Podcasts about Solution selling

This was new territory for me. It turns out that so many of the things that so many of the things taught in business school and sales workshops throughout that industry had their origins in the innovations that Mike brought to the industry. Before Mike's work, sales was always seen as "pitching products." Mike simple yet profound  innovation flipped that approach onto its head - successful sellers don't move products, they solve industry problems by helping workers find solutions.Mike Bosworth is well known throughout the business sales world as a trainer, speaker, and the author of best selling sales books Solution Selling: Creating Buyers in Difficult Selling Markets (McGraw-Hill, 1993), What Great Salespeople Do: The Science of Selling Through Emotional Connection and the Power of Story (McGraw-Hill, 2011) and co-author of CustomerCentric Selling (McGraw-Hill, 2003). Mike founded and grew one of the most successful virtual businesses in the B2B arena. After 10 years with Xerox Computer Services and one year with a software start-up, he founded Solution Selling® in 1983, began adding licensing his intellectual property to affiliates in 1988 and by the time he sold it in 1999, over 50 affiliates were contributing royalty income in excess of $2.8M annually. Mike began building Story Leaders™ as a framework for building emotional connection in 2008 and published a new book, What Great Salespeople Do, the Science of Selling Through Emotional Connection and the Power of Story in January, 2012. In January 2013, Mike founded Mike Bosworth Leadership. MBL currently has eight affiliates who sell and deliver his Story Seekers™ workshops.Bosworth has a degree in Business Management and Marketing from California State Polytechnic University. In addition to his keynote speaking for professional associations and major corporations, he has been a featured lecturer at the Stanford Graduate School of Business, The Stanford Program on Market Strategy for Technology-Based Companies, The American Marketing Association Customer Message Management Forums, The Anderson School Of Management At UCLA, the Paul Merage School of Business at UC Irvine, The University of Connecticut and Rollins College to name a few. He is certified (CMC) by the Institute of Management Consultants. Michael T. Bosworth is a cofounder of CustomerCentric Systems®, LLC. He has assisted clients in improving sales effectiveness and shaping customer experience since 1983

Was entsteht, wenn man PreSales eine echte Bühne gibt und das Ganze mit Zirkus-Flair, Workshops ohne PowerPoint und einer Portion Wahnsinn kombiniert? Jan und Tim geben einen Blick hinter die Kulissen des ARRtist Circus 2025. Es geht um mehr als Speaker-Auswahl und Slot-Planung: Es geht um Haltung, um Leidenschaft für die Rolle und um ein Event, das in Erinnerung bleibt. Warum sich Vorbereitung lohnt, wie aus Sessions echte Erlebnisse werden und was PreSales mit Süßkartoffelpommes zu tun hat, du wirst es nur erfahren, wenn du rein hörst. Und keine Sorge, die Episode ist voll mit Überraschungen, bei denen du etwas mitnehmen kannst. Zum Asset der Episode - https://m.serockstars.com/download Presales Sounds Vol.1 (Arrtist Circus Edition) - https://suno.com/playlist/4c33c515-9fb6-4377-bb6f-33928a4a5167 Das Buch: Training from the Back of the Room! - https://dpunkt.de/produkt/training-from-the-back-of-the-room/ ----------

Nach einem kleinen Ausflug in Patricks Erlebnis mit der Air Zermatt, sprechen wir in dieser Episode über systematische Verkaufsansätze wie Strategic Selling, Power-Based Selling, Solution Selling, Challenger Sales und Insights Selling. Wir diskutieren, wie sich der Vertrieb vom Produktverkauf hin zu echten Lösungen entwickelt, die echten Mehrwert für den Kunden bieten. Ein weiteres Thema ist das Change Management im Vertrieb – wie können Unternehmen ihre Vertriebsteams und Kunden erfolgreich durch Veränderungen führen? Wertvolle Erkenntnisse, wie immer aus der Sendeanstalt Beromünster.  

KVD ServicePodcast-Folge: LIVE-Podcast "Change-Themen im technischen Service - KI und Solution-Selling" (Live-Aufnahme vom 7. November 2024 in der GRAND HALL Zeche Zollverein, Essen). Das KVD TrendRadar steht ganz im Zeichen der Dienstleistungswende, die gravierende Auswirkungen auf das Service-Business der Zukunft hat. 10 Thesen, 10 Einschätzungen! Knapp 300 Teilnehmer:innen, Service-Expert:innen aus unterschiedlichen Branchen und Unternehmensgrößen, haben im Rahmen einer Online-Umfrage und auf LinkedIn ihr Wissen und ihre Erfahrung geteilt. Zwei Aspekte wurden auf dem KVD Service Congress 2024 in einem LIVE-Podcast von KVD-Redakteur Michael Braun herausgegriffen und mit Regina Schrank (FIR an der RWTH Aachen), Max Veith (TRUMPF Werkzeugmaschinen) und Sebastian Feldmann (Roland Berger) diskutiert. (00:00) - Der Einsatz von KI ist der Schlüssel, um den Fachkräftemangel zu lösen. (15:40) - In fünf Jahren wird Solution-Selling den klassischen Produktvertrieb als Standard-Vertriebsmodell abgelöst haben. Weiterlesen: Aktuelle Ausgabe des KVD TrendRadar: www.service-verband.de/kvd-serviceradar

In this episode of Tech Sales Insights, Randy Seidl is joined by Steve Jow, EVP of Sales at TD SYNNEX, to discuss strategies for building a winning sales culture. Steven shares insights from his 34-year career at TD SYNNEX, emphasizing teamwork, customer focus, and leveraging partnerships. The role of culture in sales performance is highlighted, along with the integration of AI and technology for enhanced efficiency and solutions selling. Steve's experiences and anecdotes provide a personal touch to his professional philosophy, underscoring the value of optimism and a service-oriented approach in the tech sales industry.KEY TAKEAWAYSCompany Profile: TD SYNNEX is a leading technology distributor, emphasizing a holistic approach that includes market planning, comp design, and channel setup.Sales Culture: A winning sales culture involves creating a team that celebrates wins, adapts to challenges, remains optimistic, and values customer experience.Team Synergy: Best team practices include strong internal relationships across all functional areas, highlighting the importance of teamwork and individual contributions.Customer Experience: Focusing on customer satisfaction and feedback is crucial, leveraging tools like QBRs and NPS scores to maintain high customer experience levels.Evolving Competencies: Modern sales require a balance of traditional and new skill sets, including technical acumen, accurate forecasting, and the ability to leverage AI and digitization.Portfolio & Solution Selling: An emphasis on solution selling across various verticals helps drive comprehensive portfolio selling, supported by strong vendor partnerships.Efficiency through Systems: Utilizing integrated systems and AI to streamline processes and enhance seller productivity is a focal point.Family and Culture: Maintaining a family-oriented culture within the company is valued, supporting employees' personal commitments alongside professional responsibilities.QUOTES"It's always good to drive success with optimism. Remember, pessimists sound smart, but optimists make money.""Focus on the customer experience because that is part of our culture.""It's important to have a winning culture. A team that wants to win, that likes to celebrate those wins, and can adjust to any challenges.""It's not just getting the order out the door; it's about understanding the entire customer experience.""Family means everything. A good company culture values both personal and professional family.""Look, success breeds success. And everybody wants to be a superhero.""As long as tech is about improving productivity and experience, there's always a wildcat opportunity.""Sellers must remember: you're not just selling a product but a solution.""Customer experience trumps everything. If you get the customer experience right, you'll have successful sales orders."Find out more about Steven Jow through the link below.LinkedIn: https://www.linkedin.com/in/steven-jow-279806/This episode is sponsored by The Alexander Group, our GTM & Sales Compensation Partner. Alexander Group provides revenue growth consulting services to the world's leading sales organizations. When clients need to grow revenue, they look to Alexander Group for data-driven insights, actionable recommendations, and results.

This is a fascinating AI generated discussion of my post, "The Problem With 'Solution Selling'"  The original post is here:   https://partnersinexcellenceblog.com/the-problem-with-solution-selling

Want to know why is it important to understand how your customers use your product to solve problems? Or, what makes the top 20% of salespeople stand out in building trust with strangers?In this episode of 7-8 Figure Special Series I interviewed Mike Bosworth. He is founder of Solution Selling and a Co-Founder at WeConcile.  Mike Bosworth is well known throughout the business sales world as a thought leader, speaker, sales philosopher, entrepreneur and the author of best selling sales books Solution Selling (McGraw-Hill, 1993), co-author of CustomerCentric Selling (McGraw-Hill, 2003). Mike began studying the power of story as a framework for building emotional connection in 2008 and published a new book, What Great Salespeople Do, the Science of Selling Through Emotional Connection and the Power of Story in January, 2012. In January 2013, Mike founded Story Seekers with a focus on teaching people how to connect with strangers using a story framework. Are you missing out on sales by overlooking the emotional side of your client relationships? Learn how storytelling can transform your approach to sales in a highly competitive market. Check this out!Show Links:Mike Bosworth on LinkedIn: https://www.linkedin.com/in/mikebosworth/Book a call with Michelle: https://go.appointmentcore.com/book/IcFD4cGJoin our Facebook group for business owners to get help or help other business owners! The Business Ownership Group - Secrets to Scaling: https://www.facebook.com/groups/businessownershipsecretstoscalingLooking to scale your business? Get free gifts here to help you on your way: https://www.awarenessstrategies.com/

“Humans are not ideally set up to understand logic; they are ideally set up to understand stories.” - Roger C. Schank. I use stories in my sales conversations with prospects and when teaching.  Years later, people approached me and said, “Do you remember when you taught us XYZ?  I still think about that and remember how to use that concept with my clients.”     That defines success for me. Years later, the employee remembers the story but, more importantly, the concept and how to use it in real-life client and prospect conversations! So, how important are stories in sales? Without getting lost in our story and keeping it grounded and relevant to the client or prospect in front of us…VERY!   YouTube: https://youtu.be/n0gWoPiK8GU   About Mike Bosworth:  Mike is known throughout the business sales world as a thought leader, speaker, sales philosopher, entrepreneur, and the author of best-selling sales books Solution Selling and co-author of CustomerCentric Selling. Mike began studying the power of story as a framework for building emotional connection in 2008 and published What Great Salespeople Do: The Science of Selling Through Emotional Connection and the Power of Story in January 2012.   How to Get in Touch With Mike Bosworth:  Email:  mtbent@gmail.com LinekedIn:  https://www.linkedin.com/in/mikebosworth/    Stalk me online! LinkTree: https://linktr.ee/conniewhitman   Subscribe to the Changing the Sales Game Podcast on your favorite podcast streaming service or YouTube.  New episodes post every week - listen to Connie dive into new sales and business topics or problems you may have in your business.

Takeaways- CROs are becoming more strategic- Solution selling complex deals- AI in drug discovery- How to use tactical listeningKinga Bercsenyihttps://www.linkedin.com/in/kingabercsenyi/Download the life science sales rep toolkit: https://www.succession.bio/content/life-science-sales-toolkitAsk us anything: https://forms.gle/6cJJo7imyekPcwdEA About Succession: A life science sales training and community platform led by the top sales experts in the industry.- Get instant access to hours of on-demand and live training content.- Access to 100s of resources and tools- Network and learn from other growth-minded life science sales repsJoin Succession: https://www.succession.bio/join

Be sure to register for my free training on, "The 5-Step Formula to Closing More Deals without the Price Pushback, 'Think-It-Overs' or Ghosting"https://salesinsightslab.com/training/Welcome back to another episode of Data Driven Insights. I'm your host, Marc Wayshak, joined by our esteemed head sales coach, Coach Tiffany. Today, we're diving into a fascinating discussion that every salesperson needs to hear: "How to Create Immense Value in Sales Conversations." This episode peels back the layers of traditional selling techniques to show you a revolutionary approach that speaks directly to the buyer's needs. We'll dismiss old-school, pitch-focused methods and move toward a genuine, conversation-driven strategy that empowers prospects to unpack their own value. Expect to explore the crucial differences between simply agreeing with a client and engaging them in a deeper dialogue that leads to understanding their unique challenges. Coach Tiffany and I will guide you through real-life scenarios, equipping you with the insights to transform your sales conversations from one-sided presentations to collaborative exchanges that lead to better outcomes for everyone involved. So, if you're ready to enhance your sales process and empower your clients, tune in and let's unlock the secrets of creating immense value together.00:00 Prioritize initial value in sales interactions.03:42 Avoid waiting for opportunity, focus on understanding.09:38 Against strict rules, prefers understanding real costs.10:25 Roa calculators project a sales dictatorship: guide prospects.13:26 Creating understanding, building value, and commitment.Here are 3 key takeaways to transform your sales approach:- **Unpack the Prospect's Perspective**: Step into their shoes. Your role is to guide them through their own challenges, not dictate the journey with your solutions. This builds trust and positions you as a partner rather than just a vendor.- **Dialogue Over Monologue**: Engage in a conversation, not a pitch. Ask probing questions to understand the pain points deeply. When you let prospects articulate their issues, they're more likely to see the value in your tailored solutions.-  **Expertise Through Inquiry**: Admitting that you don't have all the answers might feel counterintuitive, but it's actually a powerful demonstration of expertise. It shows you're attentive, you care, and you're committed to understanding their unique situation.

Solution Engineers have a lot on their plate, and I have the pleasure of adding one more thing to that plate...marketing   show notes: https://wethesalesengineers.com/show312

There are so many different selling techniques. I've personally been trained in Solution Selling and Challenger Selling. Full disclosure, I love Solution Selling, but hate challenger selling. I've also read SPIN Selling and then I noticed that a lot of them are similar, but they are all geared towards salespeople.   But Solution Selling was introduced a long time ago. Some say in the 70s, but I don't have a source for that. Since then, solution selling evolved into Value Selling, and now the latest iteration is Insight Selling.  My guest, Sherri Mazza, is writing a book on. Most books are geared towards Sales, but Sherri is focusing on Solutions Engineers. Will will dig into her history, and present and the book itself.  show notes: https://wethesalesengineers.com/show311

About Mike Bosworth: Mike Bosworth is the author of three books on selling, a keynote speaker on sales, marketing, and leadership, and in his later years, enjoys being known as a 'sales philosopher.' Mike's passion is helping people land the job of their dreams, assisting salespeople in exceeding their goals, and supporting their families. He enjoys leading experiential workshops on sales and leadership. Mike began his career in the information technology industry in 1972 on the Help Desk for Xerox Computer Services. He was their top new business salesperson in 1975, managed the "Branch of the Year" in 1979, and was promoted to Manager of Field Sales in 1980. Mike founded his Solution Selling business in 1983. Mike has a B.S. in Business Management and Marketing from California State Polytechnic University. Check out the latest episode of our Conversational Selling podcast to learn more about Mike.In this episode, Nancy and Mike discuss the following:The science of selling through emotional connectionWhy most people do not like salespeopleThe importance of asking for permission to tell the storyThe science behind storytelling for sales success Leveraging the psychology of storytelling in sales conversations Key Takeaways: The authentic secret sauce of connecting with strangers is a 60-second customer hero story.When you're in sales, that's like original sin.No matter how good your story is, you can't go up to a stranger and start telling even a 60-second story: you must get permission."The biggest problem large organizations with lots of salespeople have been trying to solve for the past 40 years that I've been a sales trainer is that 20% of the people sell 80% of the business. And that top 20%, the real difference—and it took me years to figure this out—is that they have an intuitive ability to connect and build trust quickly with strangers emotionally. So, my mission as a sales trainer for all these years has been to help the bottom 80%, the people who are not natural intuitive trust-building connectors, help them feed their families, buy a house, and send their kids to college. And when you go into the enterprise sales range, for instance, in the mid-90s, in my Solution Selling organization, we trained 15,000 IBM salespeople. " – MIKE"So, if you think about it, most people will not admit a problem to someone they don't trust, so the story creates an emotional connection and enough trust that they could risk sharing their problem. And once they share a problem, they go from suspect to prospect." – MIKE"The best salespeople I've known over the last 40 years rarely have to close because their EQ, their emotional intelligence, is so high, and they're willing to help the buyer buy rather than try and "sell" them something, and people love to buy. Human beings hate to feel sold to, but they love to buy. So, the very best salespeople rarely must close because they're so good at facilitating the buying. So smart companies, when they hire new salespeople, they don't teach them about the product; they teach them how their customers use the product." – MIKE Connect with Mike Bosworth:LinkedIn: https://www.linkedin.com/in/mikebosworth/Story Seekers: https://www.storyseekers.us/We Concile: https://weconcile.com/Try Our Proven, 3-Step System, Guaranteeing Accountability and Transparency that Drives RESULTS by clicking on this link: https://oneofakindsales.com/call-center-in-a-box/  Connect with Nancy Calabrese: Twitter:https://twitter.com/oneofakindsalesFacebook:https://www.facebook.com/One-Of-A-Kind-Sales-304978633264832/Website:https://oneofakindsales.comPhone: 908-879-2911 LinkedIn: https://www.linkedin.com/in/ncalabrese/Email: leads@oneofakindsales.com 

Welcome to the Global Sales Leader Podcast, where we dive deep into the world of sales leadership with industry experts. In this episode, we are joined by Keenan, a renowned sales thought leader and the mind behind Gap Selling. Keenan shares his insights on the role of critical thinking in sales, the impact of artificial intelligence, and the secrets to being in the top 1% of your profession. Unlocking the Micro Layer of AI in Sales: In this episode, Keenan provides a unique perspective on the applications of artificial intelligence (AI) in the sales process. While acknowledging potential use cases at the microlayer for AI, he emphasizes that his focus is on critical thinking. Keenan argues that AI, at its current stage, cannot be a critical thinker, primarily relying on black-and-white data. The Complexity of Selling: Keenan passionately expresses his belief that selling is a highly complex process rooted in critical thinking. He asserts that AI falls short in understanding the nuances of each sales interaction, as no two sales are identical. Keenan challenges the notion that communication is the sole factor in sales success, emphasizing that effective communication is a highway, but critical thinking is the process that truly matters. He believes that Gap Selling is all about challenging salespeople to engage in critical thinking and problem-solving from the very beginning of the sales process. The Essence of Likability and Credibility: Discussing the importance of likability and credibility, Keenan challenges the conventional wisdom associated with being likeable in sales. He argues that trust, not necessarily likability, is the key element in influencing buying decisions. Keenan emphasizes the significance of credibility, believing that being credible and having the necessary skill sets are crucial for gaining trust. He debunks the idea that being likeable is essential and underscores the need for providing value and solutions that can drive change. The Power of Critical Thinking in Sales Leadership: Keenan delves into his leadership philosophy and highlights the critical role of critical thinking in sales leadership. He emphasizes the need for leaders to challenge their teams to think critically, take ownership of their work, and understand the root causes of challenges. Keenan believes that effective leadership involves guiding individuals to recognize the need for change and providing the tools to navigate it successfully. Analytical Thinkers in Sales: Drawing on his experience, Keenan distinguishes between different types of salespeople and identifies analytical thinkers as adept at critical thinking. He contrasts them with the flashy sales methodologies of the 1980s, emphasizing the need for a deeper understanding of customers' pain points. Solution Selling and Building Trust: Keenan discusses solution selling, drawing on principles from his book. He shares insights on the importance of trust, credibility, and understanding the customer better than they know themselves. Lessons from Personal Experiences: Reflecting on his journey, Keenan shares experiences from his foray into golf and skiing. He emphasizes his commitment to being the best at whatever he pursues and draws parallels between his athletic endeavours and professional life. Navigating Failures and Maximizing Learning: Keenan opens up about his failures, particularly in the businesses he started before Gap Selling. He views failures as opportunities to maximize return on investment and encourages others to fail forward. Don't miss out on the opportunity to learn from industry experts and gain the edge you need to thrive in the ever-evolving sales landscape. Subscribe to Jason Cooper's Global Sales Leadership Podcast now and unlock the secrets to sales success. Get ready to elevate your sales game and achieve extraordinary results!

My client made $140,000 in sales in two months using solution selling. Host and marketing expert shares how her client was able to make six-figure sales through social media marketing with a small Instagram following. Savannah breaks down the most important marketing tool you have to use when creating a marketing strategy if you want similar results.   -- If you have marketing/sales questions - message us on IG, or if you want to see the difference the right marketing/sales strategy can have in your business - go to our application form and fill it out so we can chat!

Mike Bosworth is the author of Solution Selling and co-author of CustomerCentric Selling. Buyers have resistance to sellers and today, Mike shares 2 kinds of avoidance known as proposal avoidance and negotiation avoidance.  He discusses why sellers must work towards a pre-proposal review instead of dropping all the details and decision-making at the moment of the actual proposal. He then talks about negotiation avoidance and what you as a seller can do to get in the mind of the buyer to reach an agreement without ever having to negotiate. HIGHLIGHTS Proposal avoidance: Confirm all details in the pre-proposal review Negotiation avoidance: The difference between cost and price justified Don't negotiate with procurement  QUOTES Proposals shouldn't have any new information in them so sell the pre-proposal review - Mike: "By selling them on the idea of a pre-proposal review a week before the proposal is due is when you do the surprise close. They haven't been thinking about risk. And if you leave, if I can, I'll probably say, 'see you next week with your proposal, Andy.' You're going to wake for the next 7 nights thinking about all the things that can go wrong. And so, we're avoiding that." Before negotiating, provide 2 to 3 polite, business-logical nos first - Mike: "If, on the rare occurrence that the 2 or 3 polite nos wouldn't work, okay now we have to transition to a real negotiation. And, again, this all has to be thought about in advance. Then the transition is, ‘Well, Andy, the only possible way I could do anything for you is if you can do something for me.'" Find out more about Mike in the link below: LinkedIn: https://www.linkedin.com/in/mikebosworth/ More on Andy: Connect on LinkedIn Learn more at AndyPaul.com Sponsored by: Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io Explore the Revenue.io Podcast Universe: Sales Enablement Podcast RevOps Podcast Selling with Purpose Podcast

Fragetechniken gibt es einige. Und das ist auch gut so. Doch in der Praxis ist es oft gar nicht so einfach, in der richtigen Situation die richtige Fragetechnik anzuwenden. Insbesondere, wenn man im Verkaufsgespräch vielleicht noch ein bisschen nervös ist. Darum soll es heute gehen: - Wann nehme ich welche Frageform und wie kann ich mehrere Formen effektiv miteinander kombinieren? - Mit welchem "Fragetrick" bringe ich das Gespräch erstmal so richtig in Gang? - Gibt es auch ein zu viel an Fragen? - Wie kann ich Hypothesen im Verkaufsgespräch geschickt framen? - Und was ist besser: top vorbereitet oder doch eher spontan authentisch? Oder geht vielleicht auch beides? Fragen über Fragen. Wie haben Antworten. Viel Spaß beim Zuhören und Umsetzen! https://stefan-gebhardt.com/ https://alexandermarx-verkaufstrainings.de/

Technology changes on what seems like to be a daily basis. How we sell has not changed in ages. Sure, they slap a new name and tweak a couple of terms, but the process of selling remains the same. SPIN Selling, Solution Selling, Challenge Sale, etc. But after covid, the PreSales role specifically has had to change. Those who see it coming can prepare, others will be left as Sales Support.   Today's guest is Paul Harris, Principle Solution Architect at Loftware. We talked about his interesting journey, where he had to make tough decisions, after being pushed into things he had to get out of. We also talked about the evolution of sales engineering, what it was like before the pandemic vs now, and where Paul thinks it will be in the coming years.   

Leaders in technology have long held the keys to unlocking the vast potential of the digital age, enabling global connectivity and innovation. Among these trailblazers, Daniel Brunnquell stands out as a remarkable example. As a Director of Information Technology, Brunnquell's life experiences and expertise have played a pivotal role in opening doors to the rest of the world. His journey reflects the transformative power of technology, illustrating how individuals like him can bridge geographical and cultural gaps, foster collaboration, and drive progress on a global scale. In this podcast, we will delve into Daniel Brunnquell's impactful career, exploring how his leadership in the realm of technology has paved the way for a more interconnected and digitally empowered world.Here's more about Daniel BrunnquellExperienced Information Technology Manager with a demonstrated history of working in the computer software industry. Skilled in Data Center, Windows Server, Integration, Cloud Computing, and Solution Selling. Strong consulting professional with a CNE focused in Computer/Information Technology Administration and Management from Milwaukee School of Engineering.

EPISODE SUMMARY In this episode of Chan with a Plan, Max Speaks with Rana Salman, CEO of Salman Consulting. During this conversation Rana discusses entrepreneurship, sales, and why sales can help you land a job. QUOTES FROM RANA “Throughout the sales process, you should be involving the right people at the right time. And also, there should be some form of documentation. Also, when you close a deal, you are the orchestrator. You are the one responsible to have a seamless handoff.”   “How do you influence that behavior, right? Okay. It's about actively listening. It's about customizing the conversation, my value preposition to show you how I can help you. It's about doing my homework and understanding your business and your business outcomes and sharing with you insights about how I've helped other customers similar to you.”   “How do I differentiate myself from others in the sales process and how do I identify if I'm the right fit? Well, number one, you got to make sure that you're targeting the right what we call in sales ideal customer profile. Are you targeting the right companies if you are searching for jobs? Are you targeting the right departments, the right industry? So that is the first thing you got to do because if you're not targeting The right buyer profile or buyer persona, we call it in sales. You're wasting your time because that means there's not a good fit up front.”   TIMESTAMPS [0:00] Intro [1:39] Rana's backstory [6:00] Sales foundations [10:00] Skills to leverage [14:54] Being crystal clear on your product [17:55] Solution Selling [12:59] Profile recommendations [16:36] Writing a profile for a job seeker vs. business owner [22:13] Alignment with sales and onboarding teams [27:40] Social selling strategy [31:13] Networking to get more opportunities [35:57] Discovery meetings [40:21] Handling rejections [42:04] Rana's one big challenge   RESOURCES & RELEVANT LINKS Rana Salman on Social Media:Linkedin Chan With A Plan Max Chan on Social Media

In this episode of the Sustainable Coaching Podcast, host Marilyn West talks about her unique strategy regarding solution selling and sustainable growth for aspiring coaches. Join us as we explore the key strategies and insights that can help you build a thriving coaching practice, attract online leads without feeling salesy, and leverage various marketing channels effectively.  You'll discover how to identify your unique selling proposition, craft a compelling signature offer, and sell your coaching services authentically. Plus, we'll walk you through the step-by-step process of optimizing your marketing campaigns for SEO across your website, podcast, and Pinterest. Ready to take your coaching business to the next level?  In this episode, you'll learn: How to identify your unique selling proposition and stand out in the coaching industry. The secrets to crafting a compelling signature offer that resonates with your ideal clients. The art of solution selling: Turning leads into customers without feeling overly salesy Are you ready to scale your coaching business sustainably and confidently?  Enjoyed the podcast? Show the love by leaving a review.  Let's Connect Join the Bootcamp | Join the Community | Instagram | LinkedIn 

Womenlines is delighted to welcome Manish Tiwari, an exceptional sales coach, as part of our team, to empower individuals in the field of sales and help them achieve remarkable success. Sales, widely acknowledged as the backbone of any business, hold immense importance in driving growth and achieving success. recognizing the importance of sales in driving business success, Womenlines is thrilled to welcome Manish Tiwari as our esteemed sales coach. We are excited to announce that Manish will be sharing his valuable insights and expertise through monthly videos (Sales Bytes with Manish), providing our audience with valuable sales tips. We eagerly anticipate the impact his knowledge will have on our community. With his expertise as a Solutions Sales Skills & Mindset Building Expert, Manish will contribute invaluable insights and guidance to our audience at Womenlines. In the interview provided above, Manish shares his anticipation for the upcoming months and how our audience can benefit from his knowledge and expertise. With an impressive track record spanning over 23 years as a business leader, Manish has gained invaluable insights and expertise in building and scaling startups, leading sales teams, and coaching professionals for career growth and success. His extensive experience has shaped his skills and mindset, making him a valuable asset to our community. What sets Manish apart is his commitment to continuous learning and development. He has attended and implemented lessons from renowned sales training programs worldwide, including Professional Selling Skills from Achieve Global, Conceptual Selling, Strategic Selling, and SPIN Sales. This comprehensive knowledge equips him to provide effective guidance and strategies to sales professionals. Throughout his career, Manish has made significant contributions to various companies, such as Global Tele Systems, Teamlease, Adecco, ESI International (now part of Korn Ferry), Labournet, and Oustlabs. In his last corporate role as VP of Business Growth at Betterplace, a series C-funded startup, he achieved remarkable milestones, doubling revenue and acquiring and retaining valuable clients. Manish holds a full-time MBA from the Goa Institute of Management and a Coaching Foundation Certification from Coacharya, which aligns with the International Coach Federation (ICF) standards. Additionally, he completed a Strategy Execution Certification program at Stanford University, further enhancing his expertise in driving business success. Beyond his corporate engagements, Manish actively engages in speaking, coaching, training, and mentoring assignments for esteemed Indian companies and multinational corporations, focusing on mid and senior-level executives. His sessions cover a wide range of topics, including Prospecting for Success, Sales Mindset & Skills for Non-Sales Professionals, Coaching & Goal Setting, Solution Selling, and Negotiation and Closing Techniques. One of Manish's passions lies in elevating the sales profession and enabling sales and business leaders to achieve greater success and fulfilment. He places special emphasis on building sales and leadership capabilities among women professionals and business owners. His dedication to this cause aligns perfectly with Womenlines' vision of empowering women in their professional journeys. We are honoured to have Manish join Womenlines as our sales coach, bringing his wealth of knowledge, experience, and passion to help our community excel in the field of sales. We encourage you to connect with him, explore his expertise, and benefit from his guidance. Together, let's embrace the power of sales and strive for excellence! If you have any questions related to sales, please don't hesitate to write them in the comment section below. Stay tuned for next month's video, where Manish will provide answers and insights to address your inquiries. Sales Coach Manish

Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-listTo listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.Connect with us on Facebook at https://www.facebook.com/saleslabpodcastConnect with us on Linkedin at https://www.linkedin.com/company/thesaleslabSubscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q 

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

About: In this episode of the Rise Urban Nation Podcast, host Taryell Simmons engages in an insightful conversation with Dominic Turner, a Strategic Account Executive at Modern Health. Dominic brings over fifteen years of sales experience to the table, specializing in various domains such as cloud content management, enterprise information management, data security, and IT solutions. His extensive background and expertise equip him with the knowledge to effectively sell and succeed in complex technical sales environments.Dominic's role at Modern Health revolves around delivering personalized preventive healthcare and comprehensive mental health solutions as part of an HR benefits package. During the interview, Dominic highlights the importance of prioritizing mental health and wellness in today's fast-paced world. He sheds light on the challenges faced by individuals and organizations alike, emphasizing the need for proactive measures to maintain overall well-being.The conversation delves into Dominic's exceptional sales and marketing skills, evident through his consistent track record of exceeding sales quotas year after year. He has received multiple sales awards and President's Club accolades for surpassing annual sales targets. Dominic's ability to sell complex technical IT solutions and services based on a global delivery system is commendable, reflecting his expertise in social selling and various sales methodologies.Additionally, Dominic shares his insights on relationship development, leadership, strategic thinking, and selling to C-level executives. His analytical capabilities, strong presentation and communication skills, and entrepreneurial mindset contribute to his success as a sales professional. Dominic's passion for his work is evident as he describes himself as a "pure hunter" when it comes to finding net new accounts and new business opportunities.Tune in to this engaging episode of the Rise Urban Nation Podcast to gain valuable insights from Dominic Turner, and discover how personalized preventive healthcare and comprehensive mental health support can transform lives and enhance overall well-being in today's fast-paced urban environment. Connect with Dominic Turner!Email: dominicturner11@gmail.comLinkedin: https://www.linkedin.com/in/dominicturner1/

Are you an entrepreneur struggling to grow your startup or established company? This episode is for you. Elzie talks to Liz Heiman, a sales consultant and expert in startup growth. Liz shares her knowledge of building a successful sales team, establishing a culture of sales within your company, and managing your sales funnel effectively. She emphasizes the importance of creating a mission, vision, and values-driven plan, conducting strategic planning sessions, and hiring people who fit those values.Liz explains the significance of having a Sales Operating System that includes strategy, lead generation, sales process, key account management, and team management. She offers valuable advice on managing a sales funnel and building relationships with customers based on trust. She also suggests that salespeople start with a simple CRM and advises looking into tools that can help put the sales process together, simplify it, and move sales forward. Don't miss out on this opportunity to learn from Liz's expertise and take your sales game to the next level. Tune in now and discover how you can achieve sustainable growth through effective sales strategies.Episode Highlights05:37 - Your sales team is the heart of your business. And everybody says, "Oh, no, no, my product is the heart of my business." Well, it may be the soul of your business, but it is not the heart, because it is the sales team that pumps the lifeblood through your organization and keeps it going. Because without that heart pumping, there's no company. And if you think about it, your heart isn't in your pinky. Because if it were in your pinky, it couldn't pump life blood through your body. It's in the center of your body for a reason, because it needs to be there. And your sales team is the center of your business, because it's all about the customer. And your sales team is the first team that really touches your customer directly. Marketing may influence them, but the sales team touches them.16:19 - In sales, there are a whole bunch of companies that have created methodologies, and you may have heard of some of them. Sandler is one of them. The Challenger Sale is one of them. There's a new one called MEDDIC. I don't know how new it is, but that's kind of a methodology. I come out of the world of Miller Heiman. So, Miller Heiman created programs called Strategic Selling, Conceptual Selling, and Large Account Management. And that was really the early days of creating methodology or process around sales. So, Solution Selling was also happening at the same time and SPIN Selling was also created about the same time. These are also methodologies. And these are the very beginning of "Hey, there's a process that you follow to do this." 20:43 - This is going to be really shocking to everyone, I know, but leads do not come out of thin air. They are not like combustion from nothing. They actually have to come from somewhere. So, either your marketing team has to generate them or your sales team has to go out to events, or you have to call people. Somewhere, these leads–and you need a plan. You need a strategy. What activities are we going to do, and what results do we need in order to pay for those activities? So, there's a strategy.28:14 - Yes, it has to be a good fit. Yes, it has to be the right solution. But people matter. People always matter. And I have customers that they have a two or three year sales cycle, that relationship matters over that time. And if you let that relationship go and don't pay attention to it, somebody else is going to go make a relationship and when it's time to make the decision, somebody else is going to be in there. So yes, it matters. You matter as an owner, as a salesperson, anybody, you matter. How people feel about you...

Liz Heiman goes over a variety of sales procedures and systems, helping you to gain insights into the best possible approaches. She explains that a framework is a set of guide rails that companies must use to communicate and define their ideal customer. She discusses various recognized methodologies within the sales world such as Sandler, Challenger Sale, MEDDIC, Solution Selling, SPIN Selling, and Miller Heiman's Strategic Selling, Conceptual Selling, and Large Account Management Process.Liz stresses that these methodologies don't offer any secrets or magic but instead they require an organized process when selling complex products or services to multiple buyers. If you're looking to improve your sales game, then don't miss this episode. Such methodologies are essential for understanding the process of selling complex products or services to multiple buyers. Tune in now to hear more about how these strategies can give you an edge in closing deals successfully.Episode Highlights01:29 - In sales, there are a whole bunch of companies that have created methodologies, and you may have heard of some of them. Sandler is one of them. The Challenger Sale is one of them. There's a new one called MEDDIC. I don't know how new it is, but that's kind of a methodology. I come out of the world of Miller Heiman. So, Miller Heiman created programs called Strategic Selling, Conceptual Selling, and Large Account Management. And that was really the early days of creating methodology or process around sales. So, Solution Selling was also happening at the same time and SPIN Selling was also created about the same time. These are also methodologies. And these are the very beginning of "Hey, there's a process that you follow to do this." Connect with ElzieLinkedInPowered By Podcast Town We Help B2B Brands grow their revenue through podcasting. Podcast Town is a full-service, white glove podcast agency dedicated to helping B2B brands grow their podcast show, grow their audience and podcast easier. - We help you launch, Grow and Maximize! Let's chat!Podcast Town WebsiteConnect with Liz HeimanLinkedInWebsite

How well do you understand the pain points of your clients? Can you really tap into their true motivations to help them achieve their fitness goals?  Corrie-Beth Lipowski joins us to share her insights on how to "Sell the Heaven" and unlock the full potential of your clients. As a sports nutrition specialist and co-founder of Pure Physique, Corrie-Beth is an expert in sustainable, transformational fitness, nutrition, and mindset programs.  In this episode, we talk about how you can use sensory language and visualization techniques to help your clients achieve their desired outcomes. You'll learn how to understand the true pain points and motivations of your clients with the first sales call so you can tailor solutions to help them overcome obstacles and unlock their full potential. We go in-depth into the importance of understanding the true pain and motivations of your clients, and the steps you as a fitness business owner can take to help your clients achieve their fitness goals. We talk about the "Sell the Heaven" process – using sensory language and visualization techniques to help clients visualize their desired outcomes and build a strong emotional connection to them – and we also discuss how you can qualify clients for long-term fit, helping you ensure that they stay committed to their fitness goals, and more. Give your business a boost with success strategies and coaching straight from HIT Business experts For the complete show notes, links, and resources - Click Here

Mike Bosworth is a legend in professional sales, as both a theorist who has written outstanding books that have stood the test of time and had an inspiring career as a practitioner. In 1983, Mike founded Solution Selling and later published his legendary book “Solution Selling: Creating Buyers in Difficult Selling Markets”. He authored a second book with John Holland, “Customer Centric Selling,” which also became widely recognized within the sales industry. Join us as we discuss Mike's incredible story in professional sales, diving into the history of SPIN selling and the importance of having a strategic value, customer centric approach to selling. Highlights: Mike's journey in professional sales A flaw in training for the SAAS selling process Overcoming discovery resistance The history of SPIN selling Emotional connection through story tending Episode Resources Connect with Mark Cox https://www.inthefunnel.com/ https://ca.linkedin.com/in/markandrewcox https://www.facebook.com/inthefunnel markcox@inthefunnel.com Connect with Mike Bosworth Solution Selling: Creating Buyers in Difficult Selling Markets: https://a.co/d/gtzAENj Customer Centric Selling: https://a.co/d/24aRuaE https://www.storyseekers.us/ https://weconcile.com/ https://www.linkedin.com/in/mikebosworth  Call to Action In the Funnel Sales Workshop Free Sales Tools How to Listen: Subscribe on Apple Podcasts Listen on Spotify

Wer in Märkten überleben möchte, die unter starkem Kostendruck stehen, muss in den Lösungsverkauf. Im heutigen Podcast erkärt Jan Wieseke wie hier Mitarbeiterkompetenzen, Vertriebsvergütung, Führungsansätze, Leadmanagement, Vertriebsstruktur und der Verkaufsansatz ineinander greifen müssen. Michael Stiller hat an der RWTH Aachen am Lehrstuhl für Unternehmenspolitik und Marketing promoviert. Nach Stationen in der Beratung (u.a. Marketing Partners, Simon Kucher) ist er Gründer und Geschäftsführer der Marketing- und Vertriebs-Beratung effektweit und Autor des renommierten Blogs DenkBar. Michael Stiller lebt und arbeitet in Köln.

Episode 68 is discusses Solution Selling, our guest is Andy BaldersonAndy Balderson is an Industrial Automation Industry veteran with more than 25 years of progressive sales, marketing, and leadership experience across both some of the industry's most innovative and largest companies.Andy is an accomplished sales and marketing professional equipped with an extensive history of success across marketing, analysis, and business growth.His areas of expertise include:  • Sales • Marketing • Management • Business Development  • Team Development • Strategic Planning • Process Improvement • Leadership • VOC Research • New Product Planning • CRM • Strategy • Global Market Development • Turnarounds • StartupsThe Business of Business, topics are divided into 4 Categories: Management, Operations, Sales, and Financial. Target Audience is Business Owners, C-Level Executives, Management, and anyone considering starting a business. Helping you run a successful profitable business.Contact me at: www.bcforg.comLinkedIn: https://www.linkedin.com/in/brian-fisher-72174413/

In der Unternehmensentwicklung wird oft vergessen, dass der Vertrieb eine wichtige Rolle in der Strategie spielt. Doch um erfolgreich zu sein, müssen Sales und Strategie zusammenwachsen. Wenn es schwierig ist Kostenvorteile zu realisieren, führt der Weg über den Lösungsverkauf in komplexere Geschäftsmodelle. Wie das funktioniert und was das mit Pflanzen im Death Valley zu tun hat, erklärt Jan Wieseke im Gespräch mit Michael Stiller. Michael Stiller hat an der RWTH Aachen am Lehrstuhl für Unternehmenspolitik und Marketing promoviert. Nach Stationen in der Beratung (u.a. Marketing Partners, Simon Kucher) ist er Gründer und Geschäftsführer der Marketing- und Vertriebs-Beratung effektweit und Autor des renommierten Blogs DenkBar. Michael Stiller lebt und arbeitet in Köln.

In the DJ vertical (and the creative space at large), "package" selling is the most predominant type.  But do we understand the advantages and disadvantages to this versus "Option" selling and "1 Solution" selling? In this episode, I break down the various types of selling options and give my own endorsement to the one that I feel places the highest expression of creative value. I've never been able to articulate this as clearly as I do in this episode.I'm on YOUTUBE!  Please subscribe and share. Thanks in advance.Check out my podcast website and my premium podcast content community page.DJs: Are you not using VIBO, the music request and planning app? Let's fix this for you! Go to https://vibodj.com. For my podcast listeners only, enter promo code: DJBRIANB - it gets you $10 off your first month's subscription. DJs: This is applicable whether you are a single op or a mult-op. and boy do I wish this was around a few years ago when I really needed it.  Broc Barton Lifestyle Leadership Coaching is offering a free 1 hour coaching session - this is for my podcast listeners ONLY. Mention BRIAN B when you sign up at https://www.brocbarton.com to claim this amazing offer.DJs: Interested in Heavy Hits Music Pool? Go to https://heavyhits.com/For my podcast listeners only, enter promo code: BRIANB - it gets you a 30 day trial for $5. Try it now.Have a topic you want covered? Drop me a DM at @thetraveldjblend. Has this podcast helped you? Share your thoughts by leaving a review on the Apple Podcast App.

On episode 18 of The Insiders podcast, hosts Richard Lane and Simon Hazeldine are joined by Jason Harvey (VP of Solution Sales EMEA at Zebra Technologies) to talk about the shift from product selling to solution selling, and why creating a culture of innovation is key to driving growth in the industrial technology market. Jason also discusses:The importance of wielding a 'be curious' attitudeUpskilling your salespeople for maximum successWhy losses are just as important as wins and how to come back strongerWhy it's crucial not to overwhelm your buyers, or your sellersListen now.

As part of the US Financial Services Industry team, Jonathan works with business and technology decision makers to improve Risk and Core System processes using AI, Data Analytics and the Internet of Things. He has 25+ years' experience in the Financial Services Industry with a strong background in Insurance, Business Transformation, ERP, Data Strategy, Solution Selling and Strategic Consulting. Over his 16 years with Microsoft, he has been helping customers reimagine their businesses with a focus on understanding the value of technology as an enabler. Whether customers are interested in Cloud or AI and Advanced Analytics, Jonathan helps to identify and build resources to enable and enhance Industry solutions. He works closely with customers to evaluate and enhance their business strategies and solutions using Machine Learning, AI and Predictive Analytics. Highlights from the Show Aside from Office, Windows and other things we know well from Microsoft, they have a number of enabling technologies supporting insurance carriers They help carriers improve customer experience, lower cost, and helping with the move from Repair & Replace to Predict & Prevent Carriers are very focused on improving customer experience right now, especially from changes that had to be made during COVID; how can we lower the cost of claims; attracting and retaining the next generation of employees The future needs to be easy and valuable, where having the insurance is just a given when you're getting all this other value What do core system modernization, being cloud-enabled and digital mean? The industry is getting better at using data, but how could we use data across industries, like manufacturing data in workers compensation and workplace safety; thinking about smart city or device technology and property insurance? It's about knowing your customer at a deeper level to build a differentiated relationship, not just so you can sell them something else This episode was made possible through the support of Microsoft. Learn more about their work in the Insurance industry at https://www.microsoft.com/en-us/industry/financial-services/insurance. Follow the podcast at future-of-insurance.com/podcast for more details and other episodes. Music courtesy of UPbeat Music, available to stream on Spotify, Apple Music, Amazon Music and Google Play. Just search for "UPbeat Music"

Mike Bosworth is the author of Solution Selling and co-author of CustomerCentric Selling. Buyers have resistance to sellers and today, Mike shares 2 kinds of avoidance known as proposal avoidance and negotiation avoidance.  He discusses why sellers must work towards a pre-proposal review instead of dropping all the details and decision-making at the moment of the actual proposal. He then talks about negotiation avoidance and what you as a seller can do to get in the mind of the buyer to reach an agreement without ever having to negotiate. HIGHLIGHTS Proposal avoidance: Confirm all details in the pre-proposal review Negotiation avoidance: The difference between cost and price justified Don't negotiate with procurement  QUOTES Proposals shouldn't have any new information in them so sell the pre-proposal review - Mike: "By selling them on the idea of a pre-proposal review a week before the proposal is due is when you do the surprise close. They haven't been thinking about risk. And if you leave, if I can, I'll probably say, 'see you next week with your proposal, Andy.' You're going to wake for the next 7 nights thinking about all the things that can go wrong. And so, we're avoiding that." Before negotiating, provide 2 to 3 polite, business-logical nos first - Mike: "If, on the rare occurrence that the 2 or 3 polite nos wouldn't work, okay now we have to transition to a real negotiation. And, again, this all has to be thought about in advance. Then the transition is, ‘Well, Andy, the only possible way I could do anything for you is if you can do something for me.'" Find out more about Mike in the link below: LinkedIn: https://www.linkedin.com/in/mikebosworth/ More on Andy: Connect on LinkedIn Get Andy's new book "Sell Without Selling Out" on Amazon Learn more at AndyPaul.com Sponsored by: Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io Scratchpad | The fastest way to update Salesforce, take sales notes, and stay on top of to-dos | Scratchpad.com Blueboard | World's leading experiential rewards & recognition platform | Blueboard.com Explore the Revenue.io Podcast Universe: Sales Enablement Podcast RevOps Podcast Selling with Purpose Podcast

The time of blindly writing checks for pre-packaged finance solutions is coming to a close—customized solutions based on attentive listening are taking over, with better results for all parties.  Solution selling unlocks your company's potential in a way that lasts.  Devaughn Bittle and Patrick Cash speak with Melanie Delvalle, Director of Customer Finance, Anthony Mackle, SVP and CFE, US and John Bak, Executive Director of Financial Solutions, all of Ingram Micro, about:  - Solution selling and the importance of listening - Customized solutions and long-term impacts - Advice for resellers being creative with end customers  To join the discussion, follow us on Twitter @IngramTechSol #B2BTechTalk  Listen to this episode and more like it by subscribing to B2B Tech Talk on Spotify,Apple Podcasts or Stitcher. Or, tune in on our website.

Heute geht es im Podcast um das Thema “Solution Selling” und dem promovierten Vertrieb! Zu Gast ist Dr. Marvin Brundtke. Marvin ist Sales Planning and Strategy Specialist bei WEWIRE der Coroplast Group sowie Sales Management Lecturer beim Bochumer Sales Management Department.

We all know that cloud computing is where it's at, but not all businesses, especially retail & hospitality, are on board just yet. This week, Star Micronics' Christophe Naasz is here to help VARs explain the benefits of cloud-based solutions. How do they improve customer experience? What are the best talking points and questions to ask your customers? How do cloud solutions benefit management and back-of-the-house insights? Finally, what's Star's philosophy on the cloud? It's the episode that's laying in the grass saying, “Hey, that cloud looks like recurring revenue!”   #VARValue – What type of customers should VARs be looking at to sell cloud solutions?   TEConnecting with us: Christophe - Peripheral connectivity Dean - Amazon sues Facebook for fake reviews John - Arlo video doorbell   Talk to us! Twitter - @TEConnectPod Email - TEConnect@bluestarinc.com Submit your topic suggestions (and get a t-shirt!) - https://www.bluestarinc.com/us-en/landing-pages/podcast-topics.html   Sponsored by: Star POS Scanners

Keith M Eades is an Author, Founder & CEO, Speaker, and Owner of Idea River, Real Estate Development LLC. In this episode, we talk about "The Sales Profession", Proven Sales Methodologies to sell a product/service", "How can organizations sell more", "How can people become great at selling", and many more. Interview Breakdown: 1.42 min - Who is Keith Eades and Why you should listen to him? 7.10 min - What is Solution Selling? 9.41 min - Breaking customer's walls, leading with a story to build credibility and the Importance of Teams within an organization being in line with each other. 18.40 min - Organizations sometimes deceive themselves and How to overcome that? 22.32 min - Role Play between a customer and the salesperson. 29.54 min - How to become a great at selling, what are some trades or some skills that great salespeople have V/S the average salespeople and how can those average salespeople become salespeople 33.10 min - What to do if you know when your product/service will not solve your customer's needs? 35.17 min - Another thing you should know as a Sales Person "PROCESS" 36.50 min - Is Follow up really required and how do properly Follow up? 40.27 min - The current Dynamics of Sales. 43.51 min - Two Advice Keith gives his Kids and Grandkids Follow us to find daily updates and success hacks on The Growth Mindset Page below: Facebook: https://www.facebook.com/silawathirshad/ Instagram: https://www.instagram.com/silawath_irshad/ Linkedin: https://www.linkedin.com/in/silawathirshad/ Youtube: https://www.youtube.com/c/TheGrowthMindsetwithSilawathIrshad You can find Keith Eades below: Linkedin: https://www.linkedin.com/in/keitheades/ Twitter: https://twitter.com/keitheades/ Books by Keith M Eades - https://www.amazon.com/Keith-M.-Eades/e/B001IGUZY6%3Fref=dbs_a_mng_rwt_scns_share

Stephanie Cramer, Vice President of Human Resources at MGAC, joined us on The Modern People Leader. We talked about how she's incorporated solution selling into the way she recruits and what MGAC is doing to support their employees' mental health. Timestamps: why we should be jealous that Stephanie gets to work at MGAC (11:20), how recruiting has changed in the last 10 years (14:08), how she's incorporated solution selling into recruiting (16:10), stacking the deck in your favor to land the dream candidate (17:58), what discovery looks like at each stage in the recruiting lifecycle (22:00), applying her empathic approach to recruiting to herself and her mental health journey (25:35), her purpose analogy for life (30:10), what MGAC is doing to support their employees' mental health (34:57), empowering employees to get more active on social media (40:40), and the career advice she'd give her 22-year-old self (46:35). Subscribe to our weekly newsletter for the top takeaways and the full transcript of each new episode! https://forms.gle/qdt6YaWULfoEHb6n8 Connect with us on LinkedIn! Daniel Huerta and Stephen Huerta

Mike Bosworth is one of the true legends in the sales profession. He is the author and creator of both "Solution Selling" and "Customer Centric Selling." I enjoy it every time Mike comes on the show. Because I learn something new. And today's no exception. In today's episode we talk about a growing problem in sales: discovery resistance. Discovery resistance is resistance to being questioned – pushback – verbalized or not, from a buyer you would like to get to know. Discovery Resistance originates with the 99% of buyers who have come away from previous encounters with 'salespeople' feeling coerced, pressured, manipulated, or flat-out PUSHED into doing something that they did not want to do. This is critical for individual contributors to understand as well as sales leaders. This conversation was originally recorded in 2021. More on Andy: Connect on LinkedIn Get Andy's new book "Sell Without Selling Out" on Amazon Learn more at AndyPaul.com Sponsored by: Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io Scratchpad | The fastest way to update Salesforce, take sales notes, and stay on top of to-dos | Scratchpad.com Explore the Revenue.io Podcast Universe: Sales Enablement Podcast RevOps Podcast Selling with Purpose Podcast

In this episode of the Rising Stars Podcast, join a discussion all about solution selling for the point-of-sale (POS). Host Brianna Moriarty talks about current and future trends with guest Katie McMillan, CRO of https://www.theposcloud.com/ (Cloud POS), a solution selling company offering full-service POS deployment for various verticals. Together, Brianna and Katie address common misconceptions in the space and stress how businesses should embrace new payment technology now. Enjoy the show! https://www.linkedin.com/in/mcmillank/ (Click here to connect with Katie McMillan on LinkedIn). And as always, to stay up-to-date on all things Star, don't forget to follow us onhttps://twitter.com/StarMicronics ( Twitter),https://www.linkedin.com/company/1251978/ ( LinkedIn),https://www.facebook.com/StarMicronicsSMA/ ( Facebook),https://www.instagram.com/starmicronics/ ( Instagram), andhttps://www.youtube.com/channel/UCzFsbwqptC1jQwIBKbz4ppw ( YouTube). Loving the podcast? Subscribe now to never miss a beat, and be sure to let us know what you think by leaving a review!

Abgrenzung zum Wettbewerb ✅ Fokus auf Mehrwerte statt Features ✅ Früher ins Gespräch mit dem Kunden ✅ Wenn Unternehmen die Transformation zum Solution Selling richtig anpacken, möchte die Mannschaft mitgenommen werden. Das gelingt heute unglaublich schlecht. Am Ende einer Transformation bleiben gerade mal ein Drittel der Vertriebsmitarbeiter übrig. Und dann wirds teuer: Recruiting und Opportunitätskosten explodieren. Wie geht's also richtig? Dazu hat Marvin geforscht und teilt mit uns Auszüge seiner praxisorientierten Doktorarbeit. Spoiler Alarm: Durchhalteparolen “Das schafft ihr schon” gehören NICHT dazu! ➡️ Marvin auf LinkedIn: https://bit.ly/3sFEunx

This is the one about what we call Structured Selling and the reason why businesses use these seemingly weird and often obnoxious sounding programs. STOP! Just because you might not be in sales, you still need to listen to this episode - it explains a lot and we think you'll learn something valuable that you can use to help you better your path to career success.So what is Structured Selling?Definition: Structured Selling is based on scripted and pre-programmed verbal and physical actions, taken by the selling person, that helps to provide consistency - and likely increased sales - through a selling cycle.If you don't know about it right off the bat, just think about most car-buying experiences. You know, the "worksheet" that shows four squares of numbers about trade-in value, car price, monthly payments, etc., written in green pen.  Does this vision invoke a warm and happy buying experience memory or did we just remind you of why you f'in hate buying a car?  It most cases it doesn't need to be such a rigid process.  You can find ways to tailor  the structured selling experience that fit with your company, product/service, or your personal style using tools like a checklist.  A checklist in this case is just a reminder tool to hit on the important questions to ask, themes or pitches to use with each prospect, and reminders so you don't forget to gather the proper information.Have you used or been on the receiving end of a scripted selling  experience?  Now that we have your attention ... Does this stuff work?  The answer is yes, it works!  Have a listen to this episode of My Job Here Is Done as we dig into various proven methods of selling for both the seasoned and inexperienced salesperson.  Bonus material:Example (and a good primer) of how to beat the Four Square WorksheetHere's some great information about scripted selling that includes lots of examplesWe hope you enjoy the episode - feel free to leave us comments on our website or on your favorite podcast app!Visit the My Job Here Is Done website to learn more, contact us, and sign-up for very infrequent non-spammy tidbits by email if you'd like. Best wishes!Dave and Kelli

Learn how social selling can help you move to solution-selling with David Leyland, sales leader and board advisor at Tribal Impact.With 30 years experience solving business problems, Dave Leyland and Sarah will discuss how an integrated solution-oriented approach rather than a tactical “problem solving” approach can ensure desired business outcomes.Join Tribal Impact CEO Sarah Goodall, Tribal Impact Board Member, David Leyland and Head of Partner Growth programs at Tribal Impact, Vanessa Baker for a discussion on how to successfully switch to solution-selling.

Karine Sobel – Senior Service Sales Consultant for KONE Montreal  –  shares insights on how tools such as Salesforce.com, Outlook and Konect integrate with KONE's Solution Selling approach to help build trusted, collaborative customer relationships 

On the PreSales Podcast, James Kaikis and Patty Hager connect on the topic "The Rise of Intelligent Devices". Patty, Senior Director of North American PreSales - Intelligent Device Group @ Lenovo, talks about her transition from Software to Hardware Sales Engineering. Hardware, or Intelligent Device, companies are starting to utilize a Solution Selling motion that mimics traditional software companies. 

Mike Bosworth is one of the true legends in the sales profession. He is the author and creator of both "Solution Selling" and "Customer Centric Selling." I enjoy it every time Mike comes on the show. Because I learn something new. And today's no exception. In today's episode we talk about a growing problem in sales: discovery resistance. Discovery resistance is resistance to being questioned – pushback – verbalized or not, from a buyer you would like to get to know. Discovery Resistance originates with the 99% of buyers who have come away from previous encounters with 'salespeople' feeling coerced, pressured, manipulated, or flat-out PUSHED into doing something that they did not want to do. This is critical for individual contributors to understand as well as sales leaders. Learn more about your ad choices. Visit megaphone.fm/adchoices

Vandersluis runs a company that builds and customizes timesheet software. Businesses that look at maximizing efficiency and project management are their major customers, and include mostly enterprise-level corporations that have a lot of employees and projects.Vandersluis discusses his approach to solution selling. His emphasis lies in understanding the customers' problems first before pitching his solution. This approach has made Vandersluis a bulwark in the software solution selling industry.Learn from Chris Vandersluis' experience and expertise in B2B sales by listening in to the podcast. Business leaders looking to enhance their solution-selling capabilities will greatly benefit from today's episode. Timecontrol.comEpmguidance.comDiscover success as a business leader by gaining more knowledge and insight. Check out our website the LeadersofB2B.com for more podcasts and content.

Solution selling is all about staying on the client’s agenda. Clients want sales professionals who want to understand; to ask the difficult questions - creating insight beyond their current understanding. In this podcast I am joined by Helen Blake CEO of Futurecurve, Helen describes her unique model called the Value Pyramid. Selling large scale transformational deals requires its own set of skills, different from selling commodities further down the value pyramid. There is no generic sales presentation or playback but what is required is the skill to have deeply engaging one-to-one exchange of ideas and insights that moves the client to engage with them. 

John Kratz, former Sales Program Director at University of MN Duluth and I discuss his interesting story on how got into sales and professorship, we went in depth on what makes a great salesperson, he shared an amazing story of what he caught a sales student doing in class, and why the shortest path between two people is a story. Books mentioned: Solution Selling by Michael Bosworth What Great Salespeople Do by Michael Bosworth Seven and a Half Lessons About the Brain by Lisa Feldman Barrett This Is Marketing by Seth Godin Mike Bosworth Podcast referenced: https://entrepreneursexposed.libsyn.com/25-what-great-salespeople-do-w-sales-guru-mike-bosworth

Jeden MONTAG und FREITAG Gedanken zum Storytelling für Unternehmen. Abonnieren Sie diesen Kanal, verpassen Sie keinen unserer Praxis-Tipps und gehen Sie einen weiteren Schritt in Ihrer beruflichen Online-Weiterbildung. Die Links der Episode finden Sie hier: Link Nr. 1: Unser Seminar-Angebot: www.candid-rhetorics.de/online-seminar Link Nr. 2: Unser Fachbuch "Storytelling im Vertrieb": www.amazon.de/Storytelling-Vertr…4che/dp/3658279729 Für ein kostenfreies Feedback schicken Sie Ihre Story (die nicht länger als eine DIN A4-Seite ist) an: ich@schreibegeschichten.de Music: The Medieval Banquet by Shane Ivers - www.silvermansound.com Unsere Datenschutzbestimmung: www.candid-rhetorics.de/datenschutz

Mike Bosworth is the author of the classic book Solution Selling. In this episode, Mike and I talk about how to coach sellers to master creating trust and emotional connection in conversations with their buyers. Plus we talk about the importance of relationships in sales and why the idea of relationships makes so many seller so uncomfortable. Learn more about your ad choices. Visit megaphone.fm/adchoices

Scott tries to convince Mike that "Solution Selling" is outdated because of the information revolution. Reps and Sales Managers spend all their time putting out fires and don't make time to strategize. When we can understand all the needs and provide solutions for some clients, we will be a proactive seller of the future. Scott's theory is "people are smart enough to know what they need and sales people get in the way. The way of sales needs to be providing smooth transitions and filling in any knowledge gaps for the buyer."Here are a list of works that have been stated in this topic and will be referenced throughout the episode: https://hbr.org/2008/05/how-to-sell-services-more-profitablyhttps://www.mckinsey.com/business-functions/marketing-and-sales/our-insights/whats-wrong-with-solutions-selling-and-how-to-put-it-right#https://hbr.org/2012/07/the-end-of-solution-saleshttps://jbarrows.libsyn.com/99-keenan-gap-sellinghttps://accent-technologies.com/2013/09/05/traditional-solution-selling-is-no-longer-the-solution-that-sells/While there is a small role for solution sales, the focus needs to be on proactively selling. This entails knowing your company's strengths and weaknesses and ensuring that these work with the customer's ideal solution.Is Mike convinced and is "solution selling" really dead?

Scott tries to convince Mike that "Solution Selling" is outdated because of the information revolution. Because of all the information available, most customers already know what product will best fit their solution. Marketing plays a larger role and we will discuss that more next episode. This week Scott tries to convince Mike that playing matchmaker for the client and best solution is the way of the past. Scott's theory is "people are smart enough to know what they need and sales people get in the way. The way of sales needs to be providing smooth transitions and filling in any knowledge gaps for the buyer."Here are a list of works that have been stated in this topic and will be referenced throughout the episode: https://hbr.org/2008/05/how-to-sell-services-more-profitablyhttps://www.mckinsey.com/business-functions/marketing-and-sales/our-insights/whats-wrong-with-solutions-selling-and-how-to-put-it-right#https://hbr.org/2012/07/the-end-of-solution-saleshttps://jbarrows.libsyn.com/99-keenan-gap-sellinghttps://accent-technologies.com/2013/09/05/traditional-solution-selling-is-no-longer-the-solution-that-sells/While there is a small role for solution sales, the focus needs to be on proactively selling. This entails knowing your company's strengths and weaknesses and ensuring that these work with the customer's ideal solution.Is Mike convinced and is "solution selling" really dead?

Since 2012, Sarah Hinchliffe has been helping clients win more business by improving the quality and professionalism of their sales and bidding skills. She works with large, medium and small businesses with a big focus on Public Sector tenders.Sarah’s work today is built on a successful thirty-year career selling in the technology industry where she worked her way up from a rookie to a director. During that time, she was formally trained in key sales methodologies, including SPIN, Miller Heiman, Strategic Selling and Solution Selling. She developed an affinity with bidding – it plays to her strengths as a storyteller, an organiser and a timekeeper. Attending the Shipley bid management course in 2009 ignited her determination to switch careers and she has been a certified Shipley trainer and consultant since 2012. Sarah regularly writes articles for professional sales and bid publications including APMP presentations.In her spare time, she works hard on her home and garden – all forms of design being a big passion. She stays fit and enjoys own home-cooked food and good wine in the company of her super husband and her handsome lurcher.

Rob Rosenthal is CRO at Bloomreach, an AI-driven platform that helps companies grow online revenue by creating, personalizing, and scaling premium commerce experiences. In this episode, Rob and Jeremey talk about how and why organizations should move from point solution selling to platform selling. Learn about solving big picture problems vs. singular issues, the need for sales specialization, what it takes to land multi-million dollar deals, and more. Visit SalesLoft.com for show notes and insights from this episode.

Solution Selling and Customer Focused Marketing seem to fly in the face of what we call Product Marketing. Lots of buzz words here but there are some important points to be made. How do you market your product but focust on the customer? For more, check out our YouTube Channel.

In your business, are you a vendor selling commodities, or a consultant selling solutions? How can you create differentiation in the eyes of your customers? Learn what you offer is not always about the price, but understanding your customers specific needs and the solutions that will solve their problems. Steve Gavatorta will teach you to know how to be viewed for the value you bring and what you can do to develop long-term loyal customers.

Mike Bosworth, author and founder of Solution Selling, talks about the concerns buyers go through in the sales process, and how you can manage those concerns. Buyer phases go from emotional to logical to emotional again, and navigating through these phases can be challenging for unprepared salespeople. Learn how you can build a better relationship with your customers and help them reach their own visions of success.

David McMillian is back for another conversation with Mario. In this episode they talk about why David uses LinkedIn as his exclusive social media platform, how he personally utilizes it to facilitate sales, and their shared passion for creating real relationships that lead to building a business. David McMillian is an experienced Enterprise Sales professional with a focus in solution selling, solving business problems, meeting challenging goals, and producing exceptional results through addressing the needs and requirements of his customers with world class solutions. His strengths include: Prospecting, Work Ethic, Leadership, New Business Development, Enterprise Sales, Selling to C-level executives, Competitive Product Knowledge, Pipeline Management, Training, Consultative Sales Skills, Enterprise Software SAAS & Cloud Sales, Sales Process, Forecasting, and Solution Selling.  Connect with and follow David on LinkedIn.

David McMillian joined Mario on 10 Minute Mindset to talk about the process of sales and his experiences trying different sales methods. They talk about cold calling compared to a warmer conversational relationship building approach, some experiences they’ve each had in the past trying these different methods, and what they’ve learned from those experiences. David McMillian is an experienced Enterprise Sales professional with a focus in solution selling, solving business problems, meeting challenging goals, and producing exceptional results through addressing the needs and requirements of his customers with world class solutions. His strengths include: Prospecting, Work Ethic, Leadership, New Business Development, Enterprise Sales, Selling to C-level executives, Competitive Product Knowledge, Pipeline Management, Training, Consultative Sales Skills, Enterprise Software SAAS & Cloud Sales, Sales Process, Forecasting, and Solution Selling.  Connect with and follow David on LinkedIn.

Product knowledge, solution selling, and becoming an expert in this industry are the most important things you can do to help your clients find their best situation. In this episode, Chad covers the basics of solution selling by sharing his methods and skills when helping clients.

Salespersons "Stop Talking" Listen, "Trusted Advisors", Solution Selling, CFO, COO, Cost Reduction. Cultures. www.pdc.wales

Succeeding as an investor has a lot to do with being able to sell effectively to homeowners. What are the key sales tactics and principles we should be employing when we are talking to sellers? Why is it so important for us to focus on bringing viable solutions to the table? On this episode, investor and REI Vault member, Tyler Amburn shares success tips from a recent deal, and the key strategies we employed to make it a success. Takeaways + Tactics  Negotiate with the buyer first because you don’t want to renegotiate with a seller multiple times. Use storytelling tactics to paint a picture, forward pace and always make it a win for the seller. Never argue with a seller, you’ll always come off second best. You want to look for a win-win solution for all parties involved. Don’t go into the house hungry to make money, go in with a servant heart and a goal to solve their problem.   

Put your clients first, find their pain points, and genuinely give them a beneficial solution! Make that your priority. In this episode, Chad digs into the main differences between product pushing and solution selling. Take an honest evaluation of your business...Which side do you fall on?

We need to change the way we sell. We can't sell our products anymore. There are two many products but there are not enough solutions. Buyers have problems and they need solutions but not in the way you think you need them. We need to change the message in sales to get buyers to change vendors/product. Salespeople tend to focus on the gain by asserting to the customer that they will save $x money (but this isn’t the best way to create change or motive a buyer to take a risk, i.e. buy your product). Salespeople should shift focus to the loss, which motivates people to be more risk-seeking/risk-taking to improve their situation. So rather than claiming (A) “we can save you 10% (framed as a gain), you should claim (B) “you are spending 10% more than you should be (framed as a loss). In this episode, we talk about prospect theory and how it can help you move from product selling to solution selling.

What is it like to feel alone in a relationship? Pretty bad no doubt. So how do you bring it up with your significant other? Argue? Yell? Fight? Cold shoulder? None of these ever really solve issues in a relationship and hiding from working through issues only makes it worse. So enters now Weconcile.com the brain child of Jennifer Lehr. Supported by her husband Mike Bosworth, they have created a blog with a TON of info on it. (I've been digging in, and it's like the book you can't put down) and an app that couples can use to increase their knowledge of how relationships SHOULD work, and exercises along with support to get couple through and to their next level of safety and security with each other. As Entrepreneurs, executives, white collar or blue collar, it's never easy going through the stresses of the day and then having to leave it at the door when you get home, or if you work from home, keeping it separated from the family. Understanding how relationships work is the beginning to becoming more and more present to your relationship with your loved one. Imagine being able to be present even if your day was shot, and then knowing that you being there for your spouse or significant other gets them through their hardship. They of course would have the same knowledge and cold support you in kind. Or knowing that even when you come to a hard spot that you can work through it, not have to walk on egg shells. This is what this app offers to couples that need that help. Even if you don't think you need it, the blog alone is already a GREAT resource for actionable relationship advice. There are a couple of books mentioned in the podcast and here are the titles: Solution Selling by Mike Bosworth - https://amzn.to/2TPUjX5 Parenting from the Inside Out by Daniel Siegel, Mary Hartzell - https://amzn.to/3202rap The Magic Cake: The Seven Ingredients of a Relationship-Ready Person - https://amzn.to/31WoRJg If you wish to get to the blog and take the relationship uiz and get an immediate score and analysis, go to: https://www.weconcile.com and get your results today! --- Support this podcast: https://anchor.fm/coffeewithmike/support

Click here to join the Sales Made Simple Facebook Community to access this week's downloadable PDF Sales Evaluation worksheet. You will also be able to access ALL of my free PDF worksheets, and Thursday Night Live sales training at 7:30 pm every Thursday. See you there

Join the Sales Made Simple Facebook Group for additional ideas and live classes

Every time you talk to somebody about your product when you go to a trade show, get in front of a buyer, or get on the phone, you’re selling your product. You are a salesperson. You sell people on investing in your product, you sell people on the idea, you sell people on how it works. Every time you talk about it, you’re technically selling. The bottom line is you are the epitome of a salesperson. The question is how do you sell what’s in your head and thinking about selling? Discover the five keys to solution-based selling so you can work and partner together with your clients to solve problems. Love the show? Subscribe, rate, review, and share! · Here’s How » Join the On The Shelf community today: · Ontheshelfnow.com · On The Shelf Now Facebook Group · On the Shelf Now Facebook · On The Shelf Now Twitter · On the Shelf Now Instagram

Every time you talk to somebody about your product when you go to a trade show, get in front of a buyer, or get on the phone, you're selling your product. You are a salesperson. You sell people on investing in your product, you sell people on the idea, you sell people on how it […]

Subscribe to Selling With Social Apple Podcasts | Stitcher | Google Play Sales enablement isn’t just a hot topic in today’s selling environment, it’s completely revolutionizing the way we approach sales. Byron Matthews was born and raised in sales and he now serves as the CEO for the Miller Heiman Group, an industry leader for providing business performance solutions. With over 4,000 clients across 50 countries, Byron and his team are leaders in the sales enablement sector. He’s also the co-author of the new book, “Sales Enablement: A Master Framework to Engage, Equip and Empower a World-Class Sales Force.” You can’t afford to miss the insights he shares on this episode. For the first time ever on #SellingWithSocial I invite Byron back for Part 2 of this fascinating conversation on the next episode. Don’t forget to subscribe to our blog to catch the conclusion in the upcoming weeks. Sales Enablement is Transforming Sales - But What Is It? Sales enablement goes beyond sales engagement. Byron explains that sales enablement can easily be defined as, “Sophisticating a sales rep to meet the modern needs of sellers today. Modern buyers are more complex, informed and particular than ever before. The precision in which you engage has to be much higher. It can’t just be about giving prospects information, it has to become an inspiration.” Engagement is an omnichannel approach to reinventing sales, and throughout this conversation, Byron and I discuss the ins and outs of this complex subject. Don’t miss his insights, be sure to listen! THIS is Why Salespeople Need to Become Content Marketers Byron explains that “Buyers are getting better at buying faster than sellers are getting better at selling.” Sales enablement helps bridge this gap. By pulling ideas and content from marketing departments, salespeople can become better equipped to tackle the detailed nuances of conversations with informed prospects. Combining data, success stories, and market analytics gives each salesperson the best chance of authentically connecting with a prospect and making a sale. The engine that allows that to happen is sales enablement. Why is content marketing and sales inextricably linked? Be sure to listen to this episode to learn why! Solution Selling is NOT Dead - It’s Simply Evolving “In order for selling to succeed, the modern seller needs to adopt the mindset that times have changed.” This statement is bold, but every salesperson today needs to hear it. The modern buyer is more informed than ever before, and they’re also less likely to engage with a salesperson prior to the sale. Modern sellers must now have a higher level of credibility, and they MUST understand the prospect’s needs prior to beginning the pitch. Pitches cannot be solely informational, they have to become an inspirational tool that will help convince an already interested and knowledgeable prospect. Byron is adamant that solution selling isn’t dead, it’s just evolving. To learn more about this evolution and how you can equip your salespeople to succeed in a new selling environment, check out this episode. Sales Leaders MUST Reevaluate the Way They View Sales Talent Profiles In order for sales enablement to work well in your company, sales leaders must start viewing potential talent through a new lens. Selling is no longer a “copy-paste” process that is universal across various types of clients. Successful modern sellers must have high levels of both EQ and IQ. These quotients, in addition to adaptability and responsiveness, will allow the seller to be agile in their approach to every single prospect. The most successful companies approach talent searches and employee analyses with that reality in mind. Learn what works best for your specific company, create analysis tools that will help you evaluate current and future employees, and develop a path to success. To hear real-world examples of this process, don’t miss this episode. Outline of This Episode [1:05] Byron shares his background in sales and his current role as CEO for MHG [6:07] Bryon and Tamara Schenk’s new book and why they chose to write about sales enablement [8:46] What is sales enablement? [12:30] Why salespeople should become content marketers [16:22] The best 4 takeaways from Byron’s book [18:04] The biggest trends changing the selling landscape [27:23] Sales leaders MUST reevaluate the way they view sales talent profiles [38:22] Don’t miss the upcoming part 2 of this conversation with Byron Matthews Resources Mentioned Connect with Byron on LinkedIn Follow Miller Heiman Group on Twitter: @MillerHeiman Follow Miller Heiman Group on Facebook Miller Heiman Group website BOOK: “Sales Enablement: A Master Framework to Engage, Equip and Empower a World-Class Sales Force” Ep 52 “Proof: Social Selling Adoption Will Impact Quota Attainment, with Tamara Schenk” Vengreso Blog: “How Content for Sales Drives More Conversations and Pipeline” Byron’s all-time favorite movie: “Almost Famous” Social Business Engine Podcast - Bernie Borges Connect with Mario! www.vengreso.com On Facebook On Twitter On YouTube On LinkedIn Subscribe to Selling With Social Apple Podcasts | Stitcher | Google Play

Lars Yngvar Tømmerholt er salgsdirektør i Skill, som ble kåret til årets Microsoft partner. Salget er ikke gjennomført når kontrakten er signert, men ett halvt år etter når de kan se gevinstrealisering. Her vil du få vite hvordan man kan lykkes med verdibasert salg og viktigheten med å stille gode spørsmål for å få gode svar. I studio er Adrian Søbyskogen og Jonas Joranger Larsen.

O assunto dessa semana é sobre vendas e comercial: solution selling, que é uma proposta de vendas nova e interessante. Feed do podcast: www.lambda3.com.br/feed/podcast Feed do podcast somente com episódios técnicos: www.lambda3.com.br/feed/podcast-tecnico Feed do podcast somente com episódios não técnicos: www.lambda3.com.br/feed/podcast-nao-tecnico Pauta: Porque surgiu solution selling? Como as empresas compram? Especialmente tecnologia Startups O que é solution selling O que é uma solução? Como lidar com RFPs? Por que isso é importante pro cliente? Princípios do solution selling (perfil do profissional de vendas) No pain no change Como mapear origem do problema Praticas do solution selling Diagnosticar antes de prescrever Anamnese Estabelecer visão de compra Solution Selling é caro? Vale a pena? Links Citados: Livro The New solution selling Participantes: Evilázaro Alves - @evilazaro Giovanni Bassi - @giovannibassi Reinaldo Opice Edição: Luppi Arts Créditos das músicas usadas neste programa: Music by Kevin MacLeod (incompetech.com) licensed under Creative Commons: By Attribution 3.0 - creativecommons.org/licenses/by/3.0

Commercial Drones FM podcast brings you Dave Henderson, Director of Sales, Geospatial Solutions, for Topcon Positioning systems. This episode covers drone solution selling and an overview of Topcon's drone hardware and software products. Dave Henderson’s career in the positioning business spans three decades. Prior to joining Topcon Positioning Systems, Dave held several industry positions as a District & Regional Sales Manager of Surveying, GPS & GIS mapping products. Henderson’s primary focus at Topcon is sales and business development of unmanned aerial systems and LiDAR mobile mapping for the Americas. Throughout his career, Henderson’s focus has been to specialize in assisting businesses, organizations and individuals to implement technology into existing workflows, thereby increasing their productivity and becoming more competitive in the current marketplace. Henderson has become both a knowledgeable resource and a trusted advisor to businesses and organizations throughout the initial discussions, implementation and ROI of adopting positioning technology such as vehicle mobile mapping and unmanned aerial systems.

In this episode of Brandstorm, we welcome Lou Adler to the show. Lou is here to talk about the opportunity of performance-based hiring. If your business struggles to find top talent, then this podcast is for you! Lou Adler Lou is the CEO and founder of The Adler Group, a consulting a training firm that helps companies implement the Performance-based Hiring℠ system for finding and hiring exceptional talent. Lou is also the author of two books, “Hire With Your Head” and “The Essential Guide for Hiring & Getting Hired”. He’s been featured on Fox News and his articles and posts can be found on Inc. Magazine, Business Insider, Bloomberg and The Wall Street Journal. Performance-based HiringPerformance-based hiring is the only validated methodology that integrates sourcing, screening, interviewing, and recruiting into a seamless approach based on how top people look for, compare, and accept one position over another.  StrategyIf you wish to hire top-tier talent, then it’s time to rethink your strategy. In order to hire a great person, you have to start by offering a great job. Most HR departments consider the application process to be a strategy of weeding out the bad. Instead, they should be changing the messaging to attract great people. High Touch, High Tech ProcessThis methodology will have you talking with fewer candidates, but spending more time with them, which will raise the talent bar as a resort. Start by defining a job by describing a series of five or six performance objectives. There are three criteria in finding great people through performance objectives: 1. Performance qualified 2. Achiever pattern 3. Career move Solution Selling vs. Transactional SellingStart by engaging in a career conversation; sell the discussion, not the job. Learn the person’s needs, and speak to those needs by offering a solution when it comes time to propose a job. Job BrandingJob branding is more important than company branding when it comes to hiring. Company branding alone is sufficient when there is a surplus of suitable applicants. When you are offered a select few suitable candidates, however, job branding plays a more significant role. Give people a sense of purpose through the work needed, rather than relying solely on the company brand to attract them. Contact Lou:Website: https://performancebasedhiring.com/ Email: lou@adlerconcepts.com  

Media companies are adapting their go-to-customer models to better meet the unique needs of buyers. To accommodate this change, the account executive role is evolving to focus on solution selling and demonstrating ROI. Learn how to effectively enable solution selling in the latest Media Sales Podcast episode.

ABOUT THE GUEST Vijaykrishna Ramanathan CEO and Co-founder of Codemojo and ALLOY: Blockchain powered global rewards network is from India. He has over 10 years of front-end business building experience under Solution Selling. He Has worked in several companies like Sun Automobiles, NIIT, Co-Cubes, Everonn Education Ltd and is handling the business end at Codemojo as the CEO and Co-founder DESCRIPTION Codemojo was launched in 2015 by Vijaykrishna Ramanathan and Shoaib.A to originally solve customer engagement problem for offline businesses. Now, Codemojo is a plug n play customer engagement platform and is the world’s first Machine Learning powered Rewards network and currently the first Indian Company to adopt blockchain to upgrade its existing Rewards Network to a global catalog. Tune in and know more about Codemojo, alloy token and their upcoming pre-sale on Oct 15th in this episode of CryptoKnights! Links: https://alloy.rewards.network/ www.codemojo.io Vijaykrishna Ramanathan LinkedIn : www.linkedin.com/in/vijaykrishna-ramanathan-918b6919 https://medium.com/@awwalayoolaadeogun/alloy-real-world-rewards-for-virtual-currencies-e672b6917b6f

Virtually every industry has some type of new solution they are selling. And every one of these industries has a majority of their sales reps stiff-arming the new solution, committed to sticking with the legacy products.This week we are going to bust the top 3 solution selling myths:Solution selling requires me to be a technical expertSolution selling extends the sales cycleSolution selling is complicatedJoin your co-hosts Larry Levine and Darrell Amy for a fun and irreverent dismantling of these income-limiting myths!

Virtually every industry has some type of new solution they are selling. And every one of these industries has a majority of their sales reps stiff-arming the new solution, committed to sticking with the legacy products. This week we are going to bust the top 3 solution selling myths: Solution selling requires me to be a technical expert Solution selling extends the sales cycle Solution selling is complicated Join your co-hosts Larry Levine and Darrell Amy for a fun and irreverent dismantling of these income-limiting myths!

Virtually every industry has some type of new solution they are selling. And every one of these industries has a majority of their sales reps stiff-arming the new solution, committed to sticking with the legacy products. This week we are going to bust the top 3 solution selling myths: Solution selling requires me to be a technical expert Solution selling extends the sales cycle Solution selling is complicated Join your co-hosts Larry Levine and Darrell Amy for a fun and irreverent dismantling of these income-limiting myths!

Här kommer ett säljtips från Bengt Gejrot - Solution selling

Jakso 8 - Kannattavampia asiakassuhteita kumppanuuteen tähtäävällä myynnillä. Ihmissuhdetaitokoulutusyritys Jäänmurtajat (http://www.jaanmurtajat.fi) perustaja Karla Nieminen sekä kiinteistöturvallisuuden ja -laadun johtamiseen tarkoitettuja ohjelmistopalveluja kehittävän Plan Brothersin (https://www.planbrothers.io) Iso-Britannian maajohtaja Anthony Jones keskustelevat siitä, millaisia keinoja myyjällä on käytössään parantaa asiakassuhteen kannattavuutta asiakasymmärrystä ja tuotteen tai palvelun asiakasarvoa korostavan myynnin avulla.

Jeff Kaplan, MD of Think Strategies gets topical on this podcast, talkin' Salesforce Acquisition rumours, Solution Selling for SaaS, SaaS Profitability and more

Business & Comunication Strategist, Leadership & Keynote Speaker Michele Price brings you weekly access to the top minds around the world to help you "Master the Inner & Outer Game of Business." Breakthrough Radio is a global business radio show that delivers high impact & pioneering knowledge for leaders in business. Entrepreneurs, startups, sales/marketing/IT professionals join us every Monday. Keith Eades and Timothy Sullivan, co-authors of The Collaborative Sale; Solution Selling in a Buyer-Driven World. Stewart Rogers, Dir. Marketing Technology Venture Beat delivers you Breakthrough marketing technology tips every 2nd Monday. Michele Price, your virtual CMO delivers the Breakthrough Tips segment on "Mastering the Inner Game of Business." We will enjoy a one on one with her and dig into what does it really mean to our businesses and careers when we truley understand "How the World See You? Follow us & ask your questions via twitter using #BBSradio.  We love rewarding engagement. You are invited to visit radio show blog at www.WhoIsMichelePrice.com 

Thanks to the internet and the wealth of information it provides, buyers are more informed and more comfortable evaluating purchasing options on their own. This has made them less dependent on traditional sources of information – including your salespeople. Keith Eades, Founder and CEO of Sales Performance International, best known for developing “Solution Selling” sales process, and Tim Sullivan, Director of Business Development at SPI, share with BizTalk Host Jim Lobaito their latest research on the three competencies salespeople need in order to be effective working with today’s buyers.

I detta avsnitt pratar vi om hur säljarna behöver age [...]

Mike Bosworth is a respected thought leader, author and entrepreneur who for years has focused his attention on helping companies implement new and better ways of generating revenue. Mike is a founding partner of CustomerCentric Systems, which helps organizations shape their customer experience and build predictable revenue engines by integrating sales process with sales ready marketing. Bosworth is also the author of Solution Selling and co-author of CustomerCentric Selling, both published by McGraw-Hill. It comes as no surprise that Solution Selling is the second best selling McGraw-Hill business book of all time. In addition to CustomerCentric Systems, Bosworth is a limited partner in Shepherd Ventures and an advisory board member for four early stage technology ventures and of course he continues to develop new intellectual property for CustomerCentric Systems. Mike Bosworth began his career in the information technology industry in 1972 as an application support person for Xerox Computer Services. Before long he was their top new business salesperson and was promoted to national manager of field sales. His years of experience inspired him to start his own sales process consulting company in 1983. We're delighted to have Mike on the Cullinane & Green Report.