Podcasts about virtual selling

Cicero once said, "Cultivation of the mind is as necessary as food to the body." Sales is fundamentally a mental game. Your capacity for understanding your prospects at a deeper level and developing creative solutions that solve their problems—that's your winning edge. In a profession where you need to outwit and out maneuver your competitors to win, your ability to think, to truly contemplate and reflect, might be the most underutilized competitive advantage in your sales arsenal. Always Responding. Never Reflecting. Yet most salespeople these days are starving their minds. They're constantly in motion, constantly busy, constantly doing, constantly in front of screens—but rarely thinking.  We've created a culture where being busy equals being productive. Most salespeople spend their days reacting to emails, to phone calls, to urgent requests, to the latest fire that needs to be put out. We are always responding, never reflecting. Always moving, never thinking strategically about where we are going. Noise Kills Your Ability to Think William Penn wrote, "True silence is the rest of the mind; it is to the spirit what sleep is to the body, nourishment and refreshment." Think about that for a moment. You wouldn't dream of going weeks without sleep because you know your body would break down. But you regularly go weeks, maybe months, without giving your mind the silence and space it needs to just think and function at its highest level. We live in the age of noise. Constant noise. Digital noise, physical noise, mental noise. Your phone is buzzing with notifications. Your email is pinging every few minutes. Your CRM is demanding updates. Your manager wants reports. Your prospects are texting. Your colleagues and customers are interrupting.  We have so many things going on at once and so much noise in our lives that it has become almost impossible to think. All of this noise is killing your ability to think clearly, to make good decisions, to see the big picture, to be the creative and thoughtful professional you were meant to be.  Schedule Thinking Time That's exactly why scheduling thinking time is so important. Most people don't take the time to think because they don't feel like they can afford to. Sitting quietly and thinking doesn't feel like work. It feels like you're being lazy. Our culture has programmed us to believe that if we're not visibly doing something, we're not being productive. Likewise, constant stimulation has become a drug. Silence feels uncomfortable because we've forgotten how to be alone with our thoughts. I passionately believe that we must schedule, on our calendars, time for thinking. No distractions, no music, no TV, no laptop, no phone—just you and your thoughts, alone. Notice I said "schedule" it. If you don't put it on your calendar, it won't happen. You'll always find something more "urgent" to do. Thinking Time Taking time to just think is powerful. It slows you down, helps you relax, and frequently generates incredible ideas and inspiration.  Thinking time isn't meditation, though it shares some similarities. It's not prayer, though some people find it spiritual. It's simply dedicated time for your mind to process, reflect, and contemplate. The beauty of thinking time is that it can take many forms.  The Quiet Corner Think  Find a quiet space like your office with the door closed, a park bench, your car in an empty parking lot, or a corner of your home. The location doesn't matter as much as the lack of distractions. Start with just 15 minutes. Don't try to go for an hour right away. Build the habit first, then extend the time. The Walk and Think This is my personal favorite. Take a long walk alone, without music, podcasts, or phone calls. There's something about the rhythm of walking that unlocks creative thinking. Steve Jobs was famous for his thinking walks. Many of his best ideas came while walking around Apple's campus or through his neighborhood. The gentle, repetitive motion of walking seems to free up your brain to make connections it might miss while sitting still. The Shower Think  Some of the world's greatest discoveries and business breakthroughs have happened in the shower. There's actual science behind this. The warm water and routine nature of showering creates the perfect environment for what psychologists call "divergent thinking." Your mind relaxes, and suddenly solutions appear.  Don't underestimate the power of a long, hot shower for generating breakthrough insights. Archimedes discovered the principle of displacement in his bathtub. The idea to write my blockbuster bestselling book Virtual Selling hit me in the shower.  The Commute Think If you have a regular commute, turn off the radio, the podcasts, the music—everything. Use that drive time as thinking time. Obviously, keep your eyes on the road and drive safely, but let your mind wander to your sales challenges, opportunities, and strategies. The Early Morning Think  Get up 30 minutes earlier and use that quiet time before the world wakes up. Grab a cup of coffee, sit somewhere comfortable, and let your mind work through whatever needs processing. I do this every morning. It makes all the difference for how I start the day.  The Universal Principles of Thinking Time Regardless of which approach you choose, here are the key principles for effective thinking time: Breathe slowly and listen closely to your inner voice. Just like a GPS, it always knows where you are and will tell you when you're on the wrong path or when you're on the right path. Don't force specific thoughts. Let your mind wander. Sometimes the most valuable insights come from unexpected directions. Your brain is incredibly good at making connections when you give it space to work. Eliminate distractions. No phone, no music, no multitasking. This is pure, undiluted thinking time. Keep a notebook nearby. Not to take notes during the thinking time, but to capture thoughts immediately afterward while they're still fresh. Some of your best insights will come in the final moments or right after your thinking session ends. Be patient with the process. Your first few attempts might feel unproductive. That's normal. Your brain needs time to remember how to think without constant stimulation. Gaining Clarity Here's why thinking time gives you such a powerful competitive advantage: While your competitors are running around like chickens with their heads cut off, reacting to everything and thinking about nothing, you're developing clarity, insight, and strategic perspective. You're seeing patterns they miss. You identify opportunities they overlook. You're solving problems they don't even recognize exist. The insights that come from thinking time often seem obvious in retrospect. But they're only obvious after you've taken the time to think them through. I can't tell you how many times I've been stuck on a problem, frustrated and spinning my wheels, only to have the solution become crystal clear during a thinking session. It's like your subconscious mind has been working on the problem in the background, and silence gives it the space to deliver the answer. The Ripple Effects Thinking and contemplating taps you into the amazing power of your mind. The more you practice thinking, the better you get at it and the more ideas, aha moments, and insights you produce.  But the benefits of thinking time extend far beyond your sales results. You'll find that you sleep better because your mind isn't racing with unprocessed thoughts. You will make better decisions because you're operating from clarity rather than confusion. Your confidence will build because you'll have a clearer sense of direction. Relationships will improve—both professional and personal—because you'll be more present and thoughtful in your interactions. Your stress and anxiety levels will decrease because you'll be responding to situations from a place of calm consideration rather than knee-jerk reaction. The power of thinking time isn't just about becoming a better salesperson, though you will. It's about becoming a better version of yourself. Everybody wants to stand out and grab the attention of qualified prospects. Learn how to cut through the noise in Jeb Blount's new book: The LinkedIn Edge

In this episode of 'Building Great Sales Teams,' Doug explores the essentials of virtual sales systems, highlighting how to prepare your team for the increasing trend of remote B2B sales. He emphasizes that 80% of B2B transactions occur virtually and delves into stats like 55% of home service searches starting online. Doug discusses key strategies for pre-meeting prep, effective communication during meetings, and maintaining engagement. He covers the importance of using tools such as Calendly, CRMs, and Fathom note taker to streamline the sales process, and shares insights on using presentations and building rapport. He concludes with tips on overcoming common virtual sales challenges and enhancing conversion rates through efficient virtual sales systems.Chapters00:00 Introduction to Virtual Sales Systems00:54 The Rise of Virtual Sales in B2B and Home Services02:25 Pre-Meeting Preparation for Virtual Sales04:38 Effective Communication During Virtual Meetings06:51 Optimizing Your Virtual Sales Environment09:29 Understanding the Buyer Mindset12:34 Essential Tools for Virtual Sales Success23:05 Overcoming Common Virtual Sales Challenges25:02 Building a High Conversion Virtual Sales Process29:55 Final Takeaways and Conclusion Thank you for supporting Building Great Sales Teams! If you want to learn more about our host Doug Mitchell or get free BGST resources go to www.salesprogrambuilder.comAnd don't forget to visit us on Apple Podcasts to leave a review and let us know what you think! Your feedback keeps us going. Thanks for helping us spread the word!

From Ted Talks to the medical sales podcast! Today's episode has a special guest, Andy Olen.  In this episode, he discusses the essential sales skills required for success as a medical sales representative.  Discover Andy's expertise as he guides high-performing individuals, executive sales leaders, and professional athletes through his coaching and training organization. Through his book, "The Trilogy of Yes," Andy empowers salespeople to inspire customers to say yes.  Tune in now and unlock the sales skills that will propel your career in medical sales. Meet Andy: Andy Olen's Sales and Leadership Training along with his High-Performance Coaching efforts are rooted in his 20+ years of professional experience. Andy's led sales and business teams around the world, negotiated contracts worth over $400,000,000 dollars, and knows how to deliver programs to teams where the action and impact is immediate. Real-world solutions for individuals and teams seeking to be best in class. Andy is an author. He wrote The Trilogy of Yes – a guide for salespeople on how to use Communication, Connection, and Cooperation to inspire others to say YES. Andy has spoken on the TEDx stage and regularly shares his thoughts on the podcast The Sales Warrior Within. Andy's corporate career spanned 17 years of sales, marketing, and global leadership experience in the medical technology industry with Fortune 500 companies. Andy, and his teams, sold and marketed over $4.5 billion worth of healthcare products on five continents. Andy was a Senior Vice President at Siemens Healthineers, Global VP of Sales at Roper Technologies, and General Manager Canada & Latin America at Abbott Vascular. Andy lives in Milwaukee, Wisconsin, with his family.  You can find Andy cheering for the Milwaukee Bucks, playing a round of golf, jumping on a plane to explore, and soaking in the richness of being around amazing people doing amazing things. Andy is a proud Wisconsin Badger having earned his BA and MBA in Madison, Wisconsin. Go Red! Love the show? Subscribe, rate, review, and share! Here's How » Want to connect with past guests and access exclusive Q&As? Join our EYS Skool Community today!

Tune into the Ecom Ops Podcast and meet sales savant Luis Báez, Global Revenue Enablement Leader at Deputy. Dive into the realm of sales, navigating technology challenges, and harnessing automation to connect better with customers. Báez, combining tech expertise with personal tales, reinvents the sales wheel while celebrating timeless wisdom from the most unexpected teachers. Learn how to transform your sales narrative and cultivate real relationships with clients.

In this episode of Getting to Aha!, Darshan Mehta is joined by Alan Versteeg, Global Chief Revenue Officer at Growth Matters. Join them as they discuss conveying customer value, the use of generative AI, and the role of empathy in sales. Alan also touches on the future of sales, and the role of sales managers.

Is virtual selling still a thing? – With John Chen  During the pandemic, a lot of you started to sell virtually (phone, zoom, etc.). Now that things have settled to the next normal, is virtual selling something you should be doing, or considering? I invited my friend John Chen, who's a wizard at helping companies host virtual and hybrid (combination of in-person and virtual) meeting and events. His knowledge of the technology and the processes is fantastic, and whether you've been selling virtually, or not, and whether you like to do it, or not, there are some great tips and perspectives in this episode. About John Chen John Chen is the CEO and Author of Engaging Virtual Meetings, published by Wiley and Sons Engaging Virtual Meetings Planner, Producer and Emcee.  He is also the President for National Speakers Association Northwest  Hear him speak live by registering for The Engaging Conference, 10/1/2024 – 10/3/2024 -  http://evmconference.eventbrite.com?discount=evmjohn to here more about The Secrets of the Most Engaging Conferences, Summits and Masterclasses.  Connect with John: http://linktr.ee/ceojohnchen  If you have any questions about anything in this, or any of my podcasts, or have a suggestion for a topic or guest, please reach out directly to me at Alan@WeddingBusinessSolutions.com or visit my website Podcast.AlanBerg.com Please be sure to subscribe to this podcast and leave a review (thanks, it really does make a difference). If you want to get notifications of new episodes and upcoming workshops and webinars, you can sign up at www.ConnectWithAlanBerg.com  Join me for one of two special Master Class Workshops before Wedding MBA 2024. Monday, Nov. 11 - 1pm - 5pmTuesday, Nov. 12 - 9am - 1pmOnly 25 seats for each, and with 5,000 people attending, these 50 seats will go, fast.Get your seats at https://events.alanberg.com/LV1112#/ I'm Alan Berg. Thanks for listening. If you have any questions about this or if you'd like to suggest other topics for "The Wedding Business Solutions Podcast" please let me know. My email is Alan@WeddingBusinessSolutions.com. Look forward to seeing you on the next episode. Thanks. Listen to this and all episodes on Apple Podcast, YouTube or your favorite app/site: Apple Podcast: http://bit.ly/weddingbusinesssolutions YouTube: www.WeddingBusinessSolutionsPodcast.tv Spotify: https://spoti.fi/3sGsuB8 Stitcher: http://bit.ly/wbsstitcher Google Podcast: http://bit.ly/wbsgoogle iHeart Radio: https://ihr.fm/31C9Mic Pandora: http://bit.ly/wbspandora ©2024 Wedding Business Solutions LLC & AlanBerg.com

Replay of Episode 132. Joe Pici reveals  how selling virtually new business and client loyalty while lowering the cost of client acquisition.

FOUR ACTIONABLE TAKEAWAYS Eat the frog by committing to prospecting first thing in the morning. Handle objections differently with a ledge (ledge > disrupt statement > ask). Handle ‘existing solution' objections by offering value to keep the other guys honest. Get past gatekeepers with respect, giving specific value, and providing social proof. PATH TO PRESIDENT'S CLUB CEO @ Sales Gravy Author or 13 books including Fanatical Prospecting, Virtual Selling, and Inked. VP of Sales @ kgb VP Sales @ Sales Gravy THE LATEST FROM 30MPC Tactic Teardown  Toolkits & Templates THINGS YOU CAN STEAL Prospecting Lavender: Sales Email Frameworks ZoomInfo: 5 Plays, 30MPC Style Woodpecker: Nick's Sales Cadence Orum: 5 Cold Call Objection Talk Tracks Owler: 4 Multi-Channel Prospecting Touchpoints (Try Owler Max) Boomerang: Tactics for Peak Productivity RocketReach: 8 ways to triple your phone connects and email opens Influ2: 9 Ways to Humanize Your Outreach Discovery & Demo Otter.ai: The Ultimate Discovery Checklist Calendly: Speed up your sales cycle & increase revenue Klue: Dismantling Competitors Clari: How to Sell to the CFO Sales Process Pipedrive: 5 deal cheat codes to cut your sales cycle in half Demandbase: 6 Templates to Accelerate Deals Superhuman: 6 Ways To Be An Inbox Superhuman Gong: Master Class Qwilr: Sales Proposal Upgrade Outreach: 1 Sequence to Create and 5 Templates to Close Salesloft: Selling to Power ONE ASK You know we feel a bit awkward asking, but if you made it this far, it would mean the world if you joined our newsletter. It will increase your chances of making President's Club by 227%. Okay maybe not, but we'd still really love you for it :)

Andy Morehouse joins us on this episode to discuss the intricacies of buyer engagement, sales, and the problems he helps solve. During our conversation, we explored why it can be difficult to close deals even after starting conversations with potential clients and how changes in buyer behavior have impacted sales success. With insights into the preferences of buyers and the changing roles of sales and marketing leaders, we look at strategies to engage modern buyers effectively. Discover how Andy's company, Talewind, leverages AI to bridge the engagement gap in sales. This is a conversation you don't want to miss! Andy Morehouse is an experienced executive with a strong background in sales and marketing. He has helped numerous small businesses grow and succeed and has also played a key role in the success of a software company, where he spent 13 years as one of the first employees. During his time there, Andy was responsible for building the company's sales and marketing efforts and worked closely with the founders to develop and execute the company's strategic vision. Today, he is the CEO of Talewind, a sales proposal and content automation platform designed to improve the buyer experience and bring accuracy, consistency, and speed to every deal. Learn more about Andy by visiting his website. You can also follow and connect with him on LinkedIn.

Tune into the Ecom Ops Podcast and meet sales savant Luis Báez, Global Revenue Enablement Leader at Deputy. Dive into the realm of sales, navigating technology challenges, and harnessing automation to connect better with customers. Báez, combining tech expertise with personal tales, reinvents the sales wheel while celebrating timeless wisdom from the most unexpected teachers. Learn how to transform your sales narrative and cultivate real relationships with clients.

Selling products through social media and live selling is the newest trend to increase sales and reach more customers. But it can be intimidating and difficult if you don't know how to do it effectively. Carolyn Williamson from Comment Sold joins the Main Street Matters webinar to talk about the power of live selling and why you, as a retailer, need to jump on this trend.https://www.heartonmainstreet.org/https://www.heartonmainstreet.org/educationhttps://try.commentsold.com/

In this episode of Peak Performance Selling Podcast, Jordan Benjamin and Kim Orlesky, Chief Executive Officer of KO Advantage Group and Board Member at Business Link AB. The conversation revolves around the power of emotional intelligence in sales, emphasizing the importance of understanding and effectively utilizing emotions in sales interactions.Kim discusses the difference between asking "how are you doing" and "how are you feeling" in check-in meetings, pointing out that the latter leads to more meaningful and empathetic conversations. She emphasizes the need to use emotionally descriptive language to better connect with clients and build emotional intelligence.The discussion delves into the value of open-ended questions in sales, as opposed to closed-ended questions that lead to binary responses. Kim underscores the role of emotional intelligence in asking higher-value questions and creating engaging conversations that resonate with clients.The conversation also touches on the evolving landscape of sales, where AI and bots are playing a growing role. Kim encourages salespeople to embrace skills that technology cannot replicate, such as creative and critical thinking, as well as emotional intelligence.Kim shares insights into effective leadership qualities, including trust, coaching, and respecting employees' well-being. She also highlights the significance of choosing to see work as a privilege and an opportunity for growth.Throughout the episode, Kim emphasizes the importance of human connection and emotional intelligence in sales, and provides practical advice for salespeople and leaders to enhance their sales strategies and overall performance.PEAK PERFORMANCE HIGHLIGHTS QUOTES"How are you feeling really starts to challenge people to give something that's emotionally descriptive and really start getting in touch with our emotions.""Sales have been around a long time. They're not going away, but they work best when they are a transfer of emotion and actual human connection and a dialogue.""If all you're going to do is read a script, best to put it on your website instead.""In order for us to ensure that we're always ahead... we need to embrace skills that they cannot do today, which is asking open-ended questions... that evoke feeling, identity, and being into the conversation.""Remembering to reframe that conversation... I choose to go to work. I am lucky to have a job.""If you really... find that having this job is more painful than having no job, then... do yourself and do your employer a favor and find something and leave on the high note, not on the low note."You can connect with Kim Orlesky and her book through the links below:LinkedIn: https://www.linkedin.com/in/kimorlesky/Amazon: https://a.co/d/8K2n9Q1 If you're listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.Jordan Benjamin: https://www.linkedin.com/in/jordanbenjamin/MyCoreOs.com: http://mycoreos.com/Podcast: https://www.mycoreos.com/podcastTwitter: https://twitter.com/jbenj09 HOST: Jordan BenjaminGUEST: Kim OrleskyPeak Performance Selling Podcast 

In this episode of Peak Performance Selling Podcast, Jordan Benjamin and Kim Orlesky, Chief Executive Officer of KO Advantage Group and Board Member at Business Link AB, delve into the challenges of onboarding new sales team members in a remote work environment and how to mitigate these challenges. They discuss the importance of maintaining camaraderie and fostering a sense of community in remote teams, sharing strategies such as virtual coffee meetings and water cooler conversations. The conversation also emphasizes the significance of emotional intelligence in sales. Kim provides actionable advice on incorporating emotional intelligence into sales conversations by using language that encourages discussions about feelings and emotions. The episode concludes by addressing the issue of burnout in sales teams and offering guidance on recognizing and managing burnout effectively.PEAK PERFORMANCE HIGHLIGHTS QUOTES"As sales leaders, we have to go on the assumption that our people know what they need to do. We need to use our tools in a way that helps us, not hinders us.""Encourage your team to have their own little coffee dates, water cooler conversations. It's important to break up the monotony of the day and build camaraderie within the organization.""Emotional intelligence is the secret sauce between deals moving fast and those that take forever. Ask questions that tap into the emotional aspects of the decision-making process."You can connect with Kim Orlesky and her book through the links below:LinkedIn: https://www.linkedin.com/in/kimorlesky/Amazon: https://a.co/d/8K2n9Q1 If you're listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.Jordan Benjamin: https://www.linkedin.com/in/jordanbenjamin/MyCoreOs.com: http://mycoreos.com/Podcast: https://www.mycoreos.com/podcastTwitter: https://twitter.com/jbenj09 HOST: Jordan BenjaminGUEST: Kim OrleskyPeak Performance Selling Podcast

In this episode of Peak Performance Selling Podcast, Jordan Benjamin and Kim Orlesky, Chief Executive Officer of KO Advantage Group and Board Member at Business Link AB, discuss the transformation of sales from in-person to virtual interactions. They emphasize the importance of building trust and rapport through social selling and video communication. Kim shares her perspective on focusing on clients' future aspirations rather than just their pain points. They also highlight the significance of asking more questions and slowing down in the sales process to achieve better results.PEAK PERFORMANCE HIGHLIGHTSThe Importance of Future Aspirations - Kim Orlesky: "I come from the school of thought that Dr. Google has solved everybody's pain, right? We really don't have pain anymore because we now know how to search for solutions. The difference, though, is where do they want to be in the future? Where do they see themselves six months, a year in the future? Because that now leads to a lot of question marks and it leads to a lot of uncertainty. And by creating this disconnect between where you want to be, which is typically always in the future, optimistic, positive, very exciting. Where I am today. The difference between the two, right? Expectation versus reality, that is pain, and that is what we want to focus on."Virtual Selling and Building Trust - Kim Orlesky: "Virtual selling takes more discipline, not less. Your process needs to be established, documented, and it has to be something that everyone has to follow. We cannot leave it up to the devices of what traditional selling did. We allow our salespeople to do whatever, whenever they want. But now today, in four and a half hours, I'm expecting somebody to meet with six different clients. It means we have to be tight in those conversations."You can connect with Kim Orlesky and her book through the links below:LinkedIn: https://www.linkedin.com/in/kimorlesky/Amazon: https://a.co/d/8K2n9Q1If you're listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.Jordan Benjamin: https://www.linkedin.com/in/jordanbenjamin/MyCoreOs.com: http://mycoreos.com/Podcast: https://www.mycoreos.com/podcastTwitter: https://twitter.com/jbenj09

In this episode of Peak Performance Selling Podcast, Jordan Benjamin interviews Kim Orlesky, Chief Executive Officer of KO Advantage Group and Board Member at Business Link AB. Kim, listed as LinkedIn's top sales influencer, shares valuable insights from her sales journey and emphasizes the importance of treating prospects as individuals and focusing on their needs.Kim recalls her early sales career at Xerox, where she learned the value of listening to customers and addressing their concerns before attempting to make a sale. This approach helped her transform her performance and build lasting relationships with clients.The conversation delves into the art of virtual selling, where Kim highlights the significance of building rapport and connection online. She suggests mimicking the rapport-building moments of in-person meetings to establish trust and understanding with prospects.Authentic communication, transparency, and honesty are essential elements Kim believes in when engaging with potential customers. Rather than rushing to pitch a product or service, she advises sales professionals to focus on helping people and providing value, which ultimately leads to more successful sales outcomes.Kim's expertise in virtual selling provides valuable tips and strategies for sales professionals to succeed in today's digital landscape. By putting prospects first, listening to their needs, and offering genuine assistance, sales professionals can create sustainable peak performance in their selling endeavors.PEAK PERFORMANCE HIGHLIGHTSTreat Others the Way They Want to Be Treated - Kim Orlesky: "Treat others the way they want to be treated. Listen to them, hear what's going on for them, and then the sale will naturally happen."Value-Driven Selling in Virtual Environments - Kim Orlesky: "Focus on helping people, and the sales will follow naturally. Value is individual and based on what someone needs in terms of help."You can connect with Kim Orlesky and her book through the links below:LinkedIn: https://www.linkedin.com/in/kimorlesky/Amazon: https://a.co/d/8K2n9Q1If you're listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.Jordan Benjamin: https://www.linkedin.com/in/jordanbenjamin/MyCoreOs.com: http://mycoreos.com/Podcast: https://www.mycoreos.com/podcastTwitter: https://twitter.com/jbenj09

Episode 42Follow The HostDownload the AppRewind: Selling Remotely TodayIn this repurposed rewind of an old podcast episode, I welcome Mickeli Bedore, a sales expert and entrepreneur, who talks about his background in sales and entrepreneurship, the importance of marketing and obtaining revenue streams at the start of a business, and the evolution of marketing in the last 20 years. He also discusses the importance of caring about customers and communities in business, taking risks, and the concept of wisdom gained through experience and learning from failures.Mickeli shares his journey into entrepreneurship, the lessons he learned from his first startup, and the importance of having a good partnership and a well-defined sales system in place to achieve success in entrepreneurship.Topics of DiscussionMickeli's background in sales and entrepreneurshipFormation of Closers MediaStarting a Media CompanyImportance of PartnershipThe Importance of Sales and Marketing Working TogetherUtilizing Outbound Sales and Inbound MarketingConducting Business Online and the Importance of Face-to-Face MeetingsVirtual Selling SystemAdvertising with a Purpose Putting Customers FirstAdvice to Take Risks and Regret of Not Taking RisksRegrets and WisdomMickeli's ResourcesTrue North Revival WebsiteMickeli Bedore WebsiteLinkedInAbout The ShowThoughts of a Random (Citizen Remote Podcast) is a podcast oriented around open ideas, entrepreneurship, travel, investing, politics, philosophy, and an odd take on history. Together with Toarc United & Citizen Remote we talk with thought leaders from all around the world to stir the innovative mind. This podcast specifically talks about the importance of having an international perspective, the ins and outs of the business world, the entrepreneurial life, the digital nomad life, investing and ways to enjoy life in the new age.Businesses worldwide have very quickly oriented themselves around freelancing, digital nomads, remote workers, and diluting borders. If you'd like to find out how you can benefit on an individual or entrepreneurial level from that change, this podcast is for you & Citizen Remote can help.If you're a startup, needing to find useful tools, wanting to build custom software or generally struggling with the next steps you should be taking to optimize your companies bottom line Toarc United can help.Like the show?? Please leave a Review! ⭐️⭐️⭐️⭐️⭐️Apple ReviewsSpotify ReviewsPodchaser ReviewsSponsored by: Toarc United & Citizen RemoteDisclaimer: None of what is mentioned on Thoughts of a Random Citizen or from Toarc United should be taken as investment or legal advice of any kind. 

Discover how to master the art of public speaking & virtual. In this episode, we're joined by Lorraine Lee, a virtual keynote speaker extraordinaire, who has captivated audiences worldwide and is recognized as a Top Virtual Speaker by ReadWrite.With the statistic that 82% of buyers check out sellers on LinkedIn before responding to their prospecting efforts, find out how to avoid common pitfalls when virtual selling and learn new strategies for building confidence and trust when presenting. This interview has it all!Discussions in the episode:Tips for building influence through LinkedInThe value of taking yourself out of your comfort zoneAdvice for captivating an audience virtuallyTactics for developing confidenceClick here to reach out to Peter Rabey direct Like this show? Please leave us a review. Every review helps. 

Welcome to another episode of Solar Sales Uncensored, where we bring you the best tips, tactics, and strategies from top industry experts, tailored not only for solar sales professionals but for anyone looking to thrive in the world of sales. In this episode, we sit down with a true sales legend who has been dominating the solar industry since 2018 - all from the comfort of his own home.Our guest is a remote sales prodigy who has managed to average over 100 solar sales annually without ever setting foot outside his home office. His best personal month saw an incredible 37 sales! This powerhouse entrepreneur has built a thriving solar business by leveraging the power of the phone, without relying on Zoom calls or driving to appointments.Join us as we dive deep into his sales process, uncovering the secrets to his success in virtual selling. We'll discuss the techniques, mindset, and habits that have allowed him to excel in the competitive solar market and how you can apply these principles to your own sales career, regardless of your industry.Whether you're a seasoned sales professional or just starting your journey, this episode is packed with invaluable insights that will help you level up your game and master the art of virtual selling. Don't miss this opportunity to learn from one of the best in the business!Tune in to Solar Sales Uncensored and discover the strategies that have propelled our guest to become a remote sales prodigy. Get ready to unleash your potential and revolutionize the way you approach sales in the digital age.

Jeb Blount is the author of thirteen books including Fanatical Prospecting, Sales EQ, Virtual Selling, and his latest book, Selling in a Crisis: 55 Ways to Stay Motivated and Increase Sales in Volatile Times - which is the topic of today's discussion. Jeb advises a who's who of the world's leading organizations and their executives on the impact of emotional intelligence and interpersonal skills on customer-facing activities. He is among the world's most respected thought leaders on prospecting, sales, leadership, and customer experience. In this podcast for managers, Audrey, Lee and Jeb discuss:   ·       The real secrets to selling more in a crisis ·       Why you need more than charm and a great personality to close sales in a crisis ·       Why you must stop swimming naked and put your bathing suit on ·       Why you don't get into buckets with crabs  "We assume we are succeeding because we are so awesome at what we do. But as the saying goes, don't confuse a bull market with brains. During cycles of abundance, even the weak can succeed.”– Jeb Blount    Build Credibility and Effective Leadership with the Manage Smarter Podcast Join hosts Audrey Strong and C. Lee Smith every week as they dive into the aspects and concepts of good business management. From debunking sales myths to learning how to manage with and without measurements, you'll learn something new with every episode and will be able to implement positive change far beyond sales.  Connect with Jeb Blount     https://jebblount.com/ https://www.linkedin.com/in/jebblount/ https://www.facebook.com/SalesGravy https://www.youtube.com/channel/UCUVoyyL3KRtiXFXdcWwN8bA https://www.instagram.com/salesgravy/ https://salesgravy.com/ Connect with Manage Smarter Hosts ·         Website: ManageSmarter.com  ·         LinkedIn: Audrey Strong                                                                 ·         LinkedIn: C. Lee Smith   Connect with SalesFuel ·         Website: http://salesfuel.com/  ·         Twitter: @SalesFuel  ·         Facebook: https://www.facebook.com/salesfuel/  Learn more about your ad choices. Visit megaphone.fm/adchoices

LOOK AT ME NOW!The beauty of a story is nothing if you fail to do proper eye contact, whether it's face-to-face or virtually.Ravi will be giving us tips on how to properly deliver a good story virtually for more effective storytelling, especially in this virtual selling age.Tune in to learn these tips here in the latest episode of Sales Transformation! Jazz up your sales mindset with Kevin Dorsey aka KD and some of the brightest minds in sales in Live Better Sell Better!Stop sending boring sales e-mails or videos and start sending catchy GIFs and Memes with VIDU.io!Power up your podcast experience by joining our Free Podcast Community!EPISODE HIGHLIGHTSLook down the lens of your camera“Here's what I want you to do people, I want you to look down the lens of the camera, and think of it as the eyes of your best friend.”It's weird, but get used to it!“The demeanor in the emotion that you put into what you're saying matters a lot, and it is weird looking at the camera lens, but look, this is the way that we're doing business.”Always ask an open-ended question“That immediately starts to build a connection so something small that you can do is ask an open-ended question.”Connect with Ravi and learn more about what he's been working on!About RaviAbout Ravi Rajani ConsultingRavi Rajani WebsiteConnect with Collin and find out what's new in Sales Transformation and other things he's up to:About CollinAbout SalescastSalescast CommunitySales TransformationWanna kick off your own kick-ass podcast?Already have one? How about growing it, or even monetizing it?LET'S TALK.

Gabriel Dabi-Schwebel is the Founder and CEO of SalesDeck, an online sales communication tool. He is also the Founder and CEO of 1min30, a French inbound marketing agency. He is an entrepreneur, speaker, and author of eight marketing and sales methodologies books. Gab hosts the Virtual Selling podcast. In this episode, Gabriel talks about service packaging as he shares how they do it in his marketing company, 1min30.   Why you have to check out today's podcast: Find out how to get your product packaging and pricing right Learn good, better, best service packaging through the way a marketing company does it Understand why pricing is at the heart of entrepreneurship   “If you are in service, the idea of packaging what you sell is very important.” – Gabriel Dabi-Schwebel   Topics Covered: 01:29 – Growing up with French fonctionnaire parents while wanting to become an entrepreneur 02:19 – How Gabriel got into pricing; Gabriel realizes how important pricing is 04:36 – Talking about service packaging in line with his marketing company, 1min30 08:34 – The difference between the three price points 09:54 – Where he got the idea of his good, better, best strategy 10:36 – Did Gab learn how to have value conversations with clients? 12:06 – Gabriel's pricing advice 14:51 – Pricing table topics: “Be strategic. Focus on lifetime value.”   Key Takeaways: “I think pricing is really at the heart of entrepreneurship, because at one time, you need to price what you do, what you sell, what you create, and it's really a marketing aspect that is very interesting, because with pricing, you can make your revenue even bigger without working too much.” – Gabriel Dabi-Schwebel “It's really important to find the right price and to be sure that the price you choose is really the closest to what a customer is ready to pay and the ones that make you the more value and the more money in your pocket.” – Gabriel Dabi-Schwebel “Really thinking about lifetime value is really thinking about what is the price being acceptable by your customer and the value you bring him, and also the fact that you keep bringing value and keep in loyal to your product.” – Gabriel Dabi-Schwebel   People / Resources Mentioned: SalesDeck: https://salesdeck.io/ 1min30: https://www.1min30.com/ Acquisition Strategy Design: https://www.amazon.co.uk/gp/product/2377740324/ref=dbs_a_def_rwt_bibl_vppi_i2 Blair Enns' The Win Without Pitching Manifesto: https://www.winwithoutpitching.com/the-manifesto/   Connect with Gabriel Dabi-Schwebel: LinkedIn: https://www.linkedin.com/in/gabrields/ LinkedIn: https://www.linkedin.com/in/gabriel-dabi-schwebel/   Connect with Mark Stiving: LinkedIn:https://www.linkedin.com/in/stiving/ Email: mark@impactpricing.com  

Virtual selling is here to stay. Dave Roddick of Kinzler joins to unpack the new world of hybrid work and hybrid selling. Connect with Dave on Linkedin Find out more about Kinzler at www.kinzler.com.au For exclusive content and a chance to pick the topic and guide the show, connect with Jamie on LinkedIn. Edited, Hosted and Produced by Joanne Helder Music by Donyea Goodman at donyeamusic.biz/onlinestore

SmartCue is a sales effectiveness platform that enables sales teams to deliver tailored product demos. You create a no-code, step-by-step hero demo in minutes with text and visuals relevant to your prospect. They can also help you with fast onboarding and 360° feedback. Links for our guest

Selling the Price Increase: The Ultimate B2B Field Guide for Raising Prices Without Losing Customers by Jeb Blount About the Book: A practical guide for successfully navigating the single greatest growth and profit improvement opportunity for B2B enterprises: price increases The payoff for implementing price increases without losing customers is massive! Effective price increase campaigns are far more effective at boosting topline revenue and generating profits than acquiring new customers. The problem is that price increase initiatives, whether broad-based or targeted to specific accounts, strike fear and anxiety into the hearts of sales professionals and account managers who are tasked with selling them to their customers. Approaching customers with price increases sits at the tip top of the pantheon of things salespeople hate to do because they fear that raising prices will reduce sales volume or open the door to competitors. Yet when sold effectively, customers accept price increases, remain loyal, and often buy even more. In Selling the Price Increase: The Ultimate B2B Field Guide for Raising Prices Without Losing Customers, celebrated sales trainer Jeb Blount reveals the strategies, tactics, techniques, and frameworks that allow you to successfully master price increase initiatives. From crafting effective price increase messages to protecting hard-won relationships, handling common objections, and making the case for the value you deliver, this comprehensive guide walks you through each step of the price increase sales process. In each chapter, you'll find practical exercises designed to help you master the Selling the Price Increase system. As you dive into these powerful insights, and with each new chapter, you'll gain greater and greater confidence in your ability to successfully engage customers in price increase conversations. You'll learn: How to navigate multiple price increase scenarios: broad-based, targeted, non-negotiable, negotiable, defending, presenting and asking The eight price increase narratives and three drivers of customer price increase acceptance How to neutralize and get past the five big price increase fears and anxieties How to avoid the big mistakes that trigger resentment and drive customers into the arms of your competitors The 9-Box Risk-Profile Framework for targeting accounts for price increases A repeatable process for confidently approaching price increase conversations The Five-Step Price Increase Messaging Framework Proven frameworks for reducing resistance and handling price increase objections How to negotiate profitable outcomes with high-risk profile accounts Winning strategies for coaching and leading successful price increase initiatives Following in the footsteps of his blockbuster bestsellers Fanatical Prospecting, Sales EQ, Objections, Inked, and Virtual Selling, Jeb Blount's Selling the Price Increase puts the same strategies employed by his clients—a who's who of the world's most prestigious organizations—right into your hands. Selling the Price Increase is an essential handbook for sales professionals, account managers, customer success teams, and other revenue generation leaders looking for a page-turning and insightful roadmap to navigating the essential—and nerve-wracking—world of price increases. About the Author: Jeb Blount is the author of 14 of the most definitive books ever written on sales and sales leadership and is among the world's most respected thought leaders on sales, leadership, and customer experience. Through his global training organization, Sales Gravy, Jeb and his team train and advise a who's who of the world's most prestigious organizations. His flagship website, salesgravy.com is the most visited sales-specific website on the planet. And, interesting fact -Jeb Blount is now a member of a very exclusive club: The Marketing Book Podcast 6-Timers Club! Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/selling-price-increase-jeb-blount

Join me and my special guest Dave Dee as we discuss how to close more sales, help more clients, and make more money, with his one-to-many sales psychology.

In this episode of the Duct Tape Marketing Podcast, I interview Jeb Blount. Jeb is the CEO of Sales Gravy and the author of 14 books including Fanatical Prospecting, Sales EQ, Objections, Virtual Selling, and his brand new book — Selling the Price Increase: The Ultimate B2B Field Guide for Raising Prices Without Losing Customers. More About Jeb Blount: His brand new book — Selling the Price Increase: The Ultimate B2B Field Guide for Raising Prices Without Losing Customers. JebBlount.com Salesgravy.com Take The Marketing Assessment: Marketingassessment.co This episode of the Duct Tape Marketing Podcast is brought to you by the HubSpot Podcast Network and SEMRush.

This is episode 522. Tips for sales career success. Read the transcription on the Sales Game Changers Podcast website. STEVE'S TIP: "What is the experience from the minute somebody sees you, whether it's on social media, whether it's on LinkedIn, what is the experience that somebody is going to get when they have their first contact with you to the minute they actually invest and then after that? There was a great study from one of the Chicago universities that actually said, "People don't buy what you do or do for them, they buy how you make them feel before, during, and after doing business."

Here's how you get folks to turn their cameras on so you can connect.

► Is it OK to up your pricing? Jeb Blout is CEO @ Sales Gravy, he's also the author of thirteen books including Fanatical Prospecting, Sales EQ, Inked, Virtual Selling, and his latest: Selling The Price Increase. That's right, he's a true Sales Legend!

How do you build a brand and effectively utilize social-selling to do it? Take a listen to this episode where Dr. Jim joins Gabriel Dabi-Schwebel on the Virtual Selling Podcast 

When it comes to virtual selling, we are all or all have been in a place where it is absolutely necessary. Due to the Covid-19 pandemic, virtual buying and selling has become the method of choice and with information constantly at the buyers' fingertips, the sales process is different. In this community, we want to sell from the heart with heart and it might feel impersonal in a virtual setting. But today's guest shows us that it can be even more personal than before.   Mark Magnacca is the co-founder and President of Allego, one of the world's leading sales learning and enablement platforms. We first connected through a mutual friend and client and have known each other for many years. The lessons I have learned from Mark have been powerful and the content he provides in this interview is extremely valuable no matter what industry you are in. Mark is also the co-author of several books, but today we zoom in on Mastering Virtual Selling.  Show Notes: [3:22] - Mark shares the inspiration behind his most recent book as the change in selling due to Covid-19. [4:47] - Mark had already brought remote working to the company years prior to the pandemic. [6:38] - It is about the buyer and not about what you want. [8:31] - Ask your clients, employees, or teammates their preferred mode of communication. [10:02] - Geographical location makes a difference in meetings as well. [12:06] - The more you can do to elicit the knowledge of what buyers want, the more power that you have. [13:44] - What if buyers follow a journey that is different from the way the sales funnel is organized? [15:26] - Mark demonstrates the power of information with LinkedIn. [17:06] - The salesperson is a guide and that is a mindset shift. [18:42] - Mark describes a recent buying experience that blew him away. [21:36] - The differentiation isn't the technology, it's the way you use it. [24:10] - Mark took the core message of branding to a different type of audience. [25:16] - It doesn't have to be unique. The value is in customization to your subset. [27:29] - The momentum in relationship building creates an opportune time to close a sale. Waiting too long will cause that energy to dissipate. [29:22] - Trial closing is a strategy that will help create a balanced relationship. [31:10] - Both people in a relationship must want something to make it happen. Oftentimes the balance is not 50-50. [33:25] - Go where you are wanted to avoid chasing the sale. [35:14] - Lack of self worth is one of the reasons many women avoid going into sales. Do it a different way. [38:15] - If you are a parent, don't underestimate the power you have in shaping your child's mindset. [40:42] - Mark shares some things he has learned from his own children. Connect with Mark: Mastering Virtual Selling Website Mark Magnacca on LinkedIn   Links and Resources: Instagram  |  LinkedIn  |  YouTube She Sells with Elyse Archer Home Page

In this week’s episode If the limit of your prospect’s technical knowledge is them taking a screenshot on an iPhone, how can they understand the technology solutions you’re trying to sell to them? It’s all about making your services feel relevant to them. And this week Paul talks about how you can do this Also on the show this week, how do you feel about attending physical networking meetings? If it’s Covid-safe for you to attend, Paul explains how to get the most out of them And there’s some great advice from Paul’s featured guest about using YouTube as part of your marketing mix. Plus there’s a great book recommendation all about virtual selling Featured guest Thank you to Sam Sheridan from Sheridan Computers for joining Paul to talk about how you can use YouTube to win new clients. Sam grew up in Bolton, UK and has always had a passion for computers. Before the internet was made publicly available in 1993, he was brought up around the world of dial-up connections, modems, and bulletin boards. Sheridan Computers has been providing IT support and consultancy to small and medium businesses for twenty years. Connect with Sam on LinkedIn. Show notes Out every Tuesday on your favourite podcast platform Presented by Paul Green, an MSP marketing expert You can join Paul in the MSP Marketing group on Facebook Thank you to B.J. Ferguson from Keyfactor for recommending the book Virtual Selling by Andy Springer, Dave Shaby, and Mike Schultz In next week’s episode on February 1st, Paul will be joined by Jeff Pugel from Ignition, talking about how to start selling based on value, not price Got a question from the show? Email Paul directly: hello@paulgreensmspmarketing.com Episode transcription Voiceover: Fresh every Tuesday for MSPs around the world, this is Paul Green’s MSP Marketing Podcast. Paul Green: Hello, and welcome back to the show. Here’s what we’ve got coming up for you this week. Sam Sheridan: So I’m currently standing at about 2000 subscribers. I use YouTube to get new clients and I’m here to tell you how you can do the same. Paul Green: That’s Sam Sheridan. He’s an MSP owner, just

Mike Montague interviews Kaysi Curtin, Sandler trainer from Fresno, CA, on How to Succeed at Virtual Selling.   In this episode: The best attitude, behavior, and technique on how to succeed at virtual selling Virtual selling is here to stay Most clients prefer video conferencing to a phone call Don't give the option of a phone call - send a Zoom link Your clients don't expect you to be perfect Be real and authentic Use pre-call planners Use screen share, but don't overuse it How Kaysi defines success and her favorite Sandler rule Podcast: https://howtosucceed.libsyn.com/ iTunes: https://itunes.apple.com/us/podcast/how-to-succeed-podcast-by/id1097591566 Spotify: https://open.spotify.com/show/00JoVzRtMzmQB5Ae5RWWQZ   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 comment!

Mike Montague interviews Kaysi Curtin, Sandler trainer from Fresno, CA, on How to Succeed at Virtual Selling.   In this episode: The best attitude, behavior, and technique on how to succeed at virtual selling Virtual selling is here to stay Most clients prefer video conferencing to a phone call Don't give the option of a phone call - send a Zoom link Your clients don't expect you to be perfect Be real and authentic Use pre-call planners Use screen share, but don't overuse it How Kaysi defines success and her favorite Sandler rule Podcast: https://howtosucceed.libsyn.com/ iTunes: https://itunes.apple.com/us/podcast/how-to-succeed-podcast-by/id1097591566 Spotify: https://open.spotify.com/show/00JoVzRtMzmQB5Ae5RWWQZ   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 comment!

Tyler Lessard is widely recognized as an expert on online video for prospecting, selling, and B2B marketing. He is the Chief Video Strategist & VP of Marketing at Vidyard. He is also the author of The Visual Sale - How to Use Video to Explode Sales, Drive Marketing, and Grow Your Business in a Virtual World, along with co-author Marcus Sheridan. We discuss how to leverage video across all of the stages of a sales process to increase engagement, connection, and authenticity. Tyler provides some amazing examples of how to connect and stand out with buyers in a sea of email clutter. He also references some best practices for personalizing and humanizing your prospecting activities. Tyler's energy and enthusiasm for this topic are contagious. Besides co-authoring The Visual Sale, hosting the Creating Connections show, and speaking on topics ranging from selling with video to the customer experience, Tyler has been recognized by Demand Gen Report as the top Buyer-Focused B2B Marketer, and by Marketo as one of the top 50 Fearless Marketers. Highlights Visualizing: videos in the sales process. - 2:58 An inspiring story of using video. - 5:05 Planning your message ahead of time. - 6:13 Creating videos creates dynamic conversations. - 7:42 What CEOs, sales leaders, and salespeople need to learn from video. - 29:24 Are there any absolute things to avoid in a video? - 30:19 Episode Resources Connect with Mark Cox https://www.inthefunnel.com/ https://ca.linkedin.com/in/markandrewcox Connect with Tyler Lessard https://www.vidyard.com/ https://ca.linkedin.com/in/tylerlessard https://twitter.com/tylerlessard Amazon Books 

You've been inundated with more excuses than usual from your newest reps lately, which isn't good on the best of days, but knowing the next batch will come on a Zoom call with 18 guests… Yeah, your latent migraine is already planning a party for its prophesied return. You've heard every old canard imaginable — but the last 18 months brought a new one: I can't sell virtually. What if I told you your rep is looking at virtual meetings all wrong? What if I said you are, too? This week is the second time Lisa Schnare, Natalie Pitchford, and Carlos Nouchejoin me for drinks in our new, not-safe-for-work sales series and this time it's personal… virtually. In this episode, we discuss how to adapt to in this new virtual world, including: How to stay personal, virtually How leadership can overcome the challenges of distractions from a distance Common reasons for video reluctance and how to overcome them Now that you know how to navigate the new world of virtual selling, are you ready to optimize your tech stack or dive into how Google's new rules impact your SEO? Check out the full list of episodes: The B2B Revenue Executive Experience.

On this episode of the Sales Gravy Podcast, Jeb Blount, author of Virtual Selling, discusses the power of collecting video testimonials from your customers with film maker and producer Bruce Himmelblau. You'll learn just how easy it can be to grab these short videos and leverage them to close more sales.

This last year brought a lot of changes that range the gambit from internal organizational improvements to reimagining and shifting outbound marketing. This evolution has fostered a new constant awareness of who we're selling to and where they spend their time. It's crucial that we take what we've learned this past year about virtual selling and continue to develop those skills as we step into the post-COVID “new normal.” On this episode of B2B Revenue Executive Experience, I talk with Darrell Amy, author of the best-selling book, Revenue Growth Engine: How to Align Sales and Marketing to Accelerate Growth, host of the Revenue Growth Podcast, and co-host of the Selling From the Heart Podcast. What we talked about: How companies should be adjusting their marketing and sales strategies in the post-COVID economy How to combat “pivot fatigue” and get better at virtual selling. How companies can set aggressive, but realistic revenue goals. What goals should be top of mind for companies in a post-COVID era. Mentioned on the show: The Revenue Growth Toolkit Revenue Growth Engine: How to Align Sales and Marketing to Accelerate Growth For the entire interview, you can listen to The B2B Revenue Executive Experience.If you don't use Apple Podcasts, we suggest this link.

And just like that, everything changed . . . A global pandemic. Panic. Social distancing. Working from home. In a heartbeat, we went from happy hours to virtual happy hours. From conferences to virtual conferences. From selling to virtual selling. To remain competitive, sales and business professionals were required to shift the way they engaged prospects and customers. Overnight, virtual selling became the new normal. Now, it is here to stay. Virtual selling can be challenging. It's more difficult to make human to human connections. It's natural to feel intimidated by technology and digital tools. Few of us haven't felt the wave of insecurity the instant a video camera is pointed in our direction. Yet, virtual selling is powerful because it allows you to engage more prospects and customers, in less time, at a lower cost, while reducing the sales cycle. Virtual Selling is the definitive guide to leveraging video-based technology and virtual communication channels to engage prospects, advance pipeline opportunities, and seal the deal. You'll learn a complete system for blending video, phone, text, live chat, social media, and direct messaging into your sales process to increase productivity and reduce sales cycles.

Today's discussion is a recording of a session hosted by my friend and colleague, Andy Winskill, a Sr. Digital Advisor at Microsoft, who also leads a community of approximately 2700 employees at Microsoft, called the "Virtual Work Learning Group". The mission of the virtual work group is to empower everyone on the planet, to create engaging, meaningful, and impactful virtual work experiences, in an environment that enables us to do our best work. The community has featured talks from some amazing women and men around topics ranging from how to be a better storyteller, all the way to fine tuning remote presentation skills.This episode features a presentation that I led around Social Influence and Virtual Selling. I am no longer in a sales organization, BUT, I do believe that everything any of us do at any capacity in our work, most likely demands for advocating our ideas and getting our perspective heard - this, I believe, will be a highly valuable skill as our ecosystems become more digital, and our thoughts and perspectives as knowledge workers and executives, become more valuable to the world.Thanks for listening. Resources: MENTAL HEALTH AWARENESS MONTH - May 2021 | National Today - https://nationaltoday.com/mental-health-awareness-month/ Waking Up with Sam Harris - Discover your mind. | Waking Up - https://www.wakingup.com/ROMWOD - https://romwod.com/ Andy Winskill | LinkedIn - https://www.linkedin.com/in/awinskill/Crushing It!: How Great Entrepreneurs Build Their Business and Influence—and How You Can, Too by Gary Vaynerchuk (goodreads.com) - https://www.goodreads.com/book/show/36045512-crushing-itEverything You Need to Know About LinkedIn Video - https://blog.hootsuite.com/linkedin-video/Social media video tips & strategies - https://sproutsocial.com/insights/topics/social-media-video/ *The views and opinions expressed in this discussion are those of the guests and do not necessarily reflect the official position of their employer, Microsoft" ____ Thank you for listening! -------------------------------- Join the **New Monthly Newsletter** - Data Binge REFRESH: https://www.derekwesleyrussell.com/newsletter Interested in starting your own podcast? Some candid advice here: https://www.linkedin.com/pulse/how-start-podcast-3-step-gono-go-beginners-guide-derek-russell Learn more about the Data Binge Podcast at www.thedatabinge.com Connect with Derek: LinkedIn: https://www.linkedin.com/in/derekwesleyrussell/Youtube: https://www.youtube.com/channel/UCN1c5mzapLZ55ciPgngqRMg/featuredInstagram: https://www.instagram.com/drussnetwork/Twitter: https://twitter.com/drussnetworkMedium: https://medium.com/@derekwesleyrussellEmail: derek@thedatabinge.com *The views and opinions expressed in this discussion are those of the guests and do not necessarily reflect the official position of their employer, Microsoft"  ____ Thank you for listening! -------------------------------- Join the **New Monthly Newsletter** - Data Binge REFRESH: https://www.derekwesleyrussell.com/newsletter   Interested in starting your own podcast? Some candid advice here: https://www.linkedin.com/pulse/how-start-podcast-3-step-gono-go-beginners-guide-derek-russell  Learn more about the Data Binge Podcast at www.thedatabinge.com   Connect with Derek: LinkedIn: https://www.linkedin.com/in/derekwesleyrussell/Youtube: https://www.youtube.com/channel/UCN1c5mzapLZ55ciPgngqRMg/featured Instagram: https://www.instagram.com/drussnetwork/ Twitter: https://twitter.com/drussnetwork Medium: https://medium.com/@derekwesleyrussell Email: derek@thedatabinge.com

Jeb Blount has been at the epicenter of sales and marketing alignment. Today he shares his perspective on how sales and marketing teams can work together to drive revenue growth. To maximize revenue growth we need to ensure our sales and marketing processes are aligned. Today, you're going to hear an excerpt from a session with Jeb Blount, author of Fanatical Prospecting, Virtual Selling, and many other great sales books. Jeb shares stories and insights from his experiences working as the sales liaison in the marketing department for a large company. He also brings insight from the companies he now serves as the founder of Sales Gravy. This is an interesting and provocative conversation packed with challenging ideas. A special shout out today to the Outbound Conference. I'll be speaking at this powerhouse event in June along with Jeb Blount, Mark Hunter, Meridith Elliott Powell, Mike Weinberg, Larry Levine, and many more thought leaders. You can get $100 off your ticket when you use the code alignment 100 at www.outboundconference.com.

This Sales Gravy Podcast episode is part one of Jeb Blount's (Virtual Selling) conversation with Diane Helbig (Succeed Without Selling) about why for business owners, entrepreneurs, and sales professionals success in selling and business growth really isn't about "selling." Instead, when you focus on solving problems, that's when the real magic happens. Listen to Part Two – Intentional Empathy Listen to Part Three – Sales is a Process We want to hear from you. Let us know what you think about this episode – we love your comments and questions. Just send Jeb a text message at 1-706-397-4599 or CLICK HERE TO TEXT. Ps. You can access Sales Gravy University Here Why Did You Choose To Write This Book? Diane: The book is called Succeed Without Selling: The More You Think About Selling The Less You'll Sell. I decided to write it because so many salespeople and small business owners are, in my estimation, behaving badly because they are so focused on selling that they're not getting what they want. They're not getting the results that they want and it's frustrating. And so I thought, this is what I teach when I do sales training. What if I could put it into a book and just tell them everything about sales mindset? You know, what happens when you do this, but what happens when you do that, with scripts and, and templates in the back of the book. If I can just give them everything, hopefully, a bell will go off in their head and they'll start doing things differently and achieve better results. So Why Does Being Successful in Sales Have Nothing To Do With Selling? Diane: When salespeople are selling, they are thinking about themselves. They're thinking about the fact that they have to hit quota, that they have to get revenue, that they have to do all of these things. Their mindset is, “I need to convince you that you need what I have to sell. I have to be eloquent enough and say the right things. I have to be persuasive.” They do it at networking events, they do it when they're in a sales meeting, they do it all the time. And the truth is that when salespeople behave that way, they don't get the sale because they're not listening. They're not matching what they have to what that person needs. They're not hearing what the situation is. So that's why I say that it's not about selling. It's about solving, right? It's about connecting and making sure that it's a good fit because that's how you get long-term business relationships that serve your business for decades. Sales Is Not About Selling, It's About Solving Jeb: I totally agree with you. Not that long ago, I was doing training out in Oregon and one of the people in my class was an ex CIA agent. I was teaching some concepts out of Sales EQ around human influence frameworks. And he grabbed me and said, “What's the difference between what you're teaching and what we were doing as CIA agents? Essentially, when we were bringing people in, we were using the same frameworks you're teaching to get people to turn over information or rat out someone else. And I said, “The human brain works the way the human brain works." For example, if you listen to someone, it makes them like you more. It's just how we operate. And if they like you more and you listen to them, they're more likely to give you something because you made them feel good. I mean, that's just basic influence frameworks, but what you said is exactly how I explained it to him. I said, “In your line of work, you were using these influence frameworks to manipulate people into giving you what you wanted. And in my line of work, I help people, and I solve problems." "I'm Not The Right Fit For You" Jeb: The very last thing I want to do is sell someone something, or do something for someone that they don't want or don't need. And that doesn't mean that I couldn't because I'm pretty good at influencing people and persuading people. I could certainly do that. I could go out and sell things to people that they didn't need, but I never do that. It's a normal thing for me and my business to turn customers away and say, “We're the wrong fit for you. You should not do this because you're going to spend money with me and you're not going to get the outcome that you desire." And I've always led with that. And I believe that people know there's sincerity in that. What's so funny about it is when you tell them, “I'm the wrong fit for you,” they start trying to figure out how you can be a fit for them. Diane: That is so true! Exactly. I had someone say to me, once I said, “Listen, I'm not the right resource for you.” She said, “Well, I sure hope you are because I trust you.” And I said, “Well, then you're going to have to trust me when I tell you I am not the right resource for you.” It's exactly what you say. And those people will refer you to people because you're honest. People Gravitate Towards Salespeople Who Don't Sell Jeb: Exactly right. You're honest. There's a local place where I live called C&C Tire, we only take our cars there because we trust Tommy and he's honest. If he can't fix it, he won't say, “Yeah I can fix it.” And then you spend money with him. He'll say this isn't going to happen here, let me get you someone that can do that. Or if you come in and say, “I need this fixed. Cause I think this is the problem.” He'll say, “Nah, it's a $2 part. You don't have this problem.” And he's always been that way. If you look at his business, there are people waiting in line to get him to work on their cars because he's not trying to sell you something that you don't need. Diane: And because we are so used to mechanics selling us things we don't need that, he's a gem, right? So the salespeople who don't sell are the ones that people gravitate toward because they know they're going to be told the truth. It's a total integrity thing. And I'll add something to what you were talking about, which is when you convince somebody they need what you have, it's a really bad relationship. And neither of you like it. So why would you do it? You're going to end up spending time with someone that it's just difficult all the time. The Gangrene of Business Relationships Jeb: If I sell you something that you don't need and you realize that I did that, then you resent me. Maybe you're a small business. I've been in this position before where I needed a sale or I needed to get a deal done. I would lower my price, or add on services in order to convince someone that I could help to do business with me. But down the road, as my business grew, I started resenting that customer because I felt like they were taking advantage of me. Resentment leads to contempt, which is the gangrene of business relationships. It will rot them out at the core until there's a point where you cannot save the relationship. There won't be any referrals, you don't like each other, and it almost always ends badly. So when your focus is on solving rather than selling, you only solve problems you can solve. You solve the problems you can solve at a price point that allows you to provide the service that the person is expecting you to deliver down the road, post-sale.

Lets all get in the DeLorean and get our orange vests on- we are setting the flex capacitor to Dec 13, 2013...the day our producer Scott Albrecht was hired to manage. On today's podcast, he and Mike discuss taking 3 concepts learned at ServiStar back into the past to apply as a new branch manager for Baxter Credit Union 7 years ago.    We also introduce a new game to the show, "what's in the box" to see the box, borrowed from Scott's daughter- check out ServiStarConsulting.com   We mentioned the upcoming webinar on Virtual Selling- it's free and you can register here    And finally we played a 2 minute clip from the online computer based training : Missional Leadership. As a thank you to our audience we are giving every listener 30 days access to all 5 modules of this ServiStar Training. Simply email Scott@ServiStarConsulting.com and Scott will connect you to the free access.

The global pandemic has accelerated the change from selling in-person to remote selling. But it's nothing new. "Inside selling" means selling remotely, from a home or office, and has been around for decades. Yet a lot of us are struggling to adapt to the new reality of selling remotely because it feels so different. But is it? Dave Shaby, COO at RAIN Group, shares his recent research on the question of how both buyers and sellers are adapting to the new remote selling reality. Here are some links mentioned in the show:RAIN Group's Virtual Selling StudyDave Shaby on LinkedInRemote Selling article by ListonVirtual Selling: How to Build Relationships, Differentiate, and Win Sales RemotelyPodcast Episodes:Remote Selling: An OverviewRemote Selling: Video SellingRemote Selling: The Sales Process to UseWant the full transcript? Visit the show notes page on our website:https://servedontsell.com/modern-sales/virtual-selling-research---Get a daily sales insight sent straight to your inbox:Subscribe to the daily sales insights newsletterDon't miss a single episode:Subscribe on SpotitySubscribe on Apple Podcasts Like what you heard?Help us get the word out by leaving a rating and review on Apple Podcasts.See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

You may have had to sell virtually before the pandemic, but now it's perhaps the only way you can connect with a prospect. Now more than ever, you want to make sure you're bringing your “A” game, accounting for the challenges remote selling brings (does video fatigue ring a bell?). Marty Mercer, Force Management Facilitator, joins us for the first time to share insights and tips for differentiating yourself from the competition in the remote environment. - How to adjust your own preparation cadence to ensure better success in the remote environment - Why people check out or leave virtual conversations early and how to avoid this challenge - How to immediately grab the attention of your virtual audience and manage the conversation in a positive and memorable way Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website. Here are some additional resources on virtual selling tips & tricks Virtual Selling is Here to Stay: Maximize Your Results Joining Remotely: 7 Tips for Great Virtual Sales Conversations Lessons from a Sales Veteran [Podcast]

The world was turned upside down in March and if you weren't selling virtually before, you are now. Office space is going away, and more companies are going remote and staying that way. Learn the fundamentals of virtual selling from Jeb Blount, best-selling author and accomplished sales trainer. Want the full transcript? Visit the show notes page on our website:https://servedontsell.com/modern-sales/virtual-selling-jeb-blount---Get a daily sales insight sent straight to your inbox:Subscribe to the daily sales insights newsletterDon't miss a single episode:Subscribe on SpotitySubscribe on Apple Podcasts Like what you heard?Help us get the word out by leaving a rating and review on Apple Podcasts.See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

On this episode of the Sales Gravy podcast,  Jeb Blount's (Virtual Selling) and Alex Goldfayn (5 Minute Selling) offer a simple strategy for overcoming your natural fear of rejection by breaking it into doable doses. Jeb On Breaking the Fear of Rejection Into Doable Doses Human beings fear rejection. We hate and avoid rejection at all costs. But, in Sales, your job is to go out and find rejection and bring it home.   However, when you break your fear of rejection into doable doses, it gets easier to handle because, over time, when you face a fear repeatedly, you gain obstacle immunity.   Alex On Using the Phone Yesterday I had a video call set up with prospect. It was at the end of a long day of video calls. You know, where everybody is a little box on the screen, right? My brain was tired of being on camera, I just wanted to walk around with my phone - just put my feet up and not be on a camera.   In some cases, I feel like there's more dimension and depth to a phone call as compared to a video call.  If you can get good at the telephone you will put so much distance between yourself and the 95% of sales people who don't do well on the telephone, that they will never be able to catch up with you.   That's how important the telephone is right now.  Jeb On Blending It's about blending. Salespeople need to get used to the word blending because, blending is how we will be selling going forward. With Virtual Selling, it is about meeting the buyer where they are. You should use the communication channel that is right for the moment.   But salespeople are not having synchronous conversations – especially by phone – because they are afraid of being rejected.   This is exactly why I think your 5 Minute Selling System is powerful. If you just do it a little bit every day – even five outbound calls per day – you reduce these fears to a small part of your day. But, as you start facing that fear, a little bit every day, it will get easier for you to handle the rejection.  And basically, what you start doing, is building a chain of days in a row where you're investing in conversations with customers.  Think about it, 30-days of five minutes a day talking to your customers. What happens to your pipeline? Your business? Your income? What happens inside of you?   Alex On Asking More Often In baseball, if you fail 70% of the time, you go to the Hall of Fame. For salespeople, if you're failing 80 to 90% of the time, you're doing damn good!  So, when we try to avoid every single no, we don't give ourselves the opportunity to get the yeses that make us successful.  The salespeople who get the most no's, the ones who get the most rejection, are the ones who are most successful. Because, they're the ones who are asking the most.  It's simple. If you get the most no's you get the most yeses.   Thomas Edison said that many of life's failures are people who did not realize how close they were to success when they gave up.  So, if you've already been rejected eight times by this prospect, the ninth rejection is literally no worse. It's the same. There is no difference.  Jeb on High-Intensity Prospecting Sprints I'm working with a group right now and we are running high-intensity prospecting sprints. We're doing 10-minute phone blocks. It's a simple cadence: 10-minutes, 10 dials, with a goal to set one appointment.   It's just so easy for people to rip off 10 dials. Leveraging this methodology allows them to get a whole lot prospecting done in a short period time with better outcomes. Because we break rejection into doable doses (10-minutes at a time) it's easier for them to remain motivated and focused.   On Accomplishment in Small Doses And it makes you feel more confident and accomplished because you're having positive interactions! You're going to feel better about yourself.   You connected with someone. You feel positive and that's a much better feeling than avoiding the phone and procrastinating.  That bit of success is going to make you want to do it again. If you get focused on talking to people 5 minutes a day you can grow your sales tremendously. But, you're going to want to do more than that. And, you will. 

On this episode of the Sales Gravy podcast,  Jeb Blount's (Virtual Selling) and Alex Goldfayn (5 Minute Selling) teach you how to eliminate cold calling by talking with people you already know. Jeb: On Why Talking to People You Know Can Eliminate Cold Calling “Welcome back to part two of my conversation with author Alex Goldfayn about 5 Minute Selling Skills. On this episode, we discuss one of the greatest sources of new pipeline opportunities.    It's the people that you already know. Talking with the people you know is an easy way to eliminate cold calling.” Alex: On Planning Who You Will Call  "I feel like we don't call people because we don't know who to call, right? Unless you're using a CRM perfectly, it's not going to tell you who to call. It's a list of names and numbers.   At the beginning of the week for five minutes, write down who you're going to call that week. For example, customers that just made an order with you. Right now, try thinking of five customers you haven't talked to in three months or more, you can't do it because you're not talking to them. They're not in your head. Customers who used to buy from you but stopped are another group of people that's very difficult to think of because they don't call you to break up with you. They just go away. You know, they go away quietly, so we need to plan who to call.  And then we have the whole rest of the week to call a few each day. If you don't want to call them directly send a text or email to set up that phone call. I think the only semi valuable use of email in the sales process job is to set up the phone call. Otherwise, it's nearly useless. In business to business, selling right and email is just slightly better than doing nothing at all. Plan your calls and then write down what happens. What did you say? What did they say and then? What's the dollar amount associated with that interaction? Because then once you fill that in, that becomes a goldmine that you can follow up on. The most successful people follow up a lot more than other people.  So, plan who to call and then track how those calls went and what was said and what the opportunity dollar value is. If you do those two things, each thing takes 5 minutes. The calls take 5 minutes. The things to say on the calls take 5 minutes.  How can you not grow if you're making hundreds of additional proactive communications a year?" Jeb: On Eliminating Cold Calling By Talking With Inactive Customers "It really is that simple. Let's start with customers that just aren't doing business with you anymore. To me, this is the gold mind of all gold mines. When we're working with clients who want to accelerate growth, engaging inactive customers is almost always where we go first. I had one client, for example, that had a half a million inactive customers in their database. We pulled the list and just picked up the phone and started calling them. We did exactly what you said Alex. All we did was call them up to say hello. In one hour, we sold $1,000,000 in business. Now most of that was to one business that was expanding rapidly. We got the owner on the phone and the he was ready to buy. He said he was just about to put out an RFP." Alex: On the Rewards for Being Present "It was so hard for me not to jump in in the middle of that, I had to really practice my silence technique there because I got excited by what you were saying. You got that business sitting at that conference table because you were present and nobody else was. The guy even said I was just about to take his business somewhere else. But you're here, so I'm going to reward you with business If you're the customer, you feel an obligation to a salesperson who makes the effort to pick up the phone and be present. And, by the way, they. It wasn't like you were cold calling. I mean, it wasn't like there was somebody who didn't know you. They had a relationship with your business in the past. They were familiar with your brand. There's nothing to lose by calling them. In no place in any of my books or any of my consulting work do I say that salespeople should be cold calling. All of us should be calling people who we know. I understand, some people have to cold call, but we all know hundreds of people that we can connect with them, catch up with, and some of them, as you said, have already spent money with us. Your customers want to hear from you because they want to know you care. And the tragedy of it, is because of our fear, when we don't call them, we hurt them, and we hurt ourselves, and we hurt our families. Because of stupid fear." Learn exactly how to grab your prospect's attention and engage them in conversations in our FREE E-Book called Seven Steps for Building Effective Prospecting Sequences

Starting a B2B Podcast is a Smart Virtual Selling Strategy On this episode of the Sales Gravy podcast, Jeb Blount (Virtual Selling) and James Carbary (Content-Based Networking) discuss how starting a B2B podcast can elevate your personal brand and build familiarity. Familiarity Leads to Liking In Sales, familiarity is powerful because familiarity leads to liking. When people are familiar with you, the more likely they'll be to engage on prospecting calls and feel comfortable with you on virtual sales calls. Familiarity is virtual selling lubrication. It takes the friction out of virtual communication and makes everything easier. The lack of familiarity is why you get so many objections. When people don't know you, it's much harder for them to trust you. To build familiarity, you must make a direct investment in improving the awareness of your name, expertise, and reputation. Starting a B2B podcast is such an investment and, one that will pay huge dividends. The Virtual Selling Book Virtual Selling is hot. Smoking hot! Because, to remain relevant and competitive sales professionals must learn how to engage prospects and close deals in a virtual environment. This is exactly why you need my new book Virtual Selling. In Virtual Selling I teach you exactly how to gain a powerful competitive edge and crush your competitors by leveraging virtual communication channels. Don't walk, don't wait, don't hesitate. Go get Virtual Selling now. It is a run-away best seller for one simple reason. The techniques, tactics, and skills I teach you in Virtual Selling work.  

Open yourself up to new opportunities It's difficult to see new possibilities during this crisis. It seems like we've been in this pandemic for years rather than months. Secretly, most of us have been living with the hope that the coronavirus pandemic would be over quickly and that we'd get back to normal. With the new surge in cases, what is becoming clear is that everything has changed, that there is no going back, and that the only thing we can count on is new possibilities. In Coronavirus Talk #8, I discuss why it is important that you shift your mindset now so that you are looking though the windshield rather than in the rear view mirror. Adapting to A New Reality The last time I came to you with a Coronavirus talk, it was way back in April. We were talking about gratitude. And a lot's happened since April. One of the things that happened to me was that I wrote an entire book, an 85,000 word book on Virtual Selling. And it's something that normally takes me 18 to 24 months. And I was able to focus my attention and get it done. This is one of the lessons that I've learned during coronavirus. There are all these new possibilities, different things that we can do. And I've heard a lot of people, very smart people, talk about how, even though it seems a little bleak right now, this coronavirus pandemic is going to launch an entire new wave of innovation and it's making a lot of us think differently. I think I told you in a previous talk that I was rethinking in fact, a lot of my values, and it's helped me, as a CEO, begin to transform my company, Sales Gravy, into a different company, and to grow faster. The reason that I'm back, because I really wasn't planning on any more coronavirus talks, is because the coronavirus is back with a fury. We're seeing cases popping up everywhere. Now we're shutting things down again. There's a little bit of panic. I think we're looking at some stiff economic headwinds if we don't get this under control. Everything Has Changed, Especially in Sales And a lot of folks who were thinking that we were going to get back to normal are now faced with the truth, that there is not going to be a "back to normal." Everything has changed and it will continue to change. And it's no different than what happened to us after 9/11. After 9/11, we were expecting things to go back to normal and they never really did. We've traveled again and we continued on with our lives, but security never changed in airports. And the way that we looked at the world, it was always jaded after that moment. Now, I'm not saying that the coronavirus caused us to look at the world with a jaded view. I think it's going to, like I said, open up new possibilities. And I think for all of the folks who were holding on to the hope that we will go back to normal, I think right now you're getting a massive wake up call, in particular with salespeople. Differentiate with Virtual Selling Because if you're in sales, you know that everything has changed and it is not going back. If you want to be relevant, if you want to be competitive, if you want to differentiate, you have to learn how to sell differently, which means you have to adopt new tools, which means you have to become good at virtual selling, and you have to do it now. That is a fact. Look, I'll admit that I was like a lot of folks. I believed that this would be over quickly. I wrote a book called Virtual Selling, expecting that it would have a short life cycle that it wouldn't live very long because people would get back to what we were doing before and back to normal. And now you can see, as the cases have picked up and as we are really coming to grips with the fact that we're in this for the long haul, that the truth is, is virtual selling is the way that we're going to move forward. Rise to the Occasion But here's the good news-- and we're getting this in from everywhere across industries, the size of companies, in different countries, everywhere-- we're hearing over and over and over again about sales professionals and companies, including my company, who have had the best months, best quarters of their entire history in sales. They're crushing records. My company's had three months in a row of record sales at a time when I truly believed that we would be in deep trouble. And what we're finding is that virtual selling has made us more productive. We're able to have more conversations, talk to more people. We're able to accelerate sales cycles. We're able to connect with people when we weren't able to connect with people before, because virtual selling makes it easy. What does this mean? Well, it means that the coronavirus pandemic has been transformative for the sales profession. It has made us better. And salespeople everywhere are improving their skills and they're making more money because they rose to the occasion. This in fact is the lesson that I hope to teach you in this coronavirus talk. You have a choice, you can change your mindset and you can open yourself up to all the new possibilities. You can create a new vision for yourself. Or you can look backwards and hope that things will go back to the way they were before. You can see the world as a dark place with no hope. That's a choice. And if you look at the world with new eyes and you see those possibilities, you never know which one of those possibilities that you might capture, that could change everything for you and your family. Create a Vision So here's my challenge to you: What I want you to do is peel away some time to just sit quietly in silence. Turn everything off, no phone or devices. It's okay to have a pen and a piece of paper if you want to take some notes. And I want you to sit and think about all of the possibilities for your career, for your life, for your family, for your business, even for your community, and your country. And I want you in that moment to begin the process of sketching a new vision for yourself, who you're going to be, what you're going to be, what makes you happy? Where do you want to go? This is Just the Beginning Now, this doesn't have to be big and audacious. This can be small. It can be incremental. The exercise itself is just a starting point. It's a beginning, it's a shifting of your mindset. It is getting you to start looking out of the windshield to the road ahead of you versus staring in the rearview mirror and looking at what's behind you. And in that moment, you will begin to transform because you will see that there are tons of new possibilities that lie before you. I mentioned my brand new book, Virtual Selling, and you can pick it up right now at Amazon, iBooks, at GooglePlay, or wherever books are sold. More Coronavirus Talk Episodes for New Possibilities: Prospecting Coronavirus Talk #1 Excuses Coronavirus Talk #2 The Gift of Time Coronavirus Talk #3 Confusion Coronavirus Talk #4 Fear and Worry Coronavirus Talk #5 On Mourning Coronavirus Talk #6 Gratitude Coronavirus Talk #7 Find out for yourself why more than 10,000 people have already enrolled in the Selling in a Crisis course. In this comprehensive course, you'll learn the techniques and mindsets required to navigate and sell effectively in the current economic crisis.