Podcasts about successful salespeople

You may price a job for two years just to get the chance to build it."That's the brutal reality Trey Darnell shared about construction sales today.In today's episode of Bricks & Bytes, we had Trey Darnell, Director of Sales at Ediphi, and we got to learn about why construction tech sales is completely broken, how most salespeople get it wrong, and why the industry desperately needs a new approach... and many more!Trey went from writing user guides on construction sites to becoming a sales leader at one of the hottest pre-construction tech companies. His journey reveals hard truths about our industry.Tune in to find out about:✅ Why 90% of construction salespeople fail at their job ✅ The hidden cost of pricing jobs for years without winning them ✅ Why platforms are becoming "jack of all trades, master of none" ✅ How to sell construction tech without being another annoying vendorThis episode will change how you think about buying and selling construction technology.Listen now on Spotify and let us know what you think in the comments.---------------Chapters# Chapters00:00 Intro00:03:00 Introduction and Background of Trey Darnell00:06:02 Challenges in Construction and BIM Advocacy00:08:50 Transition to Construction Tech and PlanGrid Experience00:12:10 Sales as a Consulting Approach00:15:14 Joining Edify and the Evolution of Pre-Construction Solutions00:20:58 Go-to-Market Strategy for Edify00:27:01 Building Relationships and Understanding Client Needs00:33:07 Understanding Time to Value in Construction Tech00:37:01 Successful Go-to-Market Strategies00:41:10 Sales Cycle Dynamics and Compression Strategies00:46:38 Navigating Small vs. Large Accounts00:52:02 Pricing Strategies and Negotiation00:54:29 Traits of Successful Salespeople in Construction Tech00:57:36 Gaining Experience in the Construction Industry00:59:13 Advice for Newcomers in Construction Tech Sales01:00:41 When to Hire a Sales Leader

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Matt Maloney, SVP of Global Sales at Fireblocks. The discussion dives deep into Matt's background in B2B sales, his journey into the world of cryptocurrency, and how Fireblocks is revolutionizing blockchain security. Matt shares insights on the importance of adaptable, coachable sales teams and the application of traditional sales disciplines to new and emerging markets. The conversation also touches on strategic decision-making when entering new markets, the relevance of a strong ideal customer profile, and how foundational sales processes like MEDDPICC contribute to scaling success. The episode concludes with a nod to the influential book 'Inside the Tornado' by Geoffrey Moore and its relevance to Fireblocks' strategy.ADDITIONAL RESOURCESLearn more about Matt Maloney:https://www.linkedin.com/in/matt-maloney-75698/Read Force Management's Guide to Embedding AI In Your B2B Sales Organization: https://hubs.li/Q03ldrzD0Download the CRO Strategy Checklist: https://hubs.li/Q03f8LmX0Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:02:13] Matt Maloney's Journey into Crypto[00:02:55] Understanding Fireblocks and Blockchain[00:06:36] The Role of Stablecoins[00:10:28] Security Challenges in Crypto[00:23:18] Adapting Traditional Sales Disciplines to Emerging Markets[00:34:44] Mitigating Risk in Emerging Markets[00:35:07] The Importance of Continuous Development[00:37:11] Building Trust and Credibility[00:38:07] Characteristics of Successful Salespeople[00:39:41] Company Responsibility in Employee Development[00:41:02] Aligning Company Goals with Sales Strategies[00:46:05] Avoiding Shiny Object Syndrome[00:48:36] The Role of Ideal Customer Profiles[00:49:43] Lessons from Mentorship and Experience[00:58:00] The Innovator's JourneyHIGHLIGHT QUOTES"Your job is to figure out hitting the number and making sure you're calibrating your resources, that you hit the number, because that's foundation to our jobs as sales leaders.""If you can be part of a disruptive movement... it could be game-changing.""You need people that are coachable that will take the time to listen and learn about what this market is."

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Frederik Maris, the Chief Revenue Officer at Atoss Software SE. Frederik shares his extensive experience in B2B sales leadership, offering insights on recruiting top talent, the importance of early career learning, and the critical role of first-line managers. The discussion delves into qualities to look for in sales reps, the significance of qualifying prospects, and how to instill a culture of continuous learning and accountability within sales teams. Frederik underscores the need for conscious competence in sales and leadership, and the value of self-awareness and emotional intelligence in driving success. This episode is packed with actionable advice for current and aspiring sales leaders.ADDITIONAL RESOURCESLearn more about Frederik Maris:https://www.linkedin.com/in/frederikmaris/Read Force Management's Guide to Increasing Company Valuation: https://hubs.li/Q038n0jT0Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:02:26] Early Lessons in Sales: Learning and Networking[00:03:48] The Importance of Qualification in Sales[00:04:39] Becoming Consciously Competent[00:06:13] Building a Strong Network and Recognizing Special Opportunities[00:08:32] The Key to Sales Success: Understanding Pain and Champions[00:09:43] Effective Discovery Process in Sales[00:12:22] The Role of CRO in Aligning Company and Sales Strategy[00:23:02] Knowledge, Skills, and Culture in Sales Organizations[00:33:36] Scaling Challenges in Sales Leadership[00:33:50] The Importance of First Deals[00:34:00] Understanding the Sales Cycle[00:34:15] Conscious Competence in Sales[00:34:39] The Role of Sales Managers[00:34:50] The Science Behind Sales[00:37:15] Champion Building and Sales Science[00:40:13] Recruiting Top Performing Reps[00:41:50] Qualities of Successful Salespeople[00:44:22] Testing for Emotional Intelligence[00:54:42] Why Sales Reps Fail[00:58:13] Accountability in Sales Leadership[01:02:20] The Journey of Sales SuccessHIGHLIGHT QUOTES[00:04:00] "It's incredibly important to qualify everything, from deals to recruits, and even why you are at the company."[00:09:25] "The more you understand the pain points, the better you can build a champion."[00:12:13] "Sales reps need to earn the right to ask questions by being well-prepared and differentiating themselves from others."[00:37:22] "If you don't understand the science behind what you're doing, you can't teach others or replicate success."[00:39:29] "Strong first-line managers who can coach and develop their teams are essential for scaling any sales organization."

Take the time to listen to this hugely popular, classic episode packed with sage sales advice. Joining Andy for the roundtable discussion today are Richard Harris, Founder of the Harris Consulting Group, Mark Cox, Founder of In the Funnel Sales Coaching and host of The Selling Well Podcast, and Matt Dixon, Wall Street Journal best selling co author of The Challenger Sale, The Effortless Experience, The Challenger Customer, and his new book, The Jolt Effect. They begin by discussing some of the best ways to offer value to clients, the role of technology in enhancing sales, the challenge of being constantly pitched by vendors and the lack of interest in product details, and they propose a "common sense revolution in sales," where the focus is on improving clients' businesses. They challenge both traditional sales training methods, and current compensation structures, and argue that ROI is more crucial than simply offering a cheaper price. The group turns its focus to the essential skill of asking open-ended questions, which can separate the best sellers from the rest, the significance of listening and truly understanding the client's pain points in their specific context, how to earn the right to ask questions, and being one step ahead and adaptable to shifting buyer behavior.Connect with Richard, Matt, and MarkHost Andy Paul is the expert on modern B2B selling and author of three best-selling, award-winning sales books, including his latest Sell Without Selling Out. Visit andypaul.com to subscribe to his newsletter for even more strategies and tips to accelerate your win rate!

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 to Data-Driven Selling, where today our host, Marc Wayshak, dives into the powerful mindsets that distinguish successful and wealthy salespeople from the rest. Marc will share the crucial mental shifts that can elevate your sales game from thinking you're the best to recognizing sales as a strategic game, not a life-or-death struggle. Discover why seeing your interactions with top-tier prospects as equal footing encounters is essential and how embracing sales as a game can replace stress with enjoyment and effectiveness. Whether it's adopting the mantra "The best prospects need me,” or understanding that losing a sale is just part of the game, this episode is packed with transformative insights. Moreover, Marc emphasizes the importance of loving what you do, believing in your product, and having a clear sales plan. Tune in to learn how to shift your mindset and dramatically increase your sales effectiveness and enjoy the pursuit of your sales goals with a renewed vigor and strategy.Here is a comprehensive sequence of topics covered in the podcast episode "Sales Mindset - The Way Successful & Rich Salespeople Think," with sub-topic bullets detailing the main points discussed under each primary topic:1. Introduction to Sales Mindsets   - Explanation of common traits among successful and rich salespeople.   - Importance of adopting certain mindsets to reach the top of one's sales game.2. Critical Sales Mindsets   - I Am the Best     - Believing in oneself as top in their field.     - The necessity of self-belief to achieve top performance.   - The Best Prospects Need Me     - Viewing oneself as a solution rather than an annoyance.     - Recognition that certain prospects inherently need what you're offering.   - Sales Is Just a Game     - Conceptualizing sales as a game to improve engagement and reduce stress.     - Changing perception of sales from a high-stress environment to a playful competition.   - Can Go Toe to Toe with Any CEO     - Confidence in dealing with high-level executives.     - Not being intimidated by the status of the prospect.   - If I Lose a Sale, So What?     - Acceptance of losses as part of the sales process.     - Maintaining composure and perspective when a sale falls through.3. Focusing on Process Over Outcomes   - Activity and Process Over Closing     - Emphasis on consistent activity and refined processes.     - Importance of building a robust pipeline and engaging in effective sales practices.   - I'll See If You're a Fit     - Evaluating prospects for fit rather than trying to close every possible sale.     - Moving on quickly if a prospect is not a fit.4. Goal Setting and Planning   - Having a Clear Plan to Sales Goals     - Importance of having specific, measurable steps to reach sales targets.     - Breaking down goals into actionable items like number of meetings and deal sizes.5. Passion for Selling   - I Love What I Do and Sell     - The necessity of passion and belief in the product for sales success.     - How enjoyment and belief in the product impact sales performance.6. Conclusion and Additional Resources   - Summarization of key sales mindsets.   - Invitation to access further sales training resources.Each of these topics provides a detailed overview of the various mindsets and strategies that, according to the podcast, are essential for achieving and maintaining success in sales.

In this episode of Getting to Club, Chris explores the intense and often unspoken truths about the competitive nature of top-tier salespeople. It's undeniable that the most successful sales professionals operate with a relentless, almost ruthless drive to outperform competitors—not merely to succeed, but to dominate the sales field. This episode offers a candid look into what it really takes to be at the top in sales, suggesting that achieving extraordinary results sometimes requires an extraordinary competitive spirit... while maintaining ethical integrity.

In this insightful episode of "In Touch with Terri," host Terri Ross shares her "zone of genius" with listeners, focusing on the top five habits of the most successful salespeople. Engaging and knowledgeable, Terri reframes the concept of salesmanship within the medical aesthetic practice as an activity rooted in service and education, not just transactions. She taps into her extensive experience to deliver actionable strategies that transform how practices can approach sales, client relationships, and growth. Terri discusses the importance of creating lasting relationships, staying ahead of industry trends, being persuasive, maintaining a resilient mindset, and holding oneself accountable. She emphasizes the significance of continuous learning and adaptability in the ever-evolving field of medical aesthetics. With a combination of personal anecdotes and professional guidance, this episode offers valuable insights, whether you're at the front desk or managing an entire practice. Key Takeaways: Relationship Building: Establishing and nurturing profound relationships with clients is fundamental to successful sales in medical aesthetics. Continuous Innovation: Staying informed about industry trends and constantly evolving one's approach is key to staying competitive. Persuasive Education: A salesperson's ability to educate and influence client decisions is rooted in a firm belief in their offerings and the quality of care provided. Resiliency: A resilient mindset is crucial to overcome the challenges of rejection and adapt to learning opportunities. Accountability: Setting SMART goals and measuring performance against KPIs can significantly impact a practice's success. If you are ready to create change and want to learn more about APX, please visit www.apxplatform.com to schedule a discovery call. Please visit our youtube channel at: www.youtube.com/channel/UCxOkt_vcZd4lXKwcGbgMYaQ If you found this episode valuable, please share this with a friend or colleague that would benefit from listening.

In this episode of the Sales King podcast, host Dan and guest expert Rocky LaGrone explore the challenges in sales hiring and the evolution of the field. They delve into a case where cost-cutting led to a significant business loss, highlighting the importance of overcoming objections and taking control of the sales process. Rocky emphasizes consultative selling, the value of coaching, and embracing failure as part of growth. The discussion also covers the informed buyer's market, the necessity of preparation, and the role of personal development in sales success. Rocky concludes by offering a white paper on sales hiring trends and invites listeners to connect for more insights.Timestamps: Rocky's Background (00:01:16) Rocky discusses his accidental entry into sales and his experience in sales development and management. Evolution of Sales Hiring (00:04:39) Rocky talks about the challenges in sales hiring, the current job market, and the difficulties in attracting and qualifying candidates. Attracting Top Talent (00:07:08) Rocky emphasizes the importance of writing attractive job ads and targeting the right candidates to ensure a better quality pool. Qualities of Successful Salespeople (00:11:04) Rocky discusses essential qualities, such as grit and adaptability, for successful salespeople, and the importance of effective onboarding plans. Challenges in Hiring and Training (00:17:31) Rocky explains the challenges in hiring and training salespeople, emphasizing the lack of proper training and the presence of unqualified individuals in the sales profession. Impact of AI on Sales Hiring (00:19:44) Rocky discusses the impact of AI on sales hiring, emphasizing the need for interviewers to be more astute in evaluating candidates' qualifications and experiences. The supply chain challenges (00:23:26) Struggles with sales due to supply chain issues and price-based objections. Overcoming sales objections (00:24:47) Discussing the need to push through failure and finding ways to make a difference in sales. Taking control of the sales situation (00:25:29) Empowering salespeople to lead buyers and pivot in the face of objections. Advice for new salespeople (00:26:21) Emphasizing the importance of consultative selling skills and continuous learning. Dealing with failure and coaching new salespeople (00:28:18) Encouraging failure, finding mentors, and addressing the challenges of the new generation in sales. Personal development and reaching out to the guest (00:31:05) Encouraging self-driven personal development and providing contact information for the guest. Guest's white paper on sales hiring trends (00:32:14) Announcement of a white paper on sales hiring trends for 2024 and future predictions

Jenny Wu is a data analyst turned sales engineer for data products at Hex. We talked about sales engineer vs data analyst, how to design a career based on your personality, and how to transition into a customer-facing role. Subscribe to Daliana's newsletter on www.dalianaliu.com for more on data science and career. Jenny's LinkedIn: https://www.linkedin.com/in/jenny-wu-... Daliana's Twitter: https://twitter.com/DalianaLiu Daliana's LinkedIn: https://www.linkedin.com/in/dalianaliu/ (00:00:00) Introduction (00:01:34) What is a Sales Engineer? (00:09:35) Sales Engineering Day-to-Day (00:13:09) Challenge in sales (00:21:37) Traits of Successful Salespeople (00:30:32) Stakeholder Engagement (00:36:24) Getting into customer-facing roles (00:43:55) Quitting her job to travel the world (00:48:05) Advice on Career Breaks (00:50:39) Embedding Career and Personal Goals (00:51:57) How do you achieve happiness?

Jonaed interviews Kim Chung, who shares her experiences with three different sales bootcamps: RAM, Aspireship, and TrainYo. Kim provides insights into the strengths and weaknesses of each program and offers advice for choosing a bootcamp. She emphasizes the importance of hands-on learning and the need for comprehensive training that covers both fundamental and advanced sales skills. Kim also discusses the challenges of rejection in sales and the importance of self-care and mental preparation. The episode concludes with a discussion on entry-level SDR salaries and the potential for growth in the sales field. Timestamps (00:00) — Introduction to podcast (01:27) — Introduction to Kim Chung: Career background | Experience with RAM (04:21) — Rating RAM (07:23) — Experience with Aspireship(08:59) — Rating Aspireship (09:36) — Aspects not covered by Aspireship (12:54) — Important things learned through these programs (14:09) — Job potential after Aspireship (15:12) — Facing rejection and other challenges (17:05) — Experience with TrainYo (22:12) — Rating TrainYo (25:26) — The missing piece (27:23) — Advice to boot camp seekers (30:45) — Advice to younger self before boot camps(31:09) — Entry level SDRs' salary and realistic earning potential (33:08) — Examples of successful salespeople without college degrees Support/Contact KimLinkedIn : https://www.linkedin.com/in/kim-chung/Books and resources mentioned in this podcast: Resume course: https://bit.ly/podcastpca Need career or resume advice? Follow and/or connect with Jonaed Iqbal on LinkedIn.- LinkedIn: https://bit.ly/JonaedIqbalND Connect with us on social media!- LinkedIn: https://bit.ly/NoDegreeLinkedIn- Facebook: https://bit.ly/NoDegreeFB- Instagram: https://bit.ly/NoDegreeIG- Twitter: https://bit.ly/NoDegreeTW- TikTok: https://bit.ly/3qfUD2V- Join our discord server: https://bit.ly/NoDegreeDiscord Thank you for sponsoring our show. If you'd like to support our mission to end the stigma and economic disparity that comes along with not having a college degree, please share with a friend, drop us a review on Apple Podcast and/or subscribe to our Patreon: https://www.patreon.com/nodegree. Remember, no degree? No problem! Whether you're contemplating college or you're a college dropout, get started with your no-degree job search at nodegree.com.

Joining Andy for the roundtable discussion today are Richard Harris, Founder of the Harris Consulting Group, Mark Cox, Founder of In the Funnel Sales Coaching and host of The Selling Well Podcast, and Matt Dixon, Wall Street Journal best selling co author of The Challenger Sale, The Effortless Experience, The Challenger Customer, and his new book, The Jolt Effect. They begin by discussing some of the best ways to offer value to clients, the role of technology in enhancing sales, the challenge of being constantly pitched by vendors and the lack of interest in product details, and they propose a "common sense revolution in sales," where the focus is on improving clients' businesses. They challenge both traditional sales training methods, and current compensation structures, and argue that ROI is more crucial than simply offering a cheaper price. The group turns its focus to the essential skill of asking open-ended questions, which can separate the best sellers from the rest, the significance of listening and truly understanding the client's pain points in their specific context, how to earn the right to ask questions, and being one step ahead and adaptable to shifting buyer behavior.Connect with Richard, Matt, and MarkHost Andy Paul is the expert on modern B2B selling and author of three best-selling, award-winning sales books, including his latest Sell Without Selling Out. Visit andypaul.com to subscribe to his newsletter for even more strategies and tips to accelerate your win rate!Thank you to our sponsors:AllegoClozdCognism

Following on from Episode 26, where Ben shared the results of a large piece of market research, 'Sales Leaders' Challenges in 2023 and Beyond', Ben dives deeper into the number 1 challenge that was identified - talent management. Ben identifies eight key traits of successful salespeople and provides examples and advice on how Sales Leaders can foster these traits within their teams. The traits include expanding reach, understanding the customer's problem, objection handling, reaching decision makers, contributing to team success, having a continued appetite for learning, using a small number of metrics, and focusing on the customer. Key Takeaways: Successful salespeople expand their reach by networking, creating content, building internal relationships, and seeking referrals. They spend time understanding the Customer's problem and/or opportunity before talking about their own brand or business. Effective salespeople handle objections by asking questions and using a structured approach like the 'Feel Felt Found' model. They proactively reach decision makers before the final decision is made. Successful salespeople contribute to team success by engaging with colleagues and offering assistance. They have an insatiable appetite for learning and continuously seek new knowledge and skills. Effective salespeople focus on a small number of metrics to drive their behaviors and track their performance. The Customer is the main focus for successful salespeople, and they stay on top of the customer's journey and needs. 0:00 Intro 1:11 Recap 2:01 Talent Management 2:26 Behaviors of a High Performing Salespeople 3:17 Behaviors of a High Performing Salespeople: Expanding Reach 5:28 Behaviors of a High Performing Salespeople: Understanding the Customer Problem / Opportunity 7:32 Behaviors of a High Performing Salespeople: Handling Objections 11:08 Behaviors of a High Performing Salespeople: Reaching to the Decision Maker 13:47 Behaviors of a High Performing Salespeople: Contributing to Team Success 15:25 Behaviors of a High Performing Salespeople: Learning New Things 18:20 Behaviors of a High Performing Salespeople: Using Metrics 19:59 Behaviors of a High Performing Salespeople: Customer is the Focus 21:52 Recommendations 23:51 Health and Wellbeing Tip 26:04 Outro Rate, Review, & Follow If you're liking what you're hearing, make sure you ‘follow' the show wherever you listen to your podcasts…so you never miss an episode!I'd also love to hear what you think, so drop us a review after you close that next deal…tell me what you're liking, and what you want more of so I can look to cover it in a future episode.

What do most sales books get wrong? What levers of influence are necessary to move people in your direction? What is the mindset shift required to move from novice to successful salesperson? These are all things that Douglas Cole covers in his newest book, “The Sales MBA,” and we're lucky enough to discuss them in this episode of Negotiations Ninja.  Outline of This Episode [1:45] Learn more about Douglas Cole [2:20] Learn more about Douglas's book: The Sales MBA [5:51] How you can become a change agent  [8:58] The energy of where change is [13:28] Becoming a decision architect [16:32] The principle of self-interest [19:56] Levers to create influence [23:37] Why people forget to leverage unity Resources & People Mentioned The Sales MBA: How to Influence Corporate Buyers Influence: The Psychology of Persuasion  Pre-Suasion: A Revolutionary Way to Influence and Persuade Connect with Douglas Cole The Sales MBA Subscribe to The Sales MBA newsletter Connect on LinkedIn Follow on Twitter Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja

The Influence Show Join Dr. Donald Moine and Eric Lofholm each Monday for a conversation about influence, sales and persuasion.

Book A Live Sales Coaching Session with Me: https://selar.co/qhqw?currency=GBPJoin my whatsapp group $6 : https://buy.stripe.com/28oeXb4Cx6nT3uw14dJoin my whatsapp group N15,000: https://app.groupify.co/g/yb8Tqi7iiavV

In this episode, Pete and Lindsay are joined by Roderick Jefferson who is the CEO of Roderick Jefferson and Associates. Roderick Jefferson is an internationally recognized, business-focused speaker. Pete and Roderick Jefferson have a mutual passion for helping salespeople become successful. Roderick talks about how he began coaching athletics due to the symbiotic relationship between what he received and was doing professionally, and how it relates to learning how to deal with other teammates, handle winning and losing, and constantly improve through practice. Join us for a discussion on mastering the art of sales enablement and building connections to provide support. This skill is crucial not just for sales professionals, but for anyone looking to better understand and meet the needs of their customers and colleagues. Watch this episode if you're a sales leader who wants to boost results and team success. Learn practical strategies and techniques to optimize sales performance and reach your revenue targets. Get ready to take your sales game to the next level! Timestamps 0:00:00 - Conversation with Roderick Jefferson: Accelerating Speed to Revenue and Increasing Productivity 0:02:43 - Sales Enablement Professional Discusses Challenges of Assisting Salespeople 0:04:50 - Strategies for Building Rapport, Community, and Customer Service 0:06:33 - Heading: The Impact of AI on Sales Enablement 0:08:55 - Exploring the Impact of AI on Sales: Helpers vs. Sellers 0:12:47 - Conversation on Differentiating Between Sellers and Helpers 0:14:54 - The Value of Hiring Athletes for Sales Teams 0:19:16 - Exploring the Difference Between Managers and Leaders in Sales 0:24:12 - Qualities and Attributes Needed for Successful Salespeople in Today's World 0:29:20 - Critical Skills Needed for Salespeople and Leaders 0:31:00 - Qualifying Prospects and Effective Leadership Key Highlights: - Adjusting to the new virtual environment presents challenges in building rapport with customers and staying engaged in virtual meetings - Importance of finding ways to help customers increase productivity and efficiency while working virtually - Some sales reps were initially resistant to the shift to virtual meetings  - Transitioning to AI may be difficult, but will likely create more productivity in the end.

In this episode, James talks about the little things that sales professionals can do to elevate themselves and bring sales success, he breaks this down into 10 simple steps that salespeople can do.If you have enjoyed this episode be sure to subscribe on your podcast provider, and if you think we can help you with sales success visit our website: https://www.jameswhite.business/

In today's episode, Mike talks with Sara Phillips. Sara is a small business coach and founder of Superior Performance Coaching.

Join us for an exciting episode of Coffee with Closers as we sit down with Morgan J Ingram, a highly sought-after sales trainer and consultant, who has helped numerous individuals and organizations improve their sales performance. With his extensive experience in sales coaching, training, and consulting, Morgan is recognized as one of the top influencers in the industry. In this episode, we'll explore a range of topics, including the evolution of marketing and sales, how to become a subject matter expert in sales, the qualities to look for in candidates for a sales role, and tips on how to hold prospects' attention on a call. We'll also dive into the future of AI in sales and marketing, and Morgan will share his tried-and-true productivity hacks for success. Get your cup of coffee ready and tune in to practical advice, and priceless knowledge from one of the leading voices in the industry! ------------------------------------------------------------------------------------------------------------------------------- ►Find Morgan J Ingram on LinkedIn https://www.linkedin.com/in/morganjingram/ ►Visit Ascension Media Productions at https://ampcreative.io/ -------------------------------------------------------------------------------------------------------------------------------

This week on the Life Changing Money Podcast we talk with Drewbie Wilson. He went from tech support in a software startup to Vice President of a multi-million dollar consulting company and he knows what it means to start at the bottom and work his way to the top.A servant first, operating with utmost integrity and humility, but not afraid to tell it like it is. Confidence and empathy are his superpowers. By going all-in on every area of life, he strives to inspire success-driven winners to become the most elite version of themselves.Topics discussed on today's episode:One simple thing you can do in your business to make more money today.How he structures and sets up his day for massive success.His earliest money lesson that completely changed his life.How to figure out your own version of success Mindset shifts you need to make when you start making six figures and beyond.What he is investing in now to grow his portfolioHow memes have made him millions of dollars in sales.His number one sales tip.Favorite Quote:“Crush the day before it crushes you”Connect with Guest Name:https://www.drewbiewilson.com/@drewbieridesHow To Get Involved:Life-Changing Money is a podcast all about money. We share stories of how money has impacted and radically changed the lives of others, and how it can do the same for you. Your host, Barbara Schreihans (pronounced ShREE-hands) is the founder and CEO of Your Tax Coach, and the Creator of the Write Off Your Life Course. She is a kickass tax strategist, business coach, and all-around master when it comes to wealth and finances. Barbara aids business owners and high net-worth individuals in saving tens of millions of dollars in taxes while also growing their profits.When she's not leading her team, coaching clients, or dreaming up new goals for her company, you can find her drinking coffee, hanging out with her family, and traveling the world.Grab a cup of coffee and become inspired as we hear from those who have overcome and are overcoming their self-limiting beliefs and money mindsets!Do you have a burning question that you'd love to hear answered on a future show?Please email it to: podcast@yourtaxcoach.bizSign Up For Our NewsletterLife Changing Money PodcastGet Tax Help!

Zach Johnson is the Chief of Numbers @ Discovery Bookkeeping and  Creator of Simple Accounting for Solar Pros, so what does that mean for your sales team? Zach is the guy to walk your sales guys through what managing their money should look like. In this episode we tackle the things that are borderline mandatory for those 6-figure sales people to know. Taxes, investments and building out your business are touched on in this episode which leads to growing and developing generational wealth. Connect with Zach Johnson:Facebook - https://www.facebook.com/profile.php?id=100062811921181 

Today we talk about what the top habits of highly successful salespeople are and how you can implement them into your daily sales process.

When we talk about the best in their field, there are always a ton of myths surrounding how they got there and how they stay at the top of their game. In this episode of The Get More Frank Podcast, we're going to cover some of the most common myths that I hear about the top salespeople in automotive, and find out if there's any truth to what people are saying.

When we talk about the best in their field, there are always a ton of myths surrounding how they got there and how they stay at the top of their game. In this episode of The Get More Frank Podcast, we're going to cover some of the most common myths that I hear about the top salespeople in automotive, and find out if there's any truth to what people are saying.

In this HRchat episode, we focus on challenges related to attracting, hiring, and onboarding Sales pros. Joining Bill Banham on the show today is Psychologist and Sales Assessment Expert, Christopher Croner, Ph.D.Chris is co-author of the book, Never Hire a Bad Salesperson Again, detailing his research and practice in identifying the non-teachable personality traits common to top producers.Dr. Croner developed the DriveTest® online sales test and the Drive Interview, both used for hiring “Hunter” salespeople. Using this method, he has helped more than 1,400 companies worldwide to hire and develop top-performing salespeople.He has served as an adjunct faculty member at the Chicago School of Professional Psychology, teaching personnel selection in the Industrial Psychology Master of Arts program. Dr. Croner is an active member of the Consulting Section of the Illinois Psychological Association and former Co-Program Chair of Chicago Industrial/Organizational Psychologists (CIOP).Questions Include:  Can you explain the difference between Hunters and Famers and how each fits into the sales efforts of a company? The cost of hiring and keeping a bad salesperson can range from six to seven figures annually. Talk about the financial and time costs of making a bad Sales hire. Who should lead efforts to attract and interview sales exec candidates? Is that HR, the Sales Manager or another department? How can HR help to align sales competencies with the job spec? What personality traits are critical to determining a salesperson's long-term potential?What specific elements of a sales candidate's resume indicate high drive?Is there an assessment to test sales candidates for drive before hiring?What interview questions can our audience use to assess drive in sales candidates?What onboarding steps can HR teams use to maximize a new salesperson's success?Sales is a dynamic role, affected by factors such as the markets and hitting targets. How often should compensation be reviewed? In Jan 2022, you released the second edition of your book, Never Hire a Bad Salesperson Again which details your psychological research and practice in identifying the non-teachable personality traits common to top-producing salespeople. Tell me about the book and how listeners can get a copy. We do our best to ensure editorial objectivity. The views and ideas shared by our guests and sponsors are entirely independent of The HR Gazette, HRchat Podcast and Iceni Media Inc.   

SHOW SUMMARYThe worst mistake that a seller can make is to act for their own interest only. In actuality, the seller must balance the interests of two entities: the customer and the company they work for. In this episode of the Sales Secrets podcast, Vernon Brokke talks about how the ability to make both your company and client happy is the best way to succeed in sales and make it to the coveted President's Club.  SUBSCRIBE TO SALES SECRETS PODCASTITUNES ► https://itunes.apple.com/us/podcast/s...​SPOTIFY ► https://open.spotify.com/show/1BKYsQo...​YOUTUBE ► https://www.youtube.com/channel/UCVUh...​ THIS EPISODE IS BROUGHT TO YOU BY SEAMLESS.AI - THE WORLD'S BEST SALES LEADSWEBSITE ► https://www.seamless.ai/LINKEDIN ► https://www.linkedin.com/company/seamlessai/JOIN FOR FREE TODAY ► https://login.seamless.ai/invite/podcast SHOW DESCRIPTIONBrandon Bornancin is a serial salesperson, entrepreneur, and founder of Seamless.AI. Twice a week, Brandon interviews the world's top sales experts like Jill Konrath, Aaron Ross, John Barrows, Trish Bertuzzi, Mark Hunter, Anthony Iannarino, and many more -- to uncover actionable strategies, playbooks, tips, and insights you can use to generate more revenue and close more business. If you want to learn the most powerful sales secrets from the top sales experts in the world, Sales Secrets From The Top 1% is the place to find them. SALES SECRET FROM THE TOP 1%WEBSITE ► https://www.secretsalesbook.com/LINKEDIN ► https://www.linkedin.com/company/sales-secret-book/ ABOUT BRANDONBrandon Bornancin is a serial salesperson (over $100M in sales deals), multi-million dollar sales tech entrepreneur, motivational sales speaker, international sales DJ (DJ NoQ5), and sales author who is obsessed with helping you maximize your sales success.Mr. Bornancin is currently the CEO & Founder at Seamless.AI delivering the world's best sales leads. Over 10,000+ companies use Seamless.ai to generate millions in sales at companies like Google, Amazon, Facebook, Slack, Dell, Oracle & many others.Mr. Bornancin is also the author of "Sales Secrets From The Top 1%" where the world's best sales experts share their secrets to sales success and author of “The Ultimate Guide To Overcoming Sales Objections.” FOLLOW BRANDONLINKEDIN ► https://www.linkedin.com/in/brandonbornancin/INSTAGRAM ► https://www.instagram.com/brandonbornancinofficial/FACEBOOK ► https://www.facebook.com/SeamlessAITWITTER ► https://twitter.com/BBornancin

Curious how some of the greats are making those sales numbers? In part two of this two part episode of the Get More Frank Podcast, we're talking about the most important traits that all of the most successful salespeople possess and teaching you how to make those traits a part of your process. If you're looking to up your numbers, you won't want to miss this chat.

Curious how some of the greats are making those sales numbers? In this two part episode of the Get More Frank Podcast, we're talking about the most important traits that all of the most successful salespeople possess and teaching you how to make those traits a part of your process. If you're looking to up your numbers, you won't want to miss this chat.

Are you looking to smash your previous sales goals? In this episode of the Get More Frank Podcast, Frank Lopes shares the seven habits that you need to start practicing TODAY, if you want to start breaking through your glass ceiling and crushing your sales records.

As Malaysia opens up to the world post pandemic, the number one priority for businesses everywhere is Sales. And a key asset to getting huge sales is a company's highly performing and successful Salespeople. Having coached and trained salespeople and sales teams for over 2 decades, Jeevan Sahadevan, founder of LeverageLab, has put together a framework of key habits that successful salespeople embrace on autopilot. Today we will look at the 12 habits of highly successful salespeople and how to install these habits and win big this year!Image Credit: Shutterstock | Dmitry Demidovich

SOLARCON April 21st - 23rd, 2022GET YOUR TICKETS HERE: https://attendsolarcon.com/tickets/DISCOUNT CODE: solarpreneur25GET FREE SOLCIETY ACCESS!HOW: Send a screenshot of your receipt totaylor@solarpreneurs.com or support@solarpreneurs.comDOWNLOAD SOLCIETY APP NOW!Thanks to our sponsor Pi Syndicate for this episode!

SUBSCRIBE TO SALES SECRETS PODCASTITUNES ► https://itunes.apple.com/us/podcast/s...​SPOTIFY ► https://open.spotify.com/show/1BKYsQo...​YOUTUBE ► https://www.youtube.com/channel/UCVUh...​THIS EPISODE IS BROUGHT TO YOU BY SEAMLESS.AI - THE WORLD'S BEST SALES LEADSWEBSITE ► https://www.seamless.ai/LINKEDIN ► https://www.linkedin.com/company/seamlessai/JOIN FOR FREE TODAY ► https://login.seamless.ai/invite/podcastBrandon Bornancin is a serial salesperson, entrepreneur and founder of Seamless.AI. Twice a week, Brandon interviews the world's top sales experts like Jill Konrath, Aaron Ross, John Barrows, Trish Bertuzzi, Mark Hunter, Anthony Iannarino and many more -- to uncover actionable strategies, playbooks, tips and insights you can use to generate more revenue and close more business. If you want to learn the most powerful sales secrets from the top sales experts in the world, Sales Secrets From The Top 1% is the place to find them.SALES SECRET FROM THE TOP 1%WEBSITE ► https://www.secretsalesbook.com/LINKEDIN ► https://www.linkedin.com/company/sales-secret-book/ABOUT BRANDONBrandon Bornancin is a serial salesperson (over $100M in sales deals), multi-million dollar sales tech entrepreneur, motivational sales speaker, international sales DJ (DJ NoQ5) and sales author who is obsessed with helping you maximize your sales success.Mr. Bornancin is currently the CEO & Founder at Seamless.ai delivering the world's best sales leads. Over 10,000+ companies use Seamless.ai to generate millions in sales at companies like Google, Amazon, Facebook, Slack, Dell, Oracle & many others.Mr. Bornancin is also the author of "Sales Secrets From The Top 1%" where the world's best sales experts share their secrets to sales success and author of “The Ultimate Guide To Overcoming Sales Objections.”FOLLOW BRANDONLINKEDIN ► https://www.linkedin.com/in/brandonbornancin/INSTAGRAM ► https://www.instagram.com/brandonbornancinofficial/FACEBOOK ► https://www.facebook.com/SeamlessAITWITTER ► https://twitter.com/BBornancin

Welcome to the Action and Ambition Podcast! Joining us today is Brett Oubre, the President of Natchez Chrysler Dodge Jeep Ram. Apart from being a president of the company, he is also a Leadership mentor focused on assisting businesses to lead, train, motivate, and mentor. He has successfully launched seven retail shopping centers, overseeing every aspect of the projects, including the initial analysis of the feasibility of the centers, securing the finances to begin construction, and the actual building of the structures. Brett wants to teach people to awaken what lies within them and equip everyday people for success with only one life to live. If you feel that you are destined for more or that you know you could accomplish more in life, then Brett is the man to seek. In this episode, he has an amazing story to share. He will talk with us about raising our self-esteem and how we can accomplish more in life. Stay tuned because you don't want to miss out on this episode!

The Real Miracle Morning | Daily Habits of Successful SalespeopleHave you read the book The Miracle Morning by Hal Elrod? If you haven't, don't bother. It's basically junk. There's noting new in it. Today's inside BS Show is Part 1 in a two-part series dedicated to helping you get your day started.The Real Miracle Morning habits in this video and in Part 2, will help you jump start each day whether you are a sales representative or a sales manager. Follow these guidelines and share your successes with me. Timestamps:00:00 Daily Habits of Successful Salespeople00:30 Why Dave Decided to talk About Choices That Set You Up For Success in Sales03:20 What Time You Wake Up Makes a Difference in Sales05:38 Do You Attack Your Biggest Project First Thing in the Morning?07:06 Don't Check Your Email Early in the Morning. Do This Instead08:15 Consume Business News Not JUNK News10:08 Do You Focus on Relationships or on Closing Deals?

Resources: ✅ Join the Sales Revolution: If you're ready to do sales differently, you're in the right place. This community is for entrepreneurs and sales pros to connect, grow, + learn the new (and highly improved) connection-based way of selling. https://www.facebook.com/groups/salesrevolutiongroup   Effective time management is a prerequisite to success in sales. With little to no guardrails in place, sales reps often fail to effectively prioritize their time. They squander critical minutes and hours each day attending to the wrong activities and tasks.   There's an art and science associated with effective time management. And Matt and I will share with you our methodologies, habits, and experiences, specifically around time blocking to maximize your earning potential as a salesperson and many more!    With so many moving parts to attend to, sales reps must be vigilant about time management. If you want to know how the big boys roll, then this episode is for you.    In this episode, we cover:   [0:00] Introduction  [02:39] System to maximize your success [06:08] Prospect time blocking [09:58] Prospecting can add at least 20% to your income [11:38] Sales redundancy strategy [13:01] Get sales reps to think like CEOs [14:58] Sales is a critical life skill [18:49] Practicing through sales roleplay [20:46] Join the sales revolution group   ✅ If you're looking to take your sales to the 7th level, book a “Clarity Call” below and let's see if you're a good fit for our sales training program!

Our Achiever of the Day is Collin Mitchell, a serial entrepreneur and Chief Revenue Officer at Salescast, helping podcasters launch, manage, and grow their podcasts. He also walks the talk, being the voice behind the podcast, Sales Hustle. Collin joins us in this episode to talk about his journey as a serial entrepreneur managing multiple businesses, the power of podcasting, and the traits he sees from the best salespeople. Let's listen to Collin and become the best salespeople we can be!  [00:01 - 02:52] Opening Segment Let's get to know Collin Mitchell Are you planning on starting a business? The 2 main skills you should have  [02:53 - 07:45] $5 Million in 2 Years  How Collin sold his first product  The common mistakes that business owners make Leaving a stable job and starting a business Collin's inspiring story  [07:46 - 14:44] Multiple Businesses At Once  The reality of hiring people for your business Why invest in learning about business  Building multiple businesses at once  [14:45 - 19:35] High-Quality Network Collin shares his story on how he found podcasting  What's next for Collin's podcasting business?  The ultimate benefit of podcasting  [19:36 - 29:35] 3 Traits of Successful Salespeople  Start a business successfully with these tips from Collin  The 3 traits of successful salespeople  How Collin trains his team  [29:36 - 34:16] Personal and Professional Should Not Be Separated  Why don't people apply what they learn? Listen to Collin's insights  Your personal and professional selves should be together, not separated  Eliminate your limiting beliefs with this advice from Collin  [34:17 - 43:09] Time Management Tricks  The book that left Collin with the most impact Collin's favorite episodes in his podcast His practical tips to manage his time well  [43:10 - 44:43] Closing Segment  Connect with Collin. Links below Final thoughts     Tweetable Quotes: “If you wanna be successful, just outwork your competition.” - Collin Mitchell “Podcasting is the way to build your high-quality network.” - Collin Mitchell   Resources Mentioned: Book: Selling From The Heart Sales Hustle episodes mentioned: Alice Heiman Larry Levine  Ian Koniak Anthony Iannarino Mark Hunter   Follow Collin on his social media pages: Facebook, LinkedIn, and YouTube. Check out Salescast to win your dream clients!    SUBSCRIBE to this podcast to hear more inspiring stories from high achievers, hustlers, busy parents, and everyone else on the daily grind.  LEAVE A 5-STAR REVIEW and let's go achieve something great! Check us out on Facebook, Instagram, and Twitter.  Email mace.jared@gmail.com to reach out to me. Connect with me on my website, Facebook, Twitter, Instagram, LinkedIn, YouTube, and TikTok. 

The post The Most Important Trait Of Highly Successful Salespeople | Selling Made Simple appeared first on Salesman.org.

If someone were asked to describe a successful salesperson, which five habits would they list first? On this week's Connected, area vice president of sales Peter Sidwell joins the podcast to discuss the traits and qualities needed to flourish in a dealership!

1' How Antoine got from a Hotel School into Tech Sales 5' What Antoine likes most about sales: Andrenaline, human contact, and pressure 8' When is the Adrenaline pike in a sales cycle and why it matters 11' How COVID impacted sales 13' When you should mention price in sales 14' why mimicking is important and what to do about it 21' Why you should talk openly about your competition 23' What are key traits to look for in salespeople 27' Why sales is not for everyone 34' What makes a good closer and why it is important 40' Tactics to shorten the sales cycle

Learn about the traits of successful salespeople in this episode together with Mary Grothe, Founder and CO-founder of Sales BQ. We discuss the new phenomenon "BQ" – what it is, how to start and why it's important. If you want to know more or get in touch with Mary and Sales BQ, you find more info in the links below:  https://www.salesbq.com/ https://www.linkedin.com/in/marygrothe/

To achieve long term success in sales means that you need to develop good habits that make you more productive. Cold calls, emails, presentations, client meetings, door to door, business to business, every salesperson know how to do them. Salespeople learn to do this in practice, during company trainings, and sales conference. The rule and mechanics are almost universal, and the difference you hear is usually just a matter of semantics. If the sales trade is an open book anyone can read, then why do salespeople get different results? Why do some people hit their quota, while some trail behind their targets? Winning the sales game is not a birthright or a God-given talent. Selling is a skill, and some sales people are better at it because they've worked at it. --- This episode is sponsored by · Anchor: The easiest way to make a podcast. https://anchor.fm/app --- Send in a voice message: https://anchor.fm/perry-mattia-preziusi/message

Mike Montague interviews Clint Babcock on How to Succeed at Three Hidden Traits of Successful Salespeople   In this episode: Best attitude, behavior, and technique for How to Succeed at Three Hidden Traits of Successful Salespeople Hidden trait number one: Patience What is patience? Hidden trait number two: Empathy Hidden trait number three: Being Skeptical How to put all three traits together Clint's favorite Sandler rule The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell Don't forget to subscribe and leave us a 5-star review in iTunes!

Mike Montague interviews Clint Babcock on How to Succeed at Three Hidden Traits of Successful Salespeople   In this episode: Best attitude, behavior, and technique for How to Succeed at Three Hidden Traits of Successful Salespeople Hidden trait number one: Patience What is patience? Hidden trait number two: Empathy Hidden trait number three: Being Skeptical How to put all three traits together Clint's favorite Sandler rule The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell Don't forget to subscribe and leave us a 5-star review in iTunes!

Mike Montague interviews Clint Babcock on How to Succeed at Three Hidden Traits of Successful Salespeople   In this episode: Best attitude, behavior, and technique for How to Succeed at Three Hidden Traits of Successful Salespeople Hidden trait number one: Patience What is patience? Hidden trait number two: Empathy Hidden trait number three: Being Skeptical How to put all three traits together Clint’s favorite Sandler rule The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell Don't forget to subscribe and leave us a 5-star review in iTunes!

Shawnna Sumaoang: Hi, and welcome to the Sales Enablement PRO podcast. I am Shawnna Sumaoang. Sales enablement is a constantly evolving space and we’re here to help professionals stay up to date on the latest trends and best practices so they can be more effective in their jobs. Today, I’m excited to have Terry Mitchell from Fujifilm’s join us. Terry, I’d love for you to just introduce yourself to our audience. TM: Thanks for having me on, Shawna. I’m Terry Mitchell and I am director of sales enablement at Fujifilm. And many people know the brand name Fujifilm, Fuji today is a global company headquartered in Japan, operating in almost every country around the world. I would expect most people would know Fujifilm for its photographic film, but today, even though film is still in our name, it’s a very small part of our product portfolio. Photography has transitioned to digital, but so has medical x-ray and printing. And I’m actually in the printing group or what we call the graphic systems division of Fujifilm. We sell a wide range of products for traditional printing as well as digital printing systems. And we sell these through direct sales force to printers or print providers who print everything from brochures to books or newspapers, magazines, labels and packaging, and even signs and banners. Regarding my background, although I started my career in sales, I have spent most of the time in marketing roles. That alone probably makes me a bit unique to your listeners, but I think it has given me a different perspective and approach to sales enablement. SS: Absolutely. I think having a combined sales and marketing background is unique. I think it definitely does give you a better lens on enablement. I’d love to hear from you kind of how that’s helped you in your sales enablement career. TM: In marketing, I spent a lot of time on development of content and sometimes we flip that over the wall to the sales team and we expect that they know what to do with it, how to use it. Sometimes there’s missing links where we haven’t correlated the content to the customer buying or deciding journey and/or provided the tools for the sales team to show or demonstrate value or perhaps even justify an investment. So, it was interesting because I became a certified trainer for the Miller Heiman professional selling skills course, and that really led to my role in developing sales training materials and coaching all around improving our sales performance. SS: Very impressive, very impressive. And in fact, you were recently included in a list that covered 100 sales enablement best practices. And in that, you mentioned that you developed a list of sales effectiveness attributes. I’d love for you to explain to our audience the attributes that you identified as leading to success. TM: Well, we did develop this list and there are 25 in total that we’ve identified. We’re not trying to suggest that that’s the comprehensive list and we’ll never add to it. But what we set out to do was look at all of the different phases of the sales process. So, for example, we have attributes such as how well does the seller open a sales call by setting a meeting agenda stating the value to the customer and checking for acceptance? But we also have criteria here about how well the seller executes the agenda that they established, and they stay on task and focused. We talk about how the seller uses open and closed or layered questions to explore and discover possible pain points within the business, realized and even unrealized needs. We also have criteria around collaboration and how we create a customized or tailored solution based on the prospect’s unique business pain or need. There are a lot of different factors here and 25 attributes in total. All of them, we believe, are important to be effective in selling. SS: Maybe you can explain to our audience how you went about identifying those attributes. What was the process like for developing and validating that list? TM: Yeah, it’s a great question. I attended a workshop session at a conference and actually, it was around what are the effective skills that are needed to be successful in selling? And so that’s where it got started and where some of these were identified and discussed. I took that list and incorporated several of the attributes from the professional selling skills course, since that was the foundational basis for us in terms of how we go about conducting an effective sales call. So, we included the steps of open and discover, satisfy or basically how you present and differentiate your product, and then close with a mutually agreed path going forward. All of those attributes really correlated to that professional selling skills course, but we didn’t stop there. We then reviewed the list with our sales leadership and we added even more attributes. So, it really was a comprehensive look at all of the things that we determined to be contributing to, if not critical to, sales success. SS: I like how you guys built the attributes to kind of help support the sales methodology within the organization. And it sounds though, as you mentioned, that you guys kind of took it a step further and have basically created that list of sales effectiveness attributes to almost guide a sales representative in creating a personal development plan. I’d love to learn how you’re using that. TM: Yeah. When we looked at the 25, we’d like to tell you that everybody in our organization was best in class on all 25 attributes. But we realized that some people earlier in their career, or maybe later in their career, maybe struggle with a certain part of the sales process and maybe were stronger in some attributes but weaker in others. So, we started this idea of developing a tailored, customized personal development plan by having the individual sellers rate themselves on each of the attributes on the list. We used a rating system where one was defined as low skill, three as an average skill, so following some or all of the steps, but maybe not fully effective. And then five is high skill, so follows the steps and is fully effective. We wanted them to be candid and we wanted them to feel that there was a safe environment to be able to identify those things that they felt they could improve in. At the same time, we had our sales managers also rate the individual sellers on the same scale for all the attributes. And the manager and the individual seller then sat down and reviewed the list, looking for common scores. High performance was acknowledged, and then the attributes that were directionally lower were discussed and identified as areas where both the seller and the manager felt that improvement was warranted and that they wanted to take action. So, once that plan was outlined and these areas of focus were determined, we set up training and reinforcing the foundational skills, and then the individual sellers were provided training materials that would address each skill area. We actually have a library of short videos covering most of the skill attributes along with some slide decks and some scripts to assist them with their learning and with their skill development. And then we outlined a plan for actually holding practice sessions and role-plays and other ways to improve their skills. SS: That’s fantastic. Maybe we can dive a little bit deeper. What are some examples of specific actions or accountabilities that are included in the personal development plans? TM: Yeah. Actually, the most common action plan or accountability that came out of these are the role plays or the practice sessions that actually demonstrate that they’ve mastered the identity identified attribute or skill. I mean, you can only do so much and over so much period of time in terms of maybe observing a seller in a direct or live customer interaction. But if they practice and they do it in a safe environment where the roleplay, then they can actually improve their skill and feel like it is a safe environment for them to maybe mess up or trip up and actually improve and get some feedback. So, we started out writing customized role plays around each of the attributes or skills. For example, if the individual seller and the manager agreed that asking effective discover questions was the skill that needed an improvement, then the role play was designed to focus on that skill. And this verified the seller’s ability to use effective discover questions to identify all the customer needs. But let’s say the skill was how well does the seller execute the agenda they established? Well, that’s a tougher one because that’s really going to be best observed during a live sales call. We use both role plays and practice sessions as well as observance during a live sales calls to actually help the individual sellers improve in their attributes. And we also provide coaching and call planners to help guide the customer conversation and stay focused on the agenda. But in the end, the individual seller demonstrates his mastery of the scale and essentially moves from a lower rating of a one or a two to a higher rating of a four or five. And really, at the end of the day, it’s all about improving the skills and then demonstrating the competency. SS: Absolutely. So, you mentioned sales managers a couple of times now during the conversation, and obviously they are critical in reinforcing a lot of the sales effectiveness attributes that you’re trying to put in place among the sales force. How have you partnered with sales managers to help implement and even enforce the personal development plans? TM: Yeah. Actually, I got buy-in pretty quickly. I mean, the sales managers are all about helping their teams improve. They want to make their quota, they want to improve their sales volume. We started out a little bit small, if you will. Each one of our sales managers has 10 or 12 direct reports, and we said, “Hey, just give us three people from your team. And let’s go through this individual assessment and manager assessment and see how it goes and see if we need to make any adjustments along the way.” So, we kind of piloted it and we approached the individual seller to try and gain their acceptance to work on the skills. And then we conduct the role plays, over the phone or face to face, or even a video Zoom call. We assign roles. The individual seller obviously takes the role of the salesperson, I generally take the role of the customer, and the sales manager takes the role of the coach, and we go through the role play and then we debrief with the seller. We ask them what they thought went well. They get a chance to tell us where they were comfortable. We then ask them what they thought didn’t go so well, and they get a chance to be a little vulnerable and explain that. And then we ask what could they have done differently? And they self-realize where they’re strong, where they’re still needing to improve their skill in this dialogue. Along with the coaching framework that we have for that discussion, it really creates a basis for a meaningful discussion and a journey to improvement. And again, we do this in a bit of a safe environment. So, the managers really saw the value in helping their team improve their skills, and they bought in pretty quickly. SS: Well, that’s fantastic. It is critical to get the sales managers bought in. And I also imagine part of that buy-in comes from showing the impact that this is having. So, what were some of the benefits that you guys were realizing from these personal development plans and these sales effectiveness attributes and how have you gone about measuring that impact? TM: Yeah. Our definition of a sales enablement is to deliver the content tools, training, and coaching for those inside sales and direct customer-facing sales roles so that they can continue to improve their sales performance. So, we look at sales performance and we’ve defined it as improving the win rate and reducing the sales cycle lengths, kind of a sales velocity view, obviously they have to have a good qualified number of opportunities in their funnel. We do look at the deal size, but primarily we’re looking at how much they win, and how long it takes sometimes. So, we’re doing that. We’re imagining where we’re measuring the sales effectiveness through just direct observation in the field. And we’re also doing it through reports or looking at perhaps how well they’re doing with emailing, prospecting, getting a meeting, summarizing meeting results, and advancing sales. We’re looking at a lot of different parts of the skill, but ultimately we’re looking at that win rate and sales cycle length. And this gives us an indication as to where that velocity is increasing. Now, we’re still early in the process, however, we are seeing a direct correlation to higher win rates and shorter sales cycles as a result of improving the sales effectiveness skills. For example, when looking at data from 2018 and comparing it to 2019, we’ve increased our win rate by 27% overall and reduced the sales cycle length by about 90 days. So, that’s resulted in an increase in our sales velocity by 47%. Now, that’s pretty powerful. I’m not hanging all the improvement solely on sales effectiveness training and coaching, but we believe that our efforts to develop these personal development plans and then improve our skills is really making a big contribution to our overall success. SS: That’s fantastic, Terry, and those are some impressive results. Kudos to you and thank you so much for joining us today on this podcast. I really appreciate your time. TM: Thanks for having me, Shawnna. SS: To our audience, thanks for listening. For more insights, tips, and expertise from sales enablement leaders, visit salesenablement.pro. If there’s something you’d like to share or a topic you’d like to learn more about, please let us know. We’d love to hear from you.

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The 25 Sales Habits of Highly Successful Salespeople by Stephen Schiffman --- Support this podcast: https://anchor.fm/bestbookbits/support

What are good habits for sales and why are they so important? This show is all about how to become a good salesperson and in it I cover the five most important sales habits for success.The first habit is to do the same things at the same times every day. By following a formula that you know works, you'll be able to protect yourself against sales slumps. Although you may run into days when sales are slower, you'll find that overall you're way more consistent.The second habit is to go big or go home. After all, what are good habits if they don't lead to more income? By thinking big, you'll gain confidence and will be ready to accept offers from big companies.If you really want to learn how to become a good salesperson, you also have to ignore critics. When someone gives advice that's unsolicited, it's probably serving their interests rather than yours. When you do want advice, make sure it's from people who have done what you're trying to do.Fourth, seek constructive feedback. You need to connect with people who are more successful than you so that you can have something to aspire to and learn from. And the fifth habit is to put relationships first. Relationships are more important than any deal. You can always make other deals but relationships take time to build. Likewise, make sure you value client relationships and do what you can (within reason) to accommodate them.If you've wondered to yourself, “what are good habits in sales?” you now have a few essential strategies that will help you be more successful. Learning how to become a good salesperson takes time and effort, but with these tips you'll be well on your way.Learn more about your ad choices. Visit megaphone.fm/adchoices

What are good habits for sales and why are they so important? This show is all about how to become a good salesperson and in it I cover the five most important sales habits for success. The first habit is to do the same things at the same times every day. By following a formula that you know works, you’ll be able to protect yourself against sales slumps. Although you may run into days when sales are slower, you’ll find that overall you’re way more consistent. The second habit is to go big or go home. After all, what are good habits if they don’t lead to more income? By thinking big, you’ll gain confidence and will be ready to accept offers from big companies. If you really want to learn how to become a good salesperson, you also have to ignore critics. When someone gives advice that’s unsolicited, it’s probably serving their interests rather than yours. When you do want advice, make sure it’s from people who have done what you’re trying to do. Fourth, seek constructive feedback. You need to connect with people who are more successful than you so that you can have something to aspire to and learn from.  And the fifth habit is to put relationships first. Relationships are more important than any deal. You can always make other deals but relationships take time to build. Likewise, make sure you value client relationships and do what you can (within reason) to accommodate them. If you’ve wondered to yourself, “what are good habits in sales?” you now have a few essential strategies that will help you be more successful. Learning how to become a good salesperson takes time and effort, but with these tips you’ll be well on your way. Learn more about your ad choices. Visit megaphone.fm/adchoices

This week we have Mary Grothe, CEO of Sales BQ on the podcast. Mary is a sales trainer and keynote speaker who has an incredible drive to succeed in sales. In this podcast Mary talks about how she got into sales and used her own drive to blow her quota up and climb the career ladder. Highlights include: Behind Mary's motivation and passion Using BQ to dominate your market How to hire passionate people  How to manage passionate people & more!

Brian Tracy shares his thoughts on the right stuff. Episode 711: The Right Stuff by Brian Tracy on Traits of Successful Salespeople & Personal Development Techniques   Brian Tracy's goal is to help you achieve your personal and business goals faster and easier than you ever imagined.  Brian Tracy has consulted for more than 1,000 companies and addressed more than 5,000,000 people in 5,000 talks and seminars throughout the US, Canada and 70 other countries worldwide. As a Keynote speaker and seminar leader, he addresses more than 250,000 people each year. He has studied, researched, written and spoken for 30 years in the fields of economics, history, business, philosophy and psychology. He is the top selling author of over 70 books that have been translated into dozens of languages.    The original post is located here:   and  This episode is proudly sponsored by DesignCrowd! Get $100 off your first design project with the coupon code OPTIMAL: 

The mindset of a CEO. Are you a salesperson in business or are you a business owner making sales? When you buy stock in yourself, you build a business that creates confidence and trust that inspires others to buy stock in you. --- Register for Sales Mastery 2019: http://salesmasteryevent.com Sign up for a complimentary High Trust Coaching consultation: http://hightrustcoaching.com/ Join the High Trust TODAY Facebook Group: https://www.facebook.com/groups/hightrusttoday/ Attend Todd Duncan Events: http://hightrust.com/about-us/live-events/ Sign up for Todd's Newsletter: http://toddduncan.com/subscribe --- Connect with Todd on Social Media Facebook - https://www.facebook.com/ToddDuncanOfficial/ Twitter - http://twitter.com/toddstweets Instagram - http://instagram.com/toddduncanofficial Linkedin - https://www.linkedin.com/in/toddduncanoffical

We all want to employ Successful Salespeople, but question for you;Is it possible for us as employers to hire Successful Salespeople to ‘hit the ground running’ at low cost? In this brief session you will learn:•You will learn about the 2 choices you have when it comes to hiring •Mistakes most SME’s make when it comes to hiring sales people     If you liked this episode and want more on this topic click here: https://c2bsolutions.podbean.com/    We would love to stay connected with you   Contact us to discuss how we can help you recruit IT specialists today!    Visit our website: www.c2bsolutions.co.uk  Call us on - 01582 965330  Email - Info@c2bsolutions.co.uk Linkedin - https://www.linkedin.com/company/c2b-solutions-uk  Twitter - @c2bsolutionsuk

Do you know what REALLY sets apart the best salespeople from the ones who don’t make it? Is it a finely tuned set of objection stoppers? A perfect script? Charisma? Nope. None of those things matter. What matters are 4 traits that are often overlooked by those stuck in the old way of selling. And by the way, the old way no longer works with today’s buyers. That’s why a new breed of salesperson is dominating the high-ticket selling process. A new type of salesperson who understands the new way of working with clients. Listen, if you’ve been put off by sales in the past, you’ll love this episode. If the old way of selling made you sick to your stomach, then this episode is your relief. When you listen you’ll discover… Why the old way of selling doesn’t work... The often shunned tool top coaches and consultants are using to skyrocket their income while getting better clients... The 4 C’s we look for when training or hiring salespeople... How to spot old school sales training techniques so you can run the other way... And much, much more. Listen Now.

In this episode of the Rural Lifestyle Dealer podcast, brought to you by Yanmar, we sat down with Mike Wiles for the first of the new "Managing the Store series." Mike will share the traits commonly found in successful sales people.

Recently, I was speaking a sales team, and as part of the training, I shared Eight Habits of Highly Successful Salespeople. If you are a sales professional or even a leader in ANY capacity, apply these eight principles, and you will be more effective. How does confidence play a role and how can you create confidence? Learn how Conrad Hilton turned a bankrupt motel into the Hilton Hotels empire in a matter of a few short years. How does the “slight edge“ play a role when it comes to high-performance selling? And more...    

Brad Huisken, President of IAS Training, shares insights into the traits successful salespeople have in common and how to further develop top performers. Visit the Home Furnishings Association at www.myhfa.org.  

Anthony Iannarino is the author of The Only Sales Guide You’ll Ever Need. His book combines mindset and methods into the sales guide that will boost your sales.  Anthony started as a musician in LA and is now an expert on generating sales. Anthony hosts a daily show on his YouTube channel where he shares some nuggets of wisdom to his audience. We start our discussion by exploring the successful salesperson’s mindset. How does a successful salesperson view adversity? How should you utilize your time? How do you approach a problem? We then dive deeper into the methods for generating sales. Anthony reveals what he thinks about emails, social media, and cold calling. Yes, you read that last one right…cold calling. While many of us have written cold calling off as Jurassic Marketing (I just made that term up), Anthony explains how cold calling is still a critical part of marketing. It’s like how people say email marketing is dead even though email generates far more ROI than all of the other social networks. Cold calling isn’t dead either, and Anthony makes his case in this episode.   Key Links From The Show: The Sales Blog - Anthony’s Site Anthony's YouTube Channel  The Only Sales Guide You’ll Ever Need - Anthony’s Book   Learn —What is a negative fast and why you should go on one —How to properly frame all adversities you face —How to crush it with cold calls —How to generate sales with cold calls and other methods —How to use your time wisely

Join The Gaggle and Spread The Brutal Truth: http://gaggleamp.com/i/xfpnkxv and Get your FREE Copy of "The Maverick Selling Method" on Audible by writing a review on iTunes for this podcast. Then email me the review at BrianGburns@me.com Join the LinkedIn Group “Maverick Sellers” and get two FREE Ebooks. The Ebooks will be emailed to you via autoresponder once you join the group: https://www.linkedin.com/groups/1859052 Connect with me on LinkedIn: https://www.linkedin.com/in/brianburns Subscribe to MaverickMethod channel on YouTube and watch my Free Sales/Social Selling Course. @BrianGburns on Twitter Connect with me on on LinkedIn and check out my Pulse posts - Brian Burns Here is a Video on How to post a PodCast review on iTunes: https://youtu.be/_ZRG_MMWZSY iPhone & iPad reviews are explained here: https://youtu.be/rXBY9TuXsmI Winning the complex sale training course intro: https://youtu.be/bjnYYNcnWwo FaCE Find and Connect Engage - Video https://youtu.be/qsT1ngLsnhQ

Have you seen a salesperson come in and absolutely tank in their sales job? Veteran sales trainers Bill Caskey and Bryan Neale share the common traits of successful salespeople and reveal sure fire ways to underperform in your role. What are the differences between blowing out your sales expectations and blowing them up?  It starts with philosophy, messaging and embracing your role. In this week's episode of the Advanced Selling Podcast, Bill and Bryan bring clarity to what is takes to be a high-achieving, successful sales professional. Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10.

IL #058: 21 Habits of Incredibly Successful Salespeople

Baylor Professor of Marketing, Dr. Kirk Wakefield, discusses how DISC analysis can be used to identify successful salespeople.