Terri Berry's Get the Money!: Recent Episodes
City Wide
In this episode,
Terri discusses the dangers of pitfalls of talking too much, how to catch yourself, and gives tips for what to do instead.
In this episode, Terri outlines five tips to help you get past the gatekeeper when prospecting.
In this episode, Terri discusses how to address the objection "We're Happy with Our Current Company".
In this re-release episode, Terri discusses strategies for creating and leveraging a Top 100 Account list to aid you in maintaining a healthy mix of sales both big and small.
In this episode, Terri discusses how to prepare for appointments by knowing where your prospect is at in the buying cycle, creating value, aligning teams, and showing proof that you know how to fix your prospect's problems.
In this episode, Terri discusses the importance of having a healthy balance of both sales style and structure.
In this episode, Terri gives an update on new projects and award criteria. You'll also hear tips on how to set yourself up for a quality start to 2023.
In the final episode of 2022, Terri highlights this year's numerous successes and gives thanks to our top performers, new Sales Executives, and faithful Get the Money listeners! Happy New Year!
In Get the Money's 50th episode, Terri discusses behavior patterns defined by Swiss psychiatrist Carl Jung. Through an understanding of these four behavior types (Red, Yellow, Green, and Blue), you can act as a metaphorical chameleon and tailor your consultative approach to maximize your rapport building with each.
In this episode, Terri outlines 5 tips for cultivating a positive rapport with prospects and clients.
The holidays are quickly approaching, do you have a plan? In this episode, Terri breaks down how to be successful during the holidays into three parts: Prospecting, Networking, and Closing.
In this episode, Terri discusses the importance of making prospecting email subject lines that are relevant, authentic, empathetic, personalized, and attention-grabbing! Click here to access the Prospecting Plan in City Wide YOU!
In this episode, host Terri Berry explores the tactics, tools, and techniques to improve your confidence, authority, manner and communication skills when prospecting over the phone Click here to access the Prospecting Plan in City Wide YOU!
In the last episode, Terri addressed the importance of leveraging the phone when conducting prospecting activities. But, how can you set yourself up for success when preparing for these phone calls? In this episode, Terri discusses five tactics to get in the "Phone Zone" as described by Author of Fanatical Prospecting, Jeb Blount. Click here to access the Prospecting Plan in City Wide YOU!
In the last episode, Terri addressed the importance of leveraging the phone when conducting prospecting activities. But, how can you set yourself up for success when preparing for these phone calls? In this episode, Terri discusses five tactics to get in the "Phone Zone" as described by Author of Fanatical Prospecting, Jeb Blount. Click here to access the Prospecting Plan in City Wide YOU!
Making phone calls is everyone's favorite method of prospecting, right? Oh, it's not yours, why not? Does the prospect get too many calls from your competitors? Do they dislike taking phone calls? Are you convinced they won't answer? These are just a few of the roadblocks we create in our own heads to prevent us from being successful when it comes to picking up the phone. In this episode, Terri discusses the importance of leveraging phone calls as a part of a balanced prospecting approach, and gives you tips to be successful.
In this episode, Terri outlines a new training module titled "The Art of Selling City Wide". This 12 module course (created and hosted by Jeff Oddo, and co-hosted by Alyssa Oddo) covers everything involved in City Wide sales conversations. You'll also hear about a very special opportunity to "Get the Money" of your own so be sure to listen to this episode for full details. Click here to check out The Art of Selling City Wide course in City Wide YOU!
In this episode, Terri discusses pipeline discipline and outlines five core sales disciplines of successful salespeople as defined by author Jeb Blount in his book "Fanatical Prospecting".
In this episode, Terri is joined by special guest Grant Lopez - Sales Executive, Houston. Grant discusses his favorite part of the sales process, prospecting. (Note: this episode was recorded on site, please excuse any audio issues)
In this episode, Terri is joined by special guest Trey Williamson - SE, Nashville. Trey discusses how he manages his pipeline with a mixture of standard-sized accounts and "whales". (Note: this episode was recorded on site, please excuse any audio issues)
In this episode, Terri is joined by special guest Nicholas Wright - SE, Indianapolis. Nicholas discusses the importance of time-management and keeping things simple when it comes to the scope of work.
In this episode, Terri is joined by special guest Valerie Ray - SE, Memphis. Valerie discusses her approach to obtaining budget, relentless prospecting, and the importance of keeping promises and honoring commitments.
In this episode, Terri is joined by guest Paul Weybrew to discuss this year's President's Club, its winners, and the group's recent experiences working with the Pack for a Purpose non-profit organization, providing supplies for schools in Mexico. Click here to learn more.
In this episode, Terri discusses the differences between being busy and being productive. Are you doing stuff, or getting stuff done?
In this episode, Terri continues discussing her pro tips to help you nail down sales calls.
In this re-released episode, Terri discusses part 1 of her pro tips for maximizing the effectiveness of cold calls.
In this episode, Terri discusses how to utilize Google Alerts to get the most out of your prospecting your Top 100 accounts.
In part two of the series, Terri continues the discussion about the the Seven Mindsets of Fanatical Prospectors. In this episode, you'll learn about the remaining four mindsets:
- Relentless
- Knowledgeable
- Time is Money
- Adaptive
In part one of a two-part series, Terri discusses the Seven Mindsets of Fanatical Prospectors as defined by Jeb Blount, former NFL quarterback, internationally renowned speaker, and CEO of Sales Gravy Inc. In this episode you'll learn about the first three mindsets:
- Optimistic
- Competitive
- Confident
In this episode, Terri discusses how to use stories to aid you throughout the sales process.
In this episode, Terri gives you pointers for what NOT to do as a salesperson. Overly-aggressive sales tactics, failure to listen due to a focus on self-serving interests, it's all here.
New year, new you! We've heard this phrase a thousand times, but what we are really talking about here are goals. What do you want to accomplish in 2022? Live healthier? Learn a new language? How about hitting goals for activities and sales? In this episode, Terri discusses the importance of having goals and gives some tips for achieving those goals.
2021 was a year for the City Wide history books. Join Terri as she reflects upon the past year and gives thanks.
In this episode, Terri provides commentary on a 2016 TED talk by writer and radio host Celeste Headlee which outlines ten rules for better conversations.
In this re-release from December 2, 2020, Terri discusses the dreaded objection "Call me after the holidays". You'll hear tips and techniques for how to overcome this objection. You can also click here to check out the Sandler video referenced in this podcast for additional information on this topic.
In this episode, Terri shares the origin story of "Get the Money" and issues a challenge that quite literally could help you get some money of your own.
In this episode, Terri discusses the power of positivity and the one thing you can control 100% of the time, your attitude!
In this episode, Terri talks about the power of options when it comes to the two questions, time management, and days of cleaning in the investment recap (when appropriate).
In her 20th episode Terri discusses the "Take Away" strategy. Imagine you've completed your proposal, built a great rapport, and feel confident about your chances to close a deal. Then... radio silence... The prospect won't take your calls or emails. Now what? Tune in to find out what you should do next!
In this episode, Terri shares best practices for conducting the "Money Call" so you can present the price informally before doing so in writing during the Proposal Meeting.
In this episode of Give the Money, Terri discusses how to get comfortable asking for the decision-maker’s budget. Remember, asking for the budget and getting the budget are all in the timing of the question, so get ready to learn some tips and questions you can ask to receive the budget.
In this episode, Terri discusses the importance of networking and gives tips for getting your name out there as the world begins to return to a state of normalcy. Whether your networking consists of talking to people you know, joining associations, or creating your own network of individuals working in different industries with those same decision-makers, make sure you are doing somethingto build out your network.
In this episode, Terri discusses strategies for creating and leveraging a Top 100 Account list to aid you in maintaining a healthy mix of sales both big and small.
In this episode, Terri talks about the power of positivity and how to overcome those pesky sales slumps that sometimes come up.
In this episode, Terri talks about a common mistake made by Sales Executives, focusing too much on being the lowest bid. Price is important, sure, but what's more important is the customer relationship and acting in a consultative manner. Remember, we represent the client.
In this episode, Terri channels her inner Allen Iverson. That's right! We're talkin' about the importance of practice! Not the game, practice. Practice... practice... practice...
In this special episode, Terri takes on a special request from Curt Schmidt, SE from Louisville. You'll hear examples of strategies Terri would use for prospecting in your territory.
In this episode, Business Performance Coach Mike Panethere rejoins Terri to continue his quest to "influence you to use Emfluence". In Part 2 you'll hear a deep dive on how to use timing to drive Building Survey Appointments as the third of three main components of email marketing: Audience, Message, and Timing. Click here to access additional information about using Emfluence to drive Building Survey Appointments.
In this episode, Business Performance Coach Mike Panethere joins Terri for part one of a discussion on three key components of effective email marketing: Audience, Message, and check back for our next episode on Timing. Click here to access additional information about using Emfluence to drive Building Survey Appointments.
In this episode, Terri continues discussing her pro tips to help you nail down sales calls.
In this episode, Terri discusses part 1 of her pro tips for maximizing the effectiveness of cold calls.
In this episode, Terri talks about sales pipelines. You'll hear what they are, how to fill them, and how to manage them.
In this episode, Terri discusses the new SE Tracker Tool. With this editable spreadsheet, you can track your actual sales to your sales goals. Click here to find this resource in City Wide YOU! You'll also hear a challenge to create some new goals of your own.
In this episode, Terri introduces a new weekly podcast titled "Celebrate Sandler Selling" with co-host Paul Weybrew - SR Vice President of Service and Support - City Wide Franchise. Beginning February 1st , Paul and Terri will explore one of the 49 Rules of Sandler each week, discussing what it means, how to apply it, and having fun along the way! Be on the lookout for more details to come.
In this episode, Terri outlines upcoming reporting enhancements to CRM. The Appointment Ratio Report will measure messaging effectiveness by highlighting the number of actual appointments set in comparison with the number of decision makers contacted. Terri also discusses how to use the Individual Sales Plan to set and exceed goals. Click here to access the report in City Wide YOU!
In this episode, Terri discusses the dreaded objection "Call me after the holidays". You'll hear tips and techniques for how to overcome this objection. You can also click here to check out the Sandler video referenced in this podcast for additional information on this topic.
In this episode Terri discusses the challenges of selling during a pandemic and reviews best practices and tools available to ensure a positive impression and successful online sales conversations. For more information on the importance of online selling, check out a Forbes article on adapting to a changing sales profession by clicking here.
Join Terri Berry, Director of Sales for City Wide Franchise for the debut episode of Get the Money! In this episode, Terri discusses the Zoom Info and Sales Navigator tools. You will learn about the services each tool provides, pricing information, and how to leverage them to increase sales and Get the Money!
Matt Olson discusses the importance of having a strategy to manage sales territories at City Wide