and understand the procurement process. By gaining a deep understanding of how your buyers make purchasing decisions, you'll finally be able to unlock the secrets to winning and achieving the results you desire. Mark Raffan, founder of Negotiations Ninja, brings a unique perspective to the world of negotiations. With a background in procurement, he has seen firsthand the inner workings of the "devil's lair" and understands the challenges salespeople face when dealing with procurement teams. Mark's mission is to transform unsuccessful negotiators into successful ones by providing training and coaching. He believes that the key to negotiation success lies in thorough preparation. Unlike the flashy portrayals we often see in movies, Mark emphasizes that most negotiations are strategic and require a well-thought-out plan. The biggest mistake people make is going into negotiations without a clear objective or strategy. Mark teaches salespeople how to define their goals and break them down into concrete, achievable outcomes. By understanding both their own needs and the broader objectives of their business, salespeople can negotiate effectively and drive value throughout the negotiation process. Mark's approach challenges the traditional view of negotiations and empowers sales professionals to take control and achieve better outcomes. Don't sacrifice your own needs in favor of the customer. Be selfish and think about what you want to achieve in the negotiation, while still delivering value to the customer. - Mark Raffan My special guest is Mark Raffan Mark Raffan is the head of training at Negotiations Ninja, a prominent negotiation training and coaching business. With a background in procurement spanning over 15 years, Mark brings a wealth of experience and expertise to the table. Over the course of his career, he has helped numerous salespeople and procurement professionals improve their negotiation skills and achieve successful outcomes. With six years of running Negotiations Ninja, Mark has established the company as one of the leading negotiation training providers globally. Through their training programs, they have delivered valuable insights and strategies to companies across different continents. Mark's approach emphasizes strategic planning and value creation throughout the negotiation process. His extensive knowledge and practical guidance make him a trusted resource for individuals and businesses looking to enhance their negotiation capabilities. In this episode, you will be able to: Master negotiation strategies to achieve success in any business deal. Achieve a balance between your personal and business needs during negotiations for optimal results. Understand the procurement process to gain a competitive edge and improve your negotiation outcomes. Unlock the power of goal-based negotiation to create maximum value for both parties involved. Hone your negotiation skills through practice and become a more effective sales professional. The key moments in this episode are: 00:00:08 - Introduction 00:01:48 - Background and Inspiration 00:05:24 - Juicy Fact 00:07:26 - Biggest Mistakes in Negotiations 00:10:36 - The First Step in Preparation 00:15:12 - Prioritizing Your Needs 00:17:07 - Aligning Sales and Business Objectives 00:18:51 - Lack of Clear Direction in Sales Leadership 00:22:38 - Importance of Financial Metrics in Sales 00:25:51 - Equipping Sales Teams for Success 00:29:11 - Selling with Belief in Value 00:30:48 - Dealing with Challenges and Fluctuations 00:32:05 - Negotiation as a Practice 00:34:16 - Continuous Learning in Negotiation 00:35:15 - Accessing Information about the Counterparty 00:42:43 - Understanding the Hot Buttons in Negotiation 00:43:48 - Born Negotiators vs Skill Development 00:46:15 - Individual Negotiation Training 00:47:48 - The Myth of Win-Win 00:51:35 - Favorite Movie and Closing Timestamped summary of this episode:  00:00:08 - Introduction Mario Martinez Jr. introduces the podcast and the topic of negotiations. He welcomes Mark Raffin, the head of training at Negotiations Ninja, and mentions Mark's bestselling book, Nine Secrets to Win Deals and Influence Stakeholders. 00:01:48 - Background and Inspiration Mark Raffin shares his background in procurement and how he transitioned to training salespeople in negotiations. He discusses his motivation for starting Negotiations Ninja, which was to create more engaging and effective corporate training. 00:05:24 - Juicy Fact Mark reveals that he has made several salespeople cry during negotiations, which he considers both shameful and a badge of honor. He assures listeners that it's okay to feel frustrated or emotional during negotiations. 00:07:26 - Biggest Mistakes in Negotiations The biggest mistake in negotiations is lack of preparation. Mark emphasizes the importance of strategic planning and having a clear goal in mind. He highlights the need to understand the buyer's perspective and hot buttons. 00:10:36 - The First Step in Preparation The first step in preparation is clearly defining what you want to achieve from the negotiation. Mark points out that simply wanting a good deal isn't specific enough and encourages sellers to think about their desired outcomes in terms of value and profitability. 00:15:12 - Prioritizing Your Needs The importance of considering your own needs before the customer's needs is highlighted. While the customer's needs are important, sacrificing your own needs can be detrimental. It is essential to identify and fulfill the needs of the business while also considering personal objectives. 00:17:07 - Aligning Sales and Business Objectives The importance of aligning individual goals with the needs of the business is emphasized. By negotiating contracts that benefit both parties and contribute to the company's growth, salespeople can play a significant role in achieving corporate objectives. 00:18:51 - Lack of Clear Direction in Sales Leadership The lack of clear communication and direction from sales leadership is discussed. Many salespeople are unaware of the specific goals and objectives of the business, resulting in missed opportunities. Sales leaders should provide their teams with clear objectives to guide their negotiations and decision-making. 00:22:38 - Importance of Financial Metrics in Sales The separation between the sales team and the finance team is highlighted as a challenge. Salespeople often lack knowledge about the financial metrics and targets necessary to make informed decisions during negotiations. Sales leaders should demand transparency and provide their teams with the necessary financial information to negotiate effectively. 00:25:51 - Equipping Sales Teams for Success The importance of arming sales teams with the necessary information and tools to negotiate effectively is emphasized. Providing a range of acceptable outcomes for various success drivers, such as price, IP risk, and brand risk, enables salespeople 00:29:11 - Selling with Belief in Value It is crucial for salespeople to believe in the value their product or service brings to the organization and the client. If they don't believe in it, they should find something else to do. Belief in the mission, values, organization, and products is essential for success. 00:30:48 - Dealing with Challenges and Fluctuations Sales professionals often face challenges and fluctuations in their products or organizations. It can be disheartening when things don't go smoothly, but maintaining belief in the mission and staying consistent in their efforts are key to success. 00:32:05 - Negotiation as a Practice Negotiation should be viewed as a practice, similar to religious experiences or mindfulness practices. There is no end state of perfection, but by consistently applying negotiation techniques and continually improving, salespeople can achieve success. 00:34:16 - Continuous Learning in Negotiation Negotiation is not a one-time skill, but a practice that should be continually developed. The more salespeople read and learn about negotiation, the more they realize there is always more to know. Consistently improving and being disciplined are key to success. 00:35:15 - Accessing Information about the Counterparty To access information about the counterparty, salespeople should focus on four question sets: asking about success drivers, finding out what the counterparty wants, anticipating the questions the counterparty will ask, and reflecting on the perceptions of both parties in 00:42:43 - Understanding the Hot Buttons in Negotiation Salespeople often miss understanding the hot buttons for individuals in the negotiation process. It is important to understand the structure and priorities of the procurement team and ask discovery questions to involve them earlier in the conversation. 00:43:48 - Born Negotiators vs Skill Development There is no such thing as a born negotiator. While some people may have natural communication skills, negotiation is a skill that needs to be practiced and developed. Dedication, focus, and practice are key to becoming a successful negotiator. 00:46:15 - Individual Negotiation Training Negotiation Ninja offers live training courses for individuals. While they don't offer on-demand training, the courses provide opportunities for practice and learning from procurement professionals and other salespeople. 00:47:48 - The Myth of Win-Win The concept of win-win in negotiation is misleading. It assumes that both parties can truly win and agree on what is fair. Instead, focus on goal-based negotiation, setting aspirational goals and working towards achieving them to drive value for both parties. 00:51:35 - Favorite Movie and Closing Mark's favorite movie is Casablanca. To connect with Mark, reach out to him on LinkedIn and check out his book "Nine Secrets to Win Deals and Influence Stakeholders." The episode closes with a reminder to download Flymessage IO for increased productivity. Understand the Procurement Process Raffan underlines that understanding the procurement process is an essential factor in negotiation outcomes. This understanding equips sales professionals with insights into the buyers' hot button issues and allows them to anticipate possible challenges. By involving the procurement team early in the conversations, salespeople can facilitate a more streamlined negotiation process, ultimately accelerating their organization's growth. Master Negotiation Strategies Mark Raffan highlights the importance of mastering negotiation strategies for sales professionals. He equates negotiation to a constantly evolving practice, not a one-time event, thus, emphasizing the need for ongoing learning and refinement. Developing and honing these negotiation skills can greatly improve a sales professional's ability to secure favorable deals and drive value for their organization. Achieve Balance in Negotiations Achieving a balance between personal objectives and the overall needs of the business is fundamental in negotiations, according to both Raffan and Mario. This requires maintaining open communication lines with various teams, comprehending the organization's holistic needs and objectives, and effectively translating corporate strategies to the sales team. It's about finding the sweet spot where personal and business needs align, leading to efficient and successful negotiations. The resources mentioned in this episode are: Check out FlyMSG:  the free personal writing assistant and text expander application created by Vengreso. Use this tool to improve your writing and productivity. Get the book Nine Secrets to Win Deals and Influence Stakeholders: Purchase Mark Raffan's bestselling book, Nine Secrets to Win Deals and Influence Stakeholders. This book provides valuable insights and strategies for successful negotiations. Listen to the Modern Selling podcast: Tune in to the Modern Selling podcast hosted by Mario Martinez Jr. In this episode, Mario and Mark discuss negotiations and provide valuable tips for winning over buyers. Take notes and apply these strategies to your own sales efforts. Explore Negotiations Ninja training and coaching: Visit the Negotiations Ninja website to learn more about their negotiation training and coaching services. Whether you're a salesperson or a procurement professional, their programs can help you become more successful in negotiations. Follow Mark Raffan on social media: Connect with Mark Raffan on social media platforms such as LinkedIn and Twitter. Stay updated on his insights and expertise in negotiations. Sign up for Negotiations Ninja newsletter: Subscribe to the Negotiations Ninja newsletter to receive regular updates, tips  

In this week's episode of the Scale Your Sales podcast, my guest is Alyson Baber, the VP of Commercial Sales at Outreach. Alyson is a mom, wife, and tenured sales leader with a non-linear career path. Her background spans across chemical engineering, medical sales, tech sales, and advisory roles. Previously, she helped Zoom scale from $50M to $4B in revenue. She's also served as the Head of Sales at Melio, led new business and expansion sales at SendGrid (now Twilio) and various startup teams within Intuit.  In this episode, Alyson shares insights from her journey, emphasizing the value of continuous learning and challenges, and the impact of supportive relationships in shaping her career. The episode resonates with the idea that every experience has something to teach us, and challenging times can lead to more effective outcomes. The conversation delves into the significance of customer experience throughout the buyer journey, with Alyson stressing the need for empathetic customer interaction and the responsibility of the entire organization in delivering exceptional customer experience. We also touch on the trends in the tech industry, highlighting the importance of communicating value to customers and the cross-functional nature of customer experience.   We discuss:  05:12 – Love growth, learning, and change to expand your skills. 10:16 – Pay it forward, take chances in different roles. 13:18 – Growth is uncomfortable but rewarding; leadership is guiding, not knowing all the answers. 16:04 – Mistakes are opportunities. 25:16 – Customer experience impacts entire sales process.  28:33 – Parents instilled work ethic and resilience. 30:30 – My family time is my family time and I'm there for them.   https://www.linkedin.com/in/alysonbaber/    Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth through customer experience and sales.   Book Janice to speak virtually at your next event https://janicebgordon.com  LinkedIn: https://www.linkedin.com/in/janice-b-...  Twitter: https://twitter.com/JaniceBGordon    Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast     More on the blog https://scaleyoursales.co.uk/blog  Instagram: https://www.instagram.com/janicebgordon    Facebook: https://www.facebook.com/ScaleYourSal...

Paul offers ten principles to help you navigate price objections in this changing economic tide. Show Notes Someone else's opinion does not make your price too high. It's simply their opinion. “My competition is making me cut our price.” Wrong! Only you or your company has the power to cut your price. Never assume your price is too high. Your competitor may just be desperate to sell. Eliminate your team's ability to discount! Salespeople will discount at the first sign of an objection. Don't let them! Nothing gives you greater confidence than a pipeline full of opportunity. What a negotiating edge to be able to walk away from a deal because you have ten more in the pipeline. Did you enjoy the podcast? Go to Apple Podcasts to rate/review the podcast: https://podcasts.apple.com/us/podcast/the-q-and-a-sales-podcast/id1485103513. Click “Listen” then the “ratings and reviews” button. Visit www.ToughTimer.com to get started on the 30-Day Tough-Timer Challenge! Order your copy of Selling Through Tough Times from Amazon or Barnes & Noble! Click here to purchase the latest edition of Value-Added Selling! Interested in our public seminar offerings? Click here to learn more. *** Thank you for tuning in. Our show is updated weekly with the questions you ask. So, please go to the home page to ask the question that you want answered. Thank you to our production team at The Creative Impostor Studios. Be sure to follow our show in your favorite podcast app and share this episode with a colleague or friend. And most importantly...make it a big day.  

Patti DeNucci is the author of the critically acclaimed book, "The Intentional Networker." She is a networking expert and consultant who helps professionals build genuine and meaningful connections. Patti believes that authentic relationships are the key to professional success.SHOW SUMMARYPatti DeNucci joins the Selling from the Heart podcast to discuss the power of intentional networking. She emphasizes the importance of being authentic and purposeful in building relationships. Patti shares her insights on how to navigate networking events with grace and intention. She encourages sales professionals to focus on having meaningful conversations rather than trying to make a sale. Patti also highlights the value of finding your "right people" and investing in your network.KEY TAKEAWAYSNetworking is about building relationships, not making immediate sales.Show genuine interest in others and ask meaningful questions to start conversations.Find your "right people" and invest in building relationships with them.Be intentional and purposeful in your networking efforts.Networking can happen anywhere, not just at formal events.QUOTES"It's about selling one conversation at a time and being your true self.""Drop the idea that you're going to make a sale because of a networking event.""Find your 'right people' and invest in building relationships with them.""Networking happens everywhere. It's just connecting.""Proximity is power when you're around other lifelong learners."Learn more about Patti DeNucci:LinkedIn: https://www.linkedin.com/in/pattidenucci/Learn more about Darrell and Larry: Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/Website: https://www.sellingfromtheheart.net/Got a video about how you sell from the heart? Share it by texting VIDEO to 21000.Please visit https://www.sellingfromtheheart.net/ book to pre order your copy of the rerelease of the Selling from the Heart book. SUBSCRIBE to our YOUTUBE CHANNEL! https://www.youtube.com/@UCi6OCvGpgQjg8YXg0Hst4NAPlease visit WHY INSTITUTE:https://whyinstitute.com/Please go to WORK BETTER NOW:https://www.workbetternow.com/Click for your Daily Dose of Inspiration:https://www.sellingfromtheheart.net/dailyCheck out the 2023 Authentic Selling Challenge:https://authenticsellingchallenge.com/Get your Insiders Group FREE PASS here:https://www.sellingfromtheheart.net/free-pass

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Create Sales meetings in minutes. Lisa Thal is an Author, Speaker, and Business Coach. She has over 36 years of marketing, sales, and leadership experience. She wrote the book "Three Word Meetings."  Lisa coaches leaders on creating sales and business meetings with fun and interesting 3-word topics to create a conversation and inspire your sales team.   Episode 219, 5 Reasons Why Sales People Need to Say No to Grow Their Sales.   Let's talk about the word, No. Since we were kids, we have heard this word. How many times have you been told no in your lifetime? We associate the word No as a negative experience.    Saying "no" may seem counterintuitive for salespeople, but it's an essential part of your journey toward success. Saying "yes" to everything that comes your way can waste time, effort, and resources. In this podcast, I am going to share the reasons why salespeople need to start saying "no" so they can grow in their profession. Discover why saying "no" can be your biggest ally in increasing your sales.   Here are five situations we need to start saying "No."   Saying "no" helps you prioritize:  As a salesperson, our time is one of our most valuable assets, so we must understand that we can't say yes to everyone. Saying "no" allows you to identify the opportunities worth pursuing and prioritize your efforts. When you say "no" to a lead, you're essentially saying "yes" to a better opportunity that matches your goals and strategies.      Saying "no" establishes value and credibility:  When you say "no" to a prospect, you're communicating that you have a deep understanding of their needs and goals and that you're not the right fit for them. This honesty establishes your credibility as a salesperson and creates a value-based relationship with the prospect. Your goal is to work with the clients that have allocated a budget to solving their challenges.      Saying "no" to non-decision makers:  We must find a way to earn a conversation with someone who can say yes. Often, we settle for a meeting with others who have no authority to say yes to our solutions. Yes, we can create allies to help us. You will have to determine how much time you want to spend with someone who can't say yes. Say no to the time wasters!     Saying "no" makes you focus on your goals:  Every salesperson has specific goals and strategies that they want to execute. By saying "yes" to everything that comes your way, you may get off track to reaching your goals and waste time. Communicating "no" helps you focus on your overall vision and mission, taking you one step closer to achieving your objectives.       Understand 'No" could mean not yet: We want to close more sales faster. We must understand that timing is a crucial factor. So, we need to understand better that No could mean not yet. They may be happy with a current vendor but open to our ideas down the road. Or they need more resources to achieve the results they need. So say No for now and reconnect when the timing and budget are right.     Say we must say No to Grow!   In a sales environment where success is linked to our ability to convert clients, it may feel unnatural to turn down any business opportunities. But, as we've seen, saying "no" is an essential strategy for salespeople.    Prioritizing, establishing value, showing expertise, saying no to non-decision makers, setting boundaries, focusing on your goals, and understanding No may mean not yet are all crucial aspects of sales that are amplified by the word "no." So, next time you're tempted to say "yes," rethink and remember that "no" could be the key to unlocking your growth.     Could you do me a favor? If someone can benefit from this share it.   Create engaging sales meetings in minutes!  My easy-to-use process can quickly create impactful meetings tailored to your team's needs.    Learn more at www.Threewordmeetings.com.  

Episode #352: Join us as we talk about how to be the best leader for a successful sales team, how to grow a company from the ground up, and the many opportunities young people have to be successful.Bio:Jason Lee is dedicated to helping new and experienced real investors grow and scale their wealth. Jason's specialty is helping investors grow their portfolio through strategic acquisitions, 1031 exchanges, and selling properties at maximum market value.Jason is a highly recognized real estate broker in the commercial real estate industry. He has worked with several eight to ten figure real estate investors in San Diego County, helping them acquire, dispose, and 1031 exchange in order to improve their portfolio.In the last couple of years, Jason has represented over 100 investors and closed over $300,000,000 worth of real estate in San Diego County.He is well respected by his investors and he is currently one of the top producing commercial real estate brokers in San Diego County.His transactions & insights have been shared in the San Diego Business Journal and Costar. He also currently owns and operates a $50,000,000 portfolio comprising of over 100 units in San Diego County himself, so he can offer advice from a broker standpoint and from an investor point of view.Having a trusted broker on your side who specializes in one asset class, understands property management and financing, and puts their clients' interests above all is what is essential for a successful client to broker relationship.Prior to being a commercial real estate agent, Jason started a Digital Marketing Agency in college where he helped local restaurants increase their online presence by building websites and creating marketing funnels for their businesses. This is what supported Jason's living expenses when he first started as a broker.Prior to that business, Jason worked as a poolside server at the Sheraton Hotel near the SD airport and worked as a sales associate at Nordstrom in Walnut Creek, CA. Jason graduated San Diego State University Magna Cum Laude while working part time to full time every year in school.Contact Jason:Website: https://jlmcre.comYouTube: https://www.youtube.com/@JasonjosephleeInstagram: https://www.instagram.com/jasonjosephlee

This week, in episode 173, Shawn Busse tells Jay Goltz and Mel Gravely why he doesn't want his firm, Kinesis, to be known as a marketing agency. Part of it is his sense that people just don't trust marketers. But Shawn also believes that what Kinesis offers its clients is much more than just marketing. Hearing that prompts Mel to take us through his recent decision to spend a lot of money rebranding his construction business, which he says created alignment throughout the business and would have been worth twice what he paid. Plus: Mel explains how he manages to generate new business without employing salespeople. Jay asks if it's still possible in this tight labor market to enforce attendance policies. And, for the first time in the almost four-year history of this podcast, Jay goes extremely quiet in this episode. What exactly was that about?

In this episode of the Better Presentations More Sales podcast Chet Lovegren aka The Sales Doctor shares tips and ideas to help you with your selling in tough times.Chet believes that if you are blaming the economy for a lack of sales growth you are missing a big opportunity as you are convincing yourself there's nothing you can do to make sales happen. There is and Chet shares ideas and insights.Why do companies stop investing in sales coaching or training time and money when things get tough? Isn't that the time their salespeople need most help? Chet also shares his thoughts on sales training and how archaic some approaches remain to something that is so vital to sales success.We also talk about sales leaders and Chet identifies the differing traits between great sales leaders and the not so great, the latter often being those who got promoted because they were the best salesperson and they continued to think unless they keep selling targets won't be hit.  Chet is the founder of The Sales Doctor and hosts The Sales RX podcastYou can find Chet on Linked In Chet's two top tips baaed on empathy:Salespeople understand what your customers are going through. Talk to them.Sales Leaders avoid the disconnect between what you think your team wants and what they actually want. Here are the links to the Coaching Zoom calls I mention: Key Presentation Coaching Page Key Sales Pitch Coaching Business Leader Presentation Coaching page Check out my new book: 7 Steps to Successful Presentations (USA) - 7 Steps to Successful Presentations (UK) - all the royalties I receive go to the Children's Hospice South West Thanks for listening. If you like the show please do leave a review.Here's how you can connect with me, Trevor Lee, and find out more about how I can help you deliver confident and successful presentations and sales pitches.One to One Business Leader Presentation Coaching Business teams Presentation Training 15 Minute Free 'How can I help you' Zoom callTrevor Lee WebsiteTrevor Lee Linked Trevor Lee You TubeBook: 12 Business Lessons from Running an Ultra Marathon

Salespeople know that selling to an existing customer is easier than selling to a new one, but few take the time to ensure every customer's sales journey maximizes future sales. To learn how we can systemize recurring revenue, we sat down with Troy Small, a former Marine Corps Drill Instructor and current VP of Sales at Skyway Acquisition. He showed us how the buying journey can be constructed to ensure more engagement and more renewals and follow-on sales. It's all in this week's Bulletproof Selling Podcast!

In this episode of Books for Men, Douglas Vigliotti discusses his own novel, Tom Collins, which was released (almost exactly) two years ago. The book follows the story of a 30-year-old salesperson named Christian Ballantine who sleeps with an older woman, only to later discover that she is his new boss's wife. The book explores the theme of consumption versus creation and raises questions about what truly matters in life. Douglas reflects on his writing process and the challenges of releasing his work. He also mentions that the book is available as a free audiobook on the podcast, Slightly Crooked: Good Stories, Told Well. He emphasizes the importance of focusing on the craft of storytelling rather than external metrics and encourages listeners to share the podcast episode, as well as connect with him on Instagram. The episode concludes with information about accessing full transcripts and signing up for the podcast's monthly newsletter at BooksforMen.org.If you enjoyed this episode, please consider supporting the podcast. Any of the three things below will help provide awareness for the initiative—inspiring (more) men to read and bringing together men who do. (Ladies, of course, you're always welcome!)Share with a friend or on social mediaSubscribe or follow on your favorite podcast platformLeave a rating or reviewVisit BooksforMen.org to sign up for the Books for Men newsletter, a monthly round-up of every episode with full book and author info, all the best quotes, and newsletter-only book recommendations!

Out of ALLLLLL the jobs out there, what profession do you think cheated the most?The gang goes through the listAlso, they talk in-office-romanceIt's more common than you think Who cheats? 1-in-5 employees, that's who Photo Courtesy:  the-sun.com

Disneyland Bum: Jim witnesses the ultimate mic drop as a homeless man sets up his sleeping bag right on the sidewalk by the entrance to Disneyland. Daring people to not give him money. Matthew Perry: We bid farewell to Chandler Bing himself after his untimely death and look into a conspiracy around his recent Batman/Mattman social media posts. Darkest Knight: Diddy claims that Warner Bros will not allow him to dress as the Joker so he is now Batman and he ended the strike? Lets get into it. LET'S JUST TALK!, BOOGIE NIGHTS!, DON CHEADLE!, JIM AND JEFF!, J-BOYZ!, REAL ONES!, HAMMAS!, IDF!, ISRAEL!, BOYS AT HOME!, FENTANYL!, MIDDLE EAST!, OPOID CRISIS!, THEO VON!, PODCAST BOY!, SKANKFEST!, IAN FIDANCE!, JIM NORTON!, JOE DEROSA!, MARRIED!, AMUSEMENT PARK!, THEME PARK!, HARBOR BLVD!, ORLANDO!, DIFFERENCES!, BUBBLE!, SALES PEOPLE!, HELICOPTER!, MALL KIOSKS!, BALLOONS!, HOMELESS!, DOG!, SLEEPING BAG!, ALPHA!, MIC DROP!, BEDTIME!, PANHANDLING!, HHN!, HORROR NIGHTS HOLLYWOOD!, CHUCKY!, RIP!, VIP TOUR!, LAST OF US!, EXORCIST BELIEVER!, THE PURGE!, WATERWORLD!, MONSTRUUS!, LATIN AMERICAN HORROR!, LA LECHUZA!, EL SILBON!, PULQUERIA!, TLAHUELPUCHI!, EVIL DEAD RISE!, MATTHEW PERY!, FRIENDS!, THE OFFICE!, MODERN FAMILY!, BASE LEVEL!, ROSS!, RACHEL!, CATCHPHRASE!, THE EDGE!, SKETCH COMEDY!, JENNIFER ANISTON!, PAUL FEIG!, EARLY 90S COMEDY!, FOX TV!, BATMAN!, MATTMAN!, BAT SIGNAL!, JACUZZI!, TRAGEDY!, METH!, THE DARK KNIGHT!, DIDDY!, TUPAC!, JOKER!, OFFSET!, FUTURE!, THE STRIKE!, SAG!, PROMOTION!, DREW BARRYMORE!, EMOTIONAL!, SINGLE MOM!, QUEER EYE!  You can find the videos from this episode at our Discord RIGHT HERE!

When you give a proactive salesperson “other stuff” to do, the other stuff will always expand, taking more in time and energy than you anticipated, and rendering the proactive sales efforts to an unacceptable smaller part of the person's labors. While my focus is salespeople, the disease is rampant in almost every job description.  Let's unpack this. The XI Community.  Check it out here

It's that time of year, and in Episode 62 Mike makes a strong case for having each of our salespeople draft an individual business plan for the coming year. Referring to the most popular article he's ever published, Mike offers nine compelling benefits (for both the salesperson and the manager) resulting from having sellers write and present their plans, and he also outlines a simple template you can adapt and use. RESOURCES TO HELP WITH BUSINESS PLANS MENTIONED IN THIS EPISODE: Blog Article - Why Salespeople Should Write and Present Individual Business Plans Chapter 26 in Sales Management. Simplified. Chapter 14 in New Sales. Simplified. ___________________________________________ JUST ANNOUNCED – NEW DEVELOPMENT OPPORTUNITY FOR SALES MANAGERS A series of virtual workshops and office hours sessions led by Mike for managers looking to master the best practices and key takeaways from his sales management books. Over three months, benefit from four workshops and three office hours sessions covering critical topics from increasing accountability, maximizing the impact from developmental coaching, becoming smart talent managers who drive more results from their best sellers while quickly addressing underperformance and artfully coaching-up (or coaching-out) struggling sellers. Limited to 25 participants per group to maximize interaction and ensure everyone gets their challenges and questions addressed! The first virtual workshop is December 18th. More info and register at mikeweinberg.com/fastfoundations

When you've got a hammer, everything looks like a nail. But when you've got a toolkit, you start looking at things differently.Join Kevin on a captivating episode of the Sales Code Leadership Podcast as he engages in a dynamic conversation with revenue growth specialist, Andy Champion. Explore Andy's remarkable sales journey and his expertise in scaling sales teams.Andy's leadership combines his military history and sales background, which gives him a unique perspective. The two dig into what drives Andy to land and expand, and the magic that comes as a leader when you are the catalyst in someone else's success. Having begun his career as a Commissioned Officer in the British Army, Andy has spent much of the last two decades building high-performance commercial teams across EMEA for high-growth, pre- and post-IPO technology businesses. He thrives in fast-paced organisations that are innovative and disruptive.Andy has led the entry of multiple businesses into new European and International markets, with two IPOs and an acquisition along the way. His greatest passion at work is to attract and mentor world-class talent within a culture that promotes a deep sense of belonging, and one that delivers exceptional results.The podcast is brought to you by Sales Code, a MEDDICC MEDIA production, helping revenue leaders unlock added value in B2B SaaS sales teams. Your views on our podcast are always welcome, as well as any questions you might have for our podcast guests.Connect with the show host Kevin: https://www.linkedin.com/in/kevinthiele/

Scary issues for business owners and salespeople often boil down to what you're trying to do versus what you're actually able to do. Those gaps are really the things that are going to make the biggest difference. And a lot of what we do with our clients is help them to identify, "all right, how can we help you plug these holes, overcome these fears, so that you can generate the revenue you need and the profit you need to have the business that you want to have." David: Hi, and welcome to the podcast. In today's episode, co host Jay McFarland and I will be discussing scary issues for business owners and salespeople. Happy Halloween and welcome back, Jay. Jay: Yeah, Dave, it's great to be here with you again. And I love the Halloween theme. A lot of times starting out a new business can be very scary. But also, for me the biggest thing is the unknown and how do you plan for that? David: Yeah, that is a great one. It covers a lot of territory too, doesn't it? The unknown, because nearly everything that we think about that scares us in business is probably because we either don't know what it is or we don't know how to handle it when it comes along. So yeah, that's a really nice big umbrella one to start out with. The unknown, which in business includes a whole lot of stuff. Jay: Yeah, I think part of that is having your systems in place so that you're prepared for the unknown. I mean, we talk about the unknown, but in business, I think you can generally deal with those issues. If you've been in business over time, you kind of know annually where the scary times are going to be, but just starting out, it's hard to know. David: It really is. And as I was thinking about this episode and discussing this episode, I took some time, not always a great thing to do, but I took some time to think about what were some of the biggest scares I had over the years in business and what did they generally relate to? And I didn't actually come up with the word unknown. You came up with it, but it really does take into a lot of different things. When we think about unknown, my thinking goes back to the time when you're a child and you're scared of the dark, right? And the reason we're scared of the dark is not because of the dark. It's because we don't know what's in there. It really is about the unknown. It's not our fear of the dark. It's our fear of what could happen in the dark that could potentially be a little scary. So as I was thinking about this in terms of business, and it goes for salespeople, anyone in business, and even people who are employed and just get a salary, there are a lot of things that can come along and make life a lot scarier. A lot of them have to do with money, especially not having enough of it. If you're a business owner, the question, can I make payroll comes up? Can I pay my tax bills? Am I able to afford the things I need to do? Can I pay my mortgage, right, for my home or rent for my business, whatever it is So I think money is a big one and the unknowns that are related to that Jay: Yeah, I agree. Money is the hardest one. And people, especially starting out, they don't really know and understand the term cash flow. Right? So you may be making great money, but people aren't paying you up front or they're not paying you on a regular basis. I've worked for a company where you work for insurance companies and you had to harass them constantly in order to get your receivables paid. And in the meantime, how do you pay for the electricity? How do you pay for your staff? How do you pay for those kind of things? It can be a very difficult situation. David: It really can. And I think a lot of times the default is to say, okay, let's cut costs. What can we cut? And a lot of times that comes with, whatever, it can come with manpower. It can come with overhead. And the problem with cutting overhead, or cutting costs in some cases are first of all,

Create Sales meetings in minutes. Lisa Thal is an Author, Speaker, and Business Coach. She has over 36 years of marketing, sales, and leadership experience. She wrote the book "Three Word Meetings."  Lisa coaches leaders on creating sales and business meetings with fun and interesting 3-word topics to create a conversation and inspire your sales team.   Episode 218, The Top 5 Fears Sales People Have and How to Overcome Them.    How would you describe the characteristics of the salespeople you know? Confident, charismatic, and assertive individuals who can close deals effortlessly. In most cases, that is true, but behind that facade of confidence lies a range of fears that can hold back even the most experienced sales professionals.   Let's explore the top five fears salespeople face and provide solutions to overcome them. Whether you're new to sales or have years of experience, this will help you improve by addressing these common fears.   Fear of Rejection One of the most common fears that salespeople face is the fear of rejection. Nobody likes to be told "no," salespeople often take it personally when a prospect doesn't buy. The fear of rejection can be so intense that it prevents salespeople from making calls, sending emails, or approaching potential clients.   To overcome this fear, we need to change our mindset. Instead of seeing rejections as personal failures, view them as a natural part of the sales process. It's not your identity but a role you perform for the company. Every "no" brings you closer to a "yes." Focus on building relationships with prospects rather than just trying to close a sale. Remember, we aim to schedule a conversation to see if our company is a fit or if we can help them, not sell them. By connecting with prospects personally, you can overcome the fear of rejection and build a loyal customer base.   Fear of Failure Salespeople are often under much pressure to meet their targets and quotas. This pressure can lead to a fear of failure, which can paralyze. Fear of failure may avoid taking risks, or you may give up too easily when faced with a challenge.   To overcome this fear, we need to focus on our strengths. We should identify what makes us unique and use those strengths to our advantage. We can also set realistic goals and break them down into smaller, achievable steps. When you do this, it will give you a sense of accomplishment and help build momentum.   Fear of Being Not Authentic Some salespeople fear that they will come across as pushy, and we want to avoid coming across that way to a prospect or client. Remember that only 5% -15% of companies may need our service today. So, we need to understand that sales are a process.     To overcome this fear, you can focus on building relationships with your prospects. Listen carefully to their needs and concerns and offer solutions that genuinely help them. By being authentic and transparent, you can build trust with your customers and make them feel valued.   Fear of Losing Control Some salespeople fear losing control of the sales process. They worry that the prospect will take over the conversation or ask difficult questions they can't answer.   To overcome this fear, ABP, Always Be Prepared, for each call is critical. Research the prospect and the company before making contact. Know their product or service and the competitive landscape. By having a deep understanding of what you have to offer and the market, you can confidently navigate the conversation and address any objections that arise.   Fear of the Unknown Finally, salespeople may fear the unknown. They worry about new markets, new products, or new sales techniques. They may feel out of their comfort zone and need help proceeding.   To overcome this fear, you can embrace a growth mindset. Approach every challenge as an opportunity to learn and grow. Be open to feedback and willing to try new techniques. By embracing the unknown, you can develop new skills and become more effective.     Overcoming fears is never easy, but it's essential for those who want to succeed. So, Don't be Afraid! By addressing common fears such as rejection, failure, inauthenticity, loss of control, and the unknown, you can develop the confidence and resilience to thrive in any market.   By building relationships, leveraging your strengths, and embracing new challenges, you can become confident and on the road to success. So go ahead, face your fears, and Don't Be Afraid!     Thanks for joining me this week. Could you do me a favor? If someone can benefit from this episode, share it and rate it, or subscribe to where you get your favorite podcasts.     Create engaging sales meetings in minutes!  My easy-to-use process can quickly create impactful meetings tailored to your team's needs.    Learn more at www.Threewordmeetings.com.

In this week's episode of the Millionaire Car Salesman Podcast, you spoke and we listened! Host Sean V. Bradley, CSP and co-host LA Williams answer questions from the Millionaire Car Salesman Facebook group, where we have over 27,000 automotive members! Tune in as Sean and LA discuss techniques for calling high-interest rate clients, juggling multiple customers in the showroom, and the importance of mindset in the car sales industry! They emphasize the need to show customers the problem they have and present themselves as the solution. Listen in to understand the importance of being consistent and creating a mind-blowing experience for customers to encourage referrals!   Key Takeaways Show customers the problem they have and present yourself as the solution. When juggling multiple customers in the showroom, ensure they are at different stages of the sales process. Draw on the customer's pain points and offer solutions to stand out from the competition. Seek first to understand the customer's wants and needs before emphasizing warranties, special rates, or features. "Seek first to understand and then to be understood." - Sean V. Bradley   About Sean V. Bradley Sean V. Bradley, CSP is an entrepreneur, published author, speaker and award-winning international trainer. He is a 15-time NADA/ATD convention speaker, FranklinCovey Certified Facilitator and has earned the coveted “CSP” designation in the National Speakers Association. Sean is also a member of the elite “Million Dollar Speakers Group” in the NSA and a state association speaker and trainer. He has spoken at over 400 NCM and NADA 20 Groups. Sean started Dealer Synergy over 20 years ago, but has been in the automotive industry for almost 22 years. Sean and his Dealer Synergy team are a 14-time Dealers' Choice Award Winner for being the “Best of the Best Internet Sales Trainer” and “Mobile Provider Partner” in the Automotive Sales Industry.    Sean has personally trained over 100,000 Automotive Sales Professionals in 3,500 unique rooftops. However, he literally influences hundreds of thousands of professionals, in and out of the Automotive Sales industry, all over the world, through: his over 4,000 published articles, his best-selling book “Win the Game of Googleopoly”, over 7,000 videos published online, and through Radio Station soundwaves by Hosting the globally recognized Against All Odds Radio Show currently airing in Atlanta, Cleveland, Rochester, and Los Angeles, and the 'internet buzzing' Millionaire Car Salesman Podcast reaching over 1 million Americans! Additionally, Sean is the creator of the Millionaire Car Salesman Facebook Group, with a membership count of 27,000+ automotive professionals.   About LA Williams L.A. has been blind for 30+ years and has had to live in a world with NO SIGHT… only sound, tone and inflection. In addition to being a National Phone Sales Trainer for Dealer Synergy, L.A.is also a very successful Music Producer. He has produced tracks for Dr. Dre, Lil' Wayne, Katy Perry, Karina Bradley and SCORES more. Additionally, L.A. has worked in Movies as well. He was even the voice for Jigsaw in one of the SAW movies! You do NOT want to miss meeting and learning from this incredible human being. He is not just a trainer, he is an inspiration.     The Toxic Culture in the Automotive Industry: A Comprehensive Analysis   Introduction The automotive industry is known for its fast-paced and high-pressure environment, where salespeople are constantly striving to meet targets and close deals. However, there is a growing concern about the toxic culture that exists within many dealerships. Salespeople often face degrading treatment from management, and the turnover rate is notoriously high. In this thought leadership article, we will delve into the main themes discussed in a recent podcast episode of the Millionaire Car Salesman, where industry experts L.A. Williams and Sean V. Bradley answered questions from the audience. We will explore the reasons behind the toxic culture in the automotive industry, the impact it has on salespeople, and potential solutions to create a more positive and productive work environment.   The Toxic Culture in the Automotive Industry One of the main concerns raised in the podcast episode was the prevalence of a toxic culture in the automotive industry. The anonymous question posed by a salesperson with ten years of experience highlighted the issue, asking why the industry is so toxic and why it is accepted that a salesperson has a two-year shelf life. The question also touched on the degrading way in which management often speaks to salespeople and the overall acceptance of the toxic culture within dealerships. L.A. Williams and Sean V. Bradley acknowledged the existence of a toxic culture in many dealerships and emphasized that it is not unique to the automotive industry. They pointed out that toxicity can be found in various industries, such as law, politics, and healthcare. However, they also acknowledged that the automotive industry has a reputation for its toxic culture, which can be attributed to several factors.   One factor is the high turnover rate in the industry. Salespeople often jump from dealership to dealership, looking for better opportunities or escaping a toxic work environment. This constant turnover can contribute to a negative culture, as there is a lack of continuity and stability within the sales team. Additionally, the high-pressure nature of the job, combined with the potential for significant financial gain, can create an environment where egos clash and toxic behavior is tolerated. Another factor is the lack of proper training and support for salespeople. Many dealerships do not invest in comprehensive training programs or provide ongoing professional development for their sales teams. This lack of training can lead to a lack of professionalism and a toxic work environment. Salespeople may not have the necessary skills to handle difficult situations or effectively communicate with customers, which can result in frustration and tension within the dealership. Furthermore, the competitive nature of the industry can contribute to a toxic culture. Salespeople are often pitted against each other, competing for customers and commissions. This competition can create a cutthroat environment where backstabbing and undermining behavior are common. The pressure to meet sales targets and earn commissions can also lead to unethical practices, such as misleading customers or pressuring them into making a purchase.   The Impact on Salespeople The toxic culture in the automotive industry can have a significant impact on salespeople. It can lead to high levels of stress, burnout, and job dissatisfaction. Salespeople may feel undervalued and unappreciated, which can affect their motivation and performance. The constant pressure to meet targets and deal with difficult customers can take a toll on their mental and emotional well-being. The degrading way in which management often speaks to salespeople can further contribute to a toxic work environment. Verbal abuse and disrespectful behavior can erode morale and create a hostile atmosphere. Salespeople may feel demoralized and disengaged, which can negatively impact their interactions with customers and ultimately affect sales. The two-year shelf life mentioned in the question is a common perception in the industry. Many salespeople do not stay in the same dealership for more than a couple of years, either because they burn out or because they are lured away by promises of better opportunities elsewhere. This constant turnover can disrupt team dynamics and hinder the development of a positive and supportive work culture.   Potential Solutions While the toxic culture in the automotive industry may seem pervasive, there are potential solutions to create a more positive and productive work environment. Here are some strategies that dealerships can implement:   Invest in comprehensive training programs: Provide salespeople with the necessary skills and knowledge to excel in their roles. Offer ongoing training and professional development opportunities to support their growth and success. Promote a supportive and inclusive work culture: Foster a sense of teamwork and collaboration among salespeople. Encourage open communication and provide a safe space for employees to voice their concerns and ideas. Recognize and reward performance: Implement a fair and transparent incentive program that rewards salespeople for their achievements. This can include financial incentives, as well as non-monetary rewards such as recognition and career advancement opportunities. Provide regular feedback and coaching: Offer constructive feedback and coaching to help salespeople improve their skills and overcome challenges. Create a culture of continuous learning and improvement. Address toxic behavior: Hold managers and employees accountable for their actions. Implement policies and procedures that promote respect and professionalism. Provide resources and support for employees who experience or witness toxic behavior. Encourage work-life balance: Recognize the importance of work-life balance and support employees in achieving it. Offer flexible scheduling options and promote a healthy work environment. Create a referral program: Develop a structured referral program that incentivizes employees and customers to refer new business. Offer attractive rewards for successful referrals, such as cash bonuses, gift cards, or other incentives.   Conclusion and Future Outlook The toxic culture in the automotive industry is a complex issue that requires attention and action. While it may be prevalent in many dealerships, it is not an inherent characteristic of the industry as a whole. By implementing strategies to promote a positive work culture, provide comprehensive training and support, and recognize and reward performance, dealerships can create an environment that fosters success and satisfaction for salespeople. It is also important for salespeople to advocate for themselves and address any toxic behavior or work environment they encounter. By speaking up and seeking support, they can contribute to positive change and create a more fulfilling and rewarding career in the automotive industry. Looking ahead, it is crucial for the industry to continue evolving and adapting to meet the changing needs and expectations of salespeople. By prioritizing employee well-being, professional development, and a supportive work culture, dealerships can attract and retain top talent, ultimately leading to increased success and profitability. In conclusion, while the toxic culture in the automotive industry may exist in some dealerships, it is not representative of the industry as a whole. By addressing the underlying issues and implementing positive changes, dealerships have the opportunity to create a more positive and productive work environment.     Resources Dealer Synergy & Bradley On Demand: The automotive industry's #1 training, tracking, testing, and certification platform and consulting & accountability firm. The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners.  Also, join The Millionaire Car Salesman Facebook Group today! The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top.  Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes. For more interactivity, join The Millionaire Car Salesman Club on Clubhouse. Win the Game of Googleopoly: Unlocking the secret strategy of search engines.   The Millionaire Car Salesman Podcast is Proudly Sponsored By:  Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the Automotive Industry! We have been building Internet Departments and BDCs for over two decades! It is this experience that has allowed us to develop the absolute best automotive Internet Sales, BDC, and CRM solutions for car dealerships. We have created the most effective training programs and processes. Phone scripts and rebuttals are our specialties, while CRM action plans, strategies, and templates are our expertise! Dealer Synergy will take both your tools and your people to the next level. Bradley On Demand: Automotive Sales Industry's #1 Interactive Training, Tracking, Testing and Certification Platform. With over 7,500 training modules, our platform has everything you and your dealership need to sell more cars, more often and more profitably! Money Mind Mapp (M3): Visit MoneyMindMapp.com for help in revolutionizing your business to help you sell more cars by tracking, projecting, and forecasting your personal sales goals!

In this week's episode of the Scale Your Sales podcast, I'm delighted to take you on a transformative journey to explore the essence of sales greatness in 2024. Drawing from real-life examples, she challenges common perceptions of successful salespeople and shares valuable lessons. Discover the costly consequences of poor sales hires, the power of optimism in sales success, and the top challenges faced by sales leaders today. Janice also discusses the future of sales teams, emphasizing the need for smaller, more focused teams aligned with marketing and customer success. In this thought-provoking episode, you'll gain insights into what makes a successful salesperson, the importance of strategic planning in sales training, and how to adapt to rapidly changing market dynamics. Don't miss our upcoming LinkedIn Live sessions and resources to help you transform your sales approach for 2024. It's time to rethink your sales strategy and make 2024 a year of sales success. Timestamps:  02:44 – Stop holding on to mediocre salespeople. 04:10 – Optimism leads to greater success in insurance. 07:35 – Adapt to buyer preferences with flexible leadership. 12:28 – Hybrid selling, AI, automation drive sales efficiency. 14:49 – Upcoming LinkedIn lives in November. Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth through customer experience and sales. Book Janice to speak virtually at your next event https://janicebgordon.com  LinkedIn: https://www.linkedin.com/in/janice-b-...  Twitter: https://twitter.com/JaniceBGordon    Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast     More on the blog https://scaleyoursales.co.uk/blog  Instagram: https://www.instagram.com/janicebgordon    Facebook: https://www.facebook.com/ScaleYourSal...

Account Planning is something that Salespeople are responsible for. Many Sales Engineers try to stay away from that as it's boring and many salespeople don't come up with a good plan. However, in this video, I make the case why some Sales Engineers should be involved. Here are the questions that we will answer today:   What is an Account Plan? Who is responsible for the account plan? Why should SEs care about having a good account plan? Who would not participate in creating one?   And finally, how to Account Plan? Show Notes: https://wethesalesengineers.com/show289

Paul provides seven things you must do to ensure that your next training initiative sticks. Show Notes Focus on the leaders among your sales team, those folks that others look to for advice. Get them onboard with your training initiative and then leverage that bandwagon effect. Once your team starts utilizing what they've learned, it's imperative that they share their success stories. Salespeople learn from others' success. Focus pre-call planning on the recent training objectives. This ensures that your team will review the content before every sales call. Post-call review. Do it every single time, whether the sale is won or lost. How do you make training stick? You never stop. Make training part of your culture. Did you enjoy the podcast? Go to Apple Podcasts to rate/review the podcast: https://podcasts.apple.com/us/podcast/the-q-and-a-sales-podcast/id1485103513. Click “Listen” then the “ratings and reviews” button. Visit www.ToughTimer.com to get started on the 30-Day Tough-Timer Challenge! Order your copy of Selling Through Tough Times from Amazon or Barnes & Noble! Click here to purchase the latest edition of Value-Added Selling! Interested in our public seminar offerings? Click here to learn more. *** Thank you for tuning in. Our show is updated weekly with the questions you ask. So, please go to the home page to ask the question that you want answered. Thank you to our production team at The Creative Impostor Studios. Be sure to follow our show in your favorite podcast app and share this episode with a colleague or friend. And most importantly...make it a big day.

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ABOUT THE GUESTCasey is a growth partner specializing in helping entrepreneurs build businesses exceeding $10 million in value. With a wealth of experience, he has founded, acquired, and invested in multiple small businesses, notably turning a $9,000 investment into a $40,000,000 portfolio. His journey wasn't without challenges, as he once experienced burnout when his business became heavily reliant on him. Determined to create businesses that could thrive without his daily involvement, he developed a proven process. Now, he assists entrepreneurs and business owners in scaling their ventures and freeing themselves from day-to-day operations.Casey's process empowers entrepreneurs to regain control of their businesses, enabling them to focus on their most essential priorities. With over 100 successful case studies under his belt, Casey is a dedicated partner for those seeking to escape the daily grind, boost their business performance, and find more time for what truly matters in their lives.SHOW SUMMARYIn this episode of Selling From The Heart, Casey Cavell emphasizes the importance of focusing on quality over quantity in sales. He advises salespeople to do less but do it better, rather than trying to do as much as possible. He suggests identifying the ideal prospects and following a targeted process to achieve better results. Casey also highlights the value of having a peer group or coach to challenge and inspire sales professionals. He encourages salespeople to love what they sell and understand why they sell it.KEY TAKEAWAYSFocus on quality over quantity in sales.Identify your ideal prospects and follow a targeted process.Surround yourself with a peer group or coach for support and accountability.Love what you sell and understand why you sell it.QUOTES"Do less better.""Don't make a hundred calls, but make 20 calls and make sure they are quality calls.""Figure out what sets you apart and have a strong selling proposition.""Build trust with prospects before asking for the sale.""Have a written plan and review it regularly."Learn more about Casey Cavell: LinkedIn: https://www.linkedin.com/in/caseycavell/Learn more about Darrell and Larry: Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/Website: https://www.sellingfromtheheart.net/Got a video about how you sell from the heart? Share it by texting VIDEO to 21000.Please visit BarnesandNobles to order your copy of the rerelease of the Selling from the Heart book HERE.SUBSCRIBE to our YOUTUBE CHANNEL! https://www.youtube.com/@sellingfromtheheartPlease visit WHY INSTITUTE:https://whyinstitute.com/Please go to WORK BETTER NOW:https://www.workbetternow.com/Click for your Daily Dose of Inspiration:https://www.sellingfromtheheart.net/dailyCheck out the 2023 Authentic Selling Challenge:https://authenticsellingchallenge.com/Get your Insiders Group FREE PASS here:https://www.sellingfromtheheart.net/free-pass

Navigating the Storm: How Salespeople Can Achieve Massive Success in a Challenging Economy In the world of sales, there is no shortage of challenges, and economic downturns can feel like battling headwinds while trying to set sail towards success. In today's uncertain economic climate, every salesperson can benefit from adopting a champion's mindset, much like the approach favored by Wayne, a leading figure in personal development and entrepreneurship. With his unwavering determination and commitment to excellence, we can learn valuable strategies for not only surviving but thriving in a challenging economy. 1. Develop Unshakable Resilience In a tough economy, resilience is your greatest asset. Wayne often talks about the importance of developing an "unshakable" mindset, and this is particularly true in sales. To prevail in difficult times, salespeople need to embrace challenges, remain persistent, and adapt to the ever-changing economic landscape. Rather than letting adversity discourage you, use it as a source of motivation to achieve greatness. 2. Master the Art of Value Creation Successful salespeople understand that it's not just about selling a product or service; it's about creating value for your customers. In a down economy, people are more discerning about where they spend their money. 3. Leverage Technology and Innovation In the modern world, technology and innovation are your allies in sales. Ed Mylett emphasizes the importance of staying current and embracing new tools and strategies. Consider implementing data-driven insights, social media marketing, and automation to streamline your sales process. 4. Foster Strong Relationships Building and maintaining relationships with your customers is paramount. Wayne often talks about the "Bust Out" philosophy, which includes going above and beyond for your clients. In difficult economic conditions, customer loyalty becomes even more important. 5. Sharpen Your Skills Continuous improvement is a hallmark of any successful salesperson. Wayne is a strong advocate of investing in personal development and acquiring new skills. During challenging economic times, use any downtime to sharpen your sales skills, study market trends, and expand your knowledge base. Whether it's through books, podcasts, or courses, commit to lifelong learning. 6. Set Clear Goals and Stay Accountable I often mention the power of setting clear, ambitious goals and holding oneself accountable. In a tough economy, having a well-defined plan is crucial. Establish both short-term and long-term objectives, and break them down into actionable steps. Regularly review your progress, adjust your strategies as necessary, and remain accountable to your goals. 7. Embrace a Positive Mindset A positive mindset is a driving force behind success, and My message consistently emphasizes the importance of a winning mentality. During a challenging economy, it's easy to succumb to negativity and fear. However, maintaining a positive outlook, believing in your abilities, and visualizing success can help you overcome obstacles and prevail. 8. Adapt and Innovate In a changing economy, adaptability and innovation are key to success. Don't be afraid to pivot, change strategies, or explore new markets. Look for opportunities where others see obstacles. Ed Mylett's "E + R = O" formula, where "E" stands for events and "R" for your response, reminds us that we have control over our reactions. Choose to adapt and innovate rather than react with despair. Conclusion In challenging economic times, salespeople can find inspiration and guidance from Wayne's champion mindset. By developing unshakable resilience, mastering the art of value creation, leveraging technology and innovation, fostering strong relationships, sharpening skills, setting clear goals, embracing a positive mindset, and adapting to change, sales profe