Podcast appearances and mentions of tom saine

Every Friday we present a supercut of the most insightful, most inspiring, most useful pieces of sales wisdom from the week that was. And in case you missed it, click the links below to listen to the full episode. THIS WEEK ONLY Join our $1 7-day trial to the 20/20 Sales Vision Community. Your community for clear, inspirational, and actionable sales ideas. On today's show... 01:05 - Best-selling sales veterans Tom Williams and Tom Saine are in a war against bad sales habits 04:32 - On Woman Crush Wednesday, Brynne Tillman teaches you how to properly pitch after making a connection on LinkedIn 06:58 - Motivation Monday asks "Is it time for you to be a little bit more selfish?" CASHFLOW TO CEO Discover the proven strategies you need to explode your business revenue and finally enjoy the financial freedom you deserve without working 24/7 or hustling your hiney off to get sales. Continue the Conversation Online Jeffrey's Instagram Jen's Instagram | Jen’s LinkedIn  

The barriers to make a sale will be as familiar to Gen Z seller as they will to the wily veterans: price, the gatekeeper, the purchasing agent. While the names haven't changed, the people and circumstances behind them have. That's the message BOTH of our guests today have for the selling world. Tom Williams and Tom Saine are the authors of The Seller's Challenge: How Top Sellers Master 10 Deal Killing Obstacles in B2B Sales. Williams and Saine provide solutions for every type of salesperson that are practical, realistic and based upon the tactics of high performers. Few people study the art and science of sales like these two.  Sales fundamentals remain largely the same but the application of those fundamentals has shifted as more stakeholders get involved and sales cycles lengthen. The status quo is resulting in increased price demands and commoditization. Our guests today are here to give you the tools to battle back against procurement and secure more deals that work for you and your company. This Week Only... Join our $1 7-day trial to the 20/20 Sales Vision Community. Your community for clear, inspirational, and actionable sales ideas. On today's show… 2:50 - Writing a sales book is harder than you think, even if you have a partner 4:36 - Three simple words to get through today's gatekeeper 11:15 - It's not getting past the gatekeeper, it's getting past the status quo 14:03 - Determining the "value currency" for your customer 17:55 - Creating change and the culture of change 20:03 - What percentage of customers are patient enough for the long sale? 23:26 - Different personas for different customers 24:38 - A big mistake salespeople make when dealing with a purchasing agent More on Today’s Guest Tom Williams is a sales strategist, solution architect, speaker, trainer and the Managing Director of Strategic Dynamics. He is also the co-author of a new book entitled The Seller’s Challenge: How Top Sellers Master Ten Deal Killing Obstacles in B2B Sales. Tom Saine is a Senior Consultant with Strategic Dynamics Inc. with a Ph.D. in Communication from Northwestern University.  Tom is a sales enablement specialist who works with senior executives to improve sales productivity and drive revenue.  He is co-author of The Seller’s Challenge. Continue the Conversation Online Jeffrey's Instagram Jen's Instagram

Tom Williams and Tom Saine are the authors of The Seller's Challenge: How Top Sellers Master 10 Deal Killing Obstacles in B2B Sales. Their book covers the top 10 challenges salespeople face today and provides solutions to help shorten sales cycles and close more deals. In this episode, Tom Williams and Tom Saine share deal killing obstacles and how to overcome them.   Here are some of the topics covered in this episode:   Top challenges in B2B sales today Stakeholder mapping How to sell to large groups or committees Getting past the gatekeeper   You can listen to this episode on iTunes, Stitcher, Spotify, Google Play or wherever you get your favorite podcast!   About the Guests: Tom Williams is the Managing Director is Strategic Dynamics Inc. a firm that helps organizations accelerate revenue generation. He was formerly the VP of Worldwide Sales, Marketing and Product Service for an organization that sold high technology medical products and services.   Tom Saine is an associate at Strategic Dynamics Inc. He’s a former senior executive for ARMARK Corporation. In his tenure with ARAMARK, Tom served as Associate VP for Major Account Sales, VP of Client Retention, and VP of Sales. Website: https://strategicdynamicsfirm.com/   LinkedIn - Tom Williams: https://www.linkedin.com/in/thomasjwilliams/   LinkedIn - Tom Saine: https://www.linkedin.com/in/tom-saine-7b603a94/   Book: https://www.amazon.com/Sellers-Challenge-Master-Killing-Obstacles/dp/1948974029   Listen to more episodes of the Outside Sales Talk here!

Ever found yourself in the middle of a tough sales negotiation and realize you don't have all the answers you need to seal the deal? Tom Williams and Tom Saine's new book, The Seller's Challenge, identifies 10 of the most frequently cited deal-killing obstacles sellers encounter. It will be your toolkit to get you through those times when you say, "What do I do now?" B2B, B2C, one time deals and large complex sales. Each sale presents its own set of challenges and we'll be discussing how to overcome them and build buyer/seller consensus. On today's podcast… 2:14 - Christie takes on a new project, and our guests' book, The Seller's Challenge, has been a big part of it. 4:14 - What brings two Toms together and write a bestselling sales book? 7:13 - What compelled you to write this book? 11:19 - How was having both seller and buyer experience helpful in writing the book? 16:06 - Reads like a roadmap for B2B sellers. 17:34 - How do you map out a large customer, large complex sale? 19:49 - Consensus is almost impossible. 21:33 - What are all the questions we don't have answers for? What is it that you can actually negotiate? 25:03 - Negotiation is easier when you know what tools are in the toolkit. 30:59 - How do you dissect all of the options? 35:54 - The 2 Toms tell their whys. Don't forget to subscribe rate and review our podcast. It only takes a second and helps us make more podcasts for you. The Why and The Buy is part of the Sell or Die Podcast Network. Subscribe to these other amazing network podcasts! Sell or Die Hidden Stories with Jeremy Fulkerson Selling With Soul Wheelbarrow Profits Women Your Mother Warned You About Street Smarts with Harvey Mackay

If you’re a B2B seller, you likely encounter 1 of 10 deal-killing obstacles. In this conversation with Tom Williams and Tom Saine, authors of The Seller’s Challenge, we will talk about some of these obstacles – and how to overcome them. In this conversation, we talk about several of the deal-killing obstacles that. Seldom does 1 book offer 10 chapters that could each be a book on their own, but this book delivers that and more. Written in ways salespeople and sales leaders can learn from and take action on, you must get a copy of this terrific book and put it in your go bag. It’s impossible to pick a favorite chapter or section as they’re all good. It’s packed with checklists and worksheets and things you can use right now. Get your copy of The Sellers Challenge on Amazon today. Your sales team and your wallet will thank me.  Tom Williams and Tom Saine knocked it out of the park for salespeople. You owe it to yourself to grab a copy of this book today. I had the Kindle version but it’s so useful, I had to buy a hard copy too.

If things get in the way of closing sales, it affects revenue. Duh. This is the second half of our discussion about the book by Tom Williams and Tom Saine - a must read and MUST HIGHLIGHT, The Seller's Challenge: How Top Sellers Master 10 Deal Killing Obstacles (concerns) in B2B Sales.  Points covered include: Procurement (or Purchasing) can be a challenging obstacle for many sellers. How would you advise a seller to deal with Procurement? I noticed that you use the term “concerns” in lieu of “objections”. Why was that? You describe Gatekeepers in a novel way. Tell our listeners about that. You have a chapter on managing price demands. What are 1-2 takeaways for our listeners in that chapter. Will you be offering any training or keynotes on the topics in the book? Are there any other tools available to be used in conjunction with the book? Get the book on Amazon:  https://amzn.to/2LJ057j and in bookstores Reach Tom Williams: TWilliams@StrategicDynamicsFirm.com, LinkedInwww.strategicdynamicsfirm.com   and Thomas Saine: tjs.salesdynamics@gmail.com

This is a two part interview about the book by Tom Willliams and Tom Saine - a must read and MUST HIGHLIGHT, The Seller's Challenge: How Top Sellers Master 10 Deal Killing Obstacles (concerns) in B2B Sales.  In this first half I asked them about several chapters and key points of the book. 1. What was the genesis for the book? How did it evolve?2. What is stakeholder mapping and why is it important?3. You wrote an entire chapter on status quo. Why?4. What role in sales training should insight-selling play?5. For sellers that handle RFPs that chapter is a must read. What are 1-2 takeaways that are important for our readers to know? Get the book on Amazon:  https://amzn.to/2LJ057j and in bookstores Reach Tom Williams: TWilliams@StrategicDynamicsFirm.com, LinkedInwww.strategicdynamicsfirm.com   and Thomas Saine: tjs.salesdynamics@gmail.com Our next episode will cover Gatekeepers and their changing role and value, Price Demands and Procurement.

In this latest podcast from Colly Graham of salesxcellence talks with the authors of The Seller's Challenge, Tom Williams and Tom Saine, gain insight the challenges and obstacles that stand in the way of winning deals. The Seller's Challenge is now available on Amazon www.salesxcellence.com/