Outside Sales Talk: Recent Episodes
Steve Benson
Learn the best strategies and tactics from the top leaders in Outside Sales. Get hands-on tips you can implement today!
Brent Adamson and Karl Schmidt are co-authors of “The Framemaking Sale: Sell More by Boosting Customer Confidence”, a groundbreaking guide to boosting customer confidence in complex B2B sales. Renowned business strategists and researchers, known for shaping modern sales thinking through data-driven insights and practical frameworks. Former CEB and Gartner leaders who have advised Fortune 500 teams on commercial strategy, buyer enablement, and decision confidence.
In today’s episode, Brent and Karl discuss practices in their new book “The Framemaking Sale”.
Here are some of the topics covered in this episode:
- Competing with the status quo
- How to build decision confidence
- Shortening the time to make a decision
- Areas that undermine buyers confidence
More From the Guest
- The Framemaking Sale Book - https://www.theframemakingsale.com/
- Brent Adamson’s LinkedIn - https://www.linkedin.com/in/brentadamson/
- Karl Schmidt's LinkedIn - https://www.linkedin.com/in/karl-schmidt-q/
- Check out Brent & Karl on YouTube - https://www.youtube.com/channel/UCviPYtD5xb6q3AE_MXtF2PA
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Janice B. Gordon is ‘The Customer Growth Expert’ author of Business Evolution: Creating Growth in a Rapidly Changing World and co-author of Heels to Deals: How Women are Dominating Business to Business Sales. Janice is an engaging speaker, facilitator, and presenter who specializes in keynotes that help deliver customer excellence that increases sales. Janice also hosts the popular Scale Your Sales Podcast
In today’s episode, Janice shares tactics to grow your sales.
Here are some of the topics covered in this episode:
- How retention can help
- Ways to build your relationship with customers
- How to deal with customer hesitation
- The impact of customer-centric language
More From the Guest
- Janice B. Gordon - LinkedIn - https://www.linkedin.com/in/janice-b-gordon?originalSubdomain=uk
- Scale Your Sales Podcast - https://scaleyoursales.co.uk/podcast/
- Connect with Janice - https://scaleyoursales.co.uk - Let Janice know you heard her on the Outside Sales Talk Podcast
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Lee Salz is a globally recognized Sales Differentiation® strategist and author of The First Meeting Differentiator, part of his bestselling Sales Differentiation® series. He is a sales contrarian who challenges old-school selling and helps organizations win more deals at the prices they want®. Lee is an award-winning speaker, named 2022 Speaker of the Year by the Institute for Sales Excellence and ranked #6 Top Sales Thought Leader by Global Gurus for 2025.
In today’s episode, Lee Salz shares how to turn first sales meetings into powerful, client-focused conversations that set you apart
Here are some of the topics covered in this episode:
- Why “discovery” calls should be “consultations”
- How to create a “target client profile” instead of an “ideal client profile”
- Which questions to ask to move a deal forward
- How to use emotion to drive action
- Using “Consultation Cliffhangers” to secure your next meeting
More From the Guest
- Download 10 ways to provide meaningful value - www.MeaningfulValue.com
- Book website - www.FirstMeetingBook.com
- Lee’s website - www.SalesArchitects.com
- Lee’s on all the social platforms - Check him out on Tiktok @theleesalz
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Stephen is the CEO of ConveYour.com. For the last 10 years, he has been helping companies like LGCY Power, Vivint, CUTCO; recruit, onboard, train, and retain more reps. Stephen has 22 years of experience in direct sales - recruiting, onboarding, training and rep retention. His platform ConveYour helps with all the back office and administrative items needed to grow a D2D team.
In today’s episode, we’ll be covering how to have better engagement with reps during sales trainings.
Here are some of the topics covered in this episode:
- The importance of “why” and the “what’s in it for them”
- Lowball questions and hardball questions
- How to build “learner trust”
- Gamification in training
- Ways to include feedback in training
More From the Guest
- Stephen’s Website - https://conveyour.com/ - Get your free guide by clicking “See Demo”
Join our virtual event - The Conversation is Broken. A forum for outside sales leaders on Tuesday, October 21, 9am - 1pm PDT
Register here: https://www.eventbrite.com/e/the-conversation-is-broken-a-forum-for-outside-sales-leaders-tickets-1597729133849?aff=oddtdtcreator
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Bill is the founder of Kaleidico and Bill Rice Strategy Group. He helps companies develop effective lead-generation strategies and optimize their sales operations. Bill’s expertise spans from the early days of pre-Google and Facebook to modern AI-driven solutions.
In this episode, we’ll be discussing how you can use AI and automation in sales.
Here are some of the topics covered in this episode:
- Experimenting with AI tools
- Ways to use predictive AI
- How to save time with AI tools
- Following up with AI tools
- How using AI tools will help you stand out in sales
More From the Guest
- Keep up on AI trends - https://www.myexecutivebrief.com/ - get his newsletter
- Bill’s Website - https://billricestrategy.com/
- LinkedIn - https://www.linkedin.com/in/billrice/
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Andrew is a top-performing adtech sales professional with a passion for helping customers. Over the past eight years, he’s sold $250MM in services and software, becoming the top-grossing rep at two digital media companies. Andrew’s first sales book, “Top Sales Producer: How To Crush Your Sales Quota” is releasing June 2025. He’ll be sharing his proven 10-step sales method, designed to help new salespeople ramp up quickly and experienced reps close more profitable deals faster.
In this episode, Andrew shares tips to become a top salesperson.
Here are some of the topics covered in this episode:
- The #1 rule of prospecting
- How and when to reach out
- Setting the right expectations
- Time management tips
- Talking with the best stakeholders
More From the Guest
- Get Andrew’s Book: https://www.amazon.com/dp/B0F3QQL9KF
- Download his free cold outreach strategy to secure meetings at: https://andrewbarbuto.com/outreach
- Get meeting hacks and the script to secure next steps in meetings within 5 minutes at: https://andrewbarbuto.com/resources
- Connect with Andrew on LinkedIn: https://www.linkedin.com/in/andrewbarbuto/
- Subscribe to Andrew’s Youtube channel for weekly B2B Sales tips: https://www.youtube.com/@AndrewBarbuto
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Brandon has over 20 years of experience in SMB, Mid-Market, and Enterprise sales. In 2018 he became a strategic SAAS seller, selling over $50 million in new business for an AI company to some of the world's leading brands. In 2022 he retired from the corporate world to focus on content creation that can help salespeople take an integrated approach to work and life, enabling them to thrive in a more holistic manner.
In this episode, Brandon shares tips to take care of your health and do even better in sales.
Here are some of the topics covered in this episode:
- Why growth isn’t just quota attainment
- The 4 S’s to track success
- How to optimize your sleep for sales
- Tools that can help improve your health
- Habits to embrace for sales and work life balance
More From the Guest
Brandon’s LinkedIn - https://www.linkedin.com/in/brandonfluharty/
Brandon’s Website - https://www.brandonfluharty.com/ - check out his tracking template
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Doug C. Brown is the CEO of CEO Sales Strategies and a leading expert in sales revenue and profit growth. He is also the creator of the Top 1% Academy, where he teaches individuals and companies how to think, act, and achieve sales success like the top 1% earners. Through his expertise, Doug empowers others to reach new heights in their sales career growth.
In this episode, Doug shares strategies and insights to reach the top of the sales industry.
Here are some of the topics covered in this episode:
- How to join the top 1% of sales professionals
- Automating your sales processes for efficiency
- Leveraging a strategic plan for consistent success
- How to get more referrals to boost your sales pipeline
- Why strong relationships lead to long-term success
More From the Guest
E-book - The Nonstop 1% Earners https://resources.ceosalesstrategies.com/op/signup-art-and-science/
Email Doug - youmatter@ceosalesstrategies.com
LinkedIn - https://www.linkedin.com/in/dougbrown123/
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Donald is a seasoned sales professional, speaker, and trainer, who’s on a mission to evangelize effective selling methods and to inspire sellers at all levels to DO BIG THINGS! He’s earned recognition from Salesforce as a Top Sales Influencer for two consecutive years (‘22 and ‘23). He’s the accomplished author of works like “Sell It Like A Mango - A New Seller’s Guide To Closing More Deals”. Donald also hosts "The Sales Evangelist" podcast and is a trusted voice in the sales community.
In this episode, Donald shares how salespeople can get ahead with a great outbound strategy.
Here are some of the topics covered in this episode:
- Outbound is changing as our preferences change
- How to catch your buyers attention
- Ways to personalize your outbound
- Different outbound tools to increase your success rate
- Which outbound metrics matter
More From the Guest
Check out his podcast - https://thesalesevangelist.com/
Get more sales tips, check out Donald's mastermind - https://thesalesevangelist/mastermind.com/
Listen to more episodes of the Outside Sales Talk here!
https://www.badgermapping.com/podcast
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Badger Maps - The #1 Route Planner for Field Sales
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If you love the Outside Sales Talk podcast, you’ll also love Badger’s newsletters!
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Anna is a Certified Holistic Health Coach, dancer, and dance teacher who is passionate about all things health, wellness, and movement. She has years of experience working with field salespeople, and she offers personalized 1:1 Health Coaching Programs to help salespeople and business leaders reconnect with their own inner wisdom and achieve their goals while finding more balance and freedom in their lives.
In this episode, Anna and Steve discuss how optimal health and optimal sales performance work hand in hand.
Here are some of the topics covered in this episode:
- The importance of holistic health
- The mind-body connection & its impact on performance
- Simple yet effective movements & exercises for field salespeople
- Identifying the “why” as a driver to healthy habits
More From the Guest
Website: annabolender.com
Email: anna@annabolender.com
Instagram: @annaalwxbee
Let her know your biggest challenges and goals - she is happy to share tools and practices to help kick start your journey to optimal health. Book a free connection call (via website) to get to know each other and see if her 1:1 Health Coaching Program for sales professionals and executives is the right fit for you!
Listen to more episodes of the Outside Sales Talk here and watch the video here!
https://www.badgermapping.com/podcast
Start Selling More Today with
Badger Maps - The #1 Route Planner for Field Sales
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If you love the Outside Sales Talk podcast, you’ll also love Badger’s newsletters!
Our 95,000+ subscribers stay at the top of their game with actionable tips from top sales experts.
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Drew is the Co-Founder and CEO of Connect the Dots, a company that helps map professional relationships in order to find the strongest connections possible. He previously played an important role in the rise of Salesforce, helping them grow from $0 to over $1B in revenue, as employee #36. During that time, he was both the #1 sales manager (globally), and the #1 account executive (globally).
In this episode, Drew and Steve discuss how to leverage networking to secure big deals.
Here are some of the topics covered in this episode:
- Why you should always be networking
- How to effectively approach networking
- Ways to leverage your relationships
- How to find the right people to connect with
- The importance of in-person connection
More From the Guest
Connect The Dots Website - https://www.ctd.ai/
Email - drew@ctd.ai
Listen to more episodes of the Outside Sales Talk here!
https://www.badgermapping.com/podcast
Start Selling More Today with
Badger Maps - The #1 Route Planner for Field Sales
See Badger in Action: https://www.badgermapping.com/outside-sales-talk-listener/
If you love the Outside Sales Talk podcast, you’ll also love Badger’s newsletters!
Our 95,000+ subscribers stay at the top of their game with actionable tips from top sales experts.
Are you in? Subscribe to Badger Maps’ newsletters now! https://www.badgermapping.com/newsletters/
Tim J.M. Rohrer is an award-winning sales director with over 25 years of experience in sales and sales management. He dedicates himself to coaching and mentoring salespeople and sales leaders, as well as consulting and providing training to sales organizations. Tim is also the author of the book "Sales Lessons of the World’s Greatest Mentor: Secrets of a Sales Winner That Will Help You Become Wildly Successful in Sales."
In this episode, we delve into the importance of finding a good mentor in achieving success in sales.
Here are some of the topics covered in this episode:
- How finding a good mentor can help salespeople reach their goals
- Criteria for selecting a mentor who's a good fit
- The positive impact of mentors on career growth
- The role of goal setting in mentorship
- Leveraging online tools and networks to find mentors
More From the Guest
Tim’s LinkedIn: https://www.linkedin.com/in/timjmrohrer/
Tim’s Website - https://timjmrohrer.com/
Tim’s Book: https://www.amazon.com/Sales-Lessons-Worlds-Greatest-Mentor/dp/B0BRLT4HMY
Listen to more episodes of the Outside Sales Talk here!
https://www.badgermapping.com/podcast
Start Selling More Today with
Badger Maps - The #1 Route Planner for Field Sales
See Badger in Action: https://www.badgermapping.com/outside-sales-talk-listener/
If you love the Outside Sales Talk podcast, you’ll also love Badger’s newsletters!
Our 95,000+ subscribers stay at the top of their game with actionable tips from top sales experts.
Are you in? Subscribe to Badger Maps’ newsletters now! https://www.badgermapping.com/newsletters/
Roger Martin is the Co-Founder and CEO of RockBox Fitness and beam® Light Sauna, as well as an accomplished entrepreneur with a 30-year career in sales and marketing. Roger also shares insights on wellness and health through his ThriveMore platform and podcast. Roger's latest book, "An Insider's Guide to Business," is a practical roadmap filled with real-world examples and relatable stories and is available on Amazon now. With a wealth of experience in sales, marketing, and C-level leadership, Roger brings a unique perspective to the table.
In this episode, we explore the nuances of active listening and effective communication.
Here are some of the topics covered in this episode:
- The art of active listening and uncovering true customer needs
- Techniques for enhancing communication through silence, pauses, and tonality
- The role of body language in building rapport with prospects
- Strategies for maintaining focus during sales conversations
- Exploring the concept of "say less and sell more"
- Leveraging active listening to convert prospects and drive successful outcomes
More From the Guest
Roger's Book: An Insider's Guide To Business: Secrets From An Entrepreneur's Playbook
https://www.amazon.com/INSIDERS-GUIDE-BUSINESS-ENTREPRENEURS-PLAYBOOK/dp/B0CR7P8Z6R
Linkedin: https://www.linkedin.com/in/realrogermartin
Social: @realrogermartin
Listen to more episodes of the Outside Sales Talk here and watch the video here!
https://www.badgermapping.com/podcast
Start Selling More Today with
Badger Maps - The #1 Route Planner for Field Sales
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If you love the Outside Sales Talk podcast, you’ll also love Badger’s newsletters!
Our 95,000+ subscribers stay at the top of their game with actionable tips from top sales experts.
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Mark Raffan is an author, the Founder & CEO of Negotiations Ninja, and the host of the Negotiations Ninja Podcast. Mark brings a wealth of experience to the table and is recognized as a global expert in negotiation, persuasion, and conflict resolution. As the dynamic force behind a globally acclaimed consulting and training agency, he empowers leaders, tech companies, and procurement teams worldwide. He has five published books, including the acclaimed "9 Secrets to Win Deals and Influence Stakeholders”, which is available on Amazon now. Discover how you can transform your sales approach and drive greater business success.
In this episode, Mark delves into the art and science of negotiation.
Here are some of the topics covered in this episode:
- The importance of adopting diverse negotiation methodologies
- The pitfalls of the "win-win" mentality in negotiations
- Strategies for salespeople to avoid giving away too much in negotiations
- Knowing the "walk away line" and its value in negotiations
- The impact of timing on negotiations
More From the Guest
Subscribe to the Negotiations Ninja’s Podcast - https://podcasts.apple.com/us/podcast/negotiations-ninja-podcast/id1300435924
Mark’s Website - https://negotiations.ninja/
Listen to more episodes of the Outside Sales Talk here!
https://www.badgermapping.com/podcast
Start Selling More Today with
Badger Maps - The #1 Route Planner for Field Sales
See Badger in Action: https://www.badgermapping.com/outside-sales-talk-listener/
If you love the Outside Sales Talk podcast, you’ll also love Badger’s newsletters!
Our 95,000+ subscribers stay at the top of their game with actionable tips from top sales experts.
Are you in? Subscribe to Badger Maps’ newsletters now! https://www.badgermapping.com/newsletters/
Juliet Funt is a globally renowned keynote speaker and founder of the efficiency training firm, Juliet Funt Group. She has brought her powerful concepts to renowned companies such as Spotify, National Geographic, Nike, Sephora, and ESPN. Juliet is also the author of the bestselling book A Minute to Think: Reclaim Creativity, Conquer Busyness, and Do Your Best Work which was nominated for the Next Big Idea Club.
In this episode, Juliet and Steve discuss how to give the best virtual presentations.
Here are some of the topics covered in this episode:
- How salespeople can make an instant impression in the virtual world
- Why choosing the right words can make your sales presentation more effective
- How learning specific vocal techniques can allow salespeople to engage, impress, and sound more interesting
- The biggest mistakes salespeople make when presenting virtually
More From the Guest
Juliet’s Website: https://www.julietfunt.com/vps/
Listen to more episodes of the Outside Sales Talk here!
https://www.badgermapping.com/podcast
Start Selling More Today with
Badger Maps - The #1 Route Planner for Field Sales
See Badger in Action: https://www.badgermapping.com/outside-sales-talk-listener/
If you love the Outside Sales Talk podcast, you’ll also love Badger’s newsletters!
Our 95,000+ subscribers stay at the top of their game with actionable tips from top sales experts.
Are you in? Subscribe to Badger Maps’ newsletters now! https://www.badgermapping.com/newsletters/
Jon Levy is a behavioral scientist and New York Times Bestselling author. His expertise lies in understanding the intricacies of trust, belonging, and influence, and his work has left a lasting impact on Fortune 500 brands like Microsoft, Google, AB-InBev, and Samsung.
Jon is renowned for his creation of The Influencers Dinner, a clandestine dining experience that brings together luminaries from various fields, fostering deep connections and meaningful interactions. His latest book, "You're Invited: The Art and Science of Connection, Trust, and Belonging," delves into the essence of human connection and belonging, offering invaluable insights for anyone seeking to forge genuine relationships.
In this episode, we dive into the world of trust, human connection, and influence.
Here are some of the topics covered in this episode:
- The concept of inattentional blindness and its implications for salespeople
- The significance of trust in sales, emphasizing honesty, competence, and benevolence
- The power of community and belonging in fostering customer loyalty and support
- Leveraging the Ikea effect to deepen customer engagement
- The importance of designing a sales journey with the end result in mind
More From the Guest
Linkedin: https://www.linkedin.com/in/jonlevytlb/
Website: https://www.jonlevy.com/
Instagram & Twitter - @jonlevytlb
Jon's Book: https://www.amazon.com/Youre-Invited-Science-Cultivating-Influence/dp/0063030977
Listen to more episodes of the Outside Sales Talk here!
https://www.badgermapping.com/podcast
Start Selling More Today with
Badger Maps - The #1 Route Planner for Field Sales
See Badger in Action: https://www.badgermapping.com/outside-sales-talk-listener/
If you love the Outside Sales Talk podcast, you’ll also love Badger’s newsletters!
Our 95,000+ subscribers stay at the top of their game with actionable tips from top sales experts.
Are you in? Subscribe to Badger Maps’ newsletters now! https://www.badgermapping.com/newsletters/
John Barrows is a sales trainer and the founder of JBarrows Sales Training, which provides sales training and consulting services to companies and individuals worldwide.
He has been named one of LinkedIn's Top Sales Voices and is a contributor to Forbes, Inc., and Salesforce. John is also the host of the "Make It Happen Mondays" podcast, where he shares insights and advice on sales and business development.
In this episode, John and Steve discuss techniques to crush every stage of the sales process.
Here are some of the topics covered in this episode:
- Resetting your ideal customer profile in market shifts
- How to make the most out of cold calls and the information you receive
- How to go beyond personalization and show customers what’s relevant to them
- Being proactive against objections and how to handle them
- Getting your customers to the decision making stage
More From the Guest
Website: https://www.jbarrows.com/
Social: @Johnmbarrows - Get quick selling tips on his Instagram
Linkedin: https://www.linkedin.com/in/johnbarrows/
Listen to more episodes of the Outside Sales Talk here!
https://www.badgermapping.com/podcast
Start Selling More Today with
Badger Maps - The #1 Route Planner for Field Sales
See Badger in Action: https://www.badgermapping.com/outside-sales-talk-listener/
If you love the Outside Sales Talk podcast, you’ll also love Badger’s newsletters!
Our 95,000+ subscribers stay at the top of their game with actionable tips from top sales experts.
Are you in? Subscribe to Badger Maps’ newsletters now! https://www.badgermapping.com/newsletters/
Ryan Staley is the Founder and CEO of Whale Boss, a cutting edge consultancy designed around providing fast results. Ryan helps B2B Sales Leaders & Sales Professionals capitalize on the AI revolution to earn more and work less. Ryan is also the host of The Scale Up Show podcast and he’s one of the top voices in AI.
In this episode, Ryan shares how sales teams can grow faster and bring in more revenue with AI.
Here are some of the topics covered in this episode:
- The tangible benefits of AI tools
- How to save time with AI
- Using AI for common and simple sales tasks
- AI tools to get started with
- How to add AI tools into your daily habits
More From the Guest
Ryan’s Websites:
https://www.aiforrevenue.com/sale-ai-accelerator-home
https://ryanstaley.io/
The Scale Up Show Podcast: https://ryanstaley.io/podcast/
Listen to more episodes of the Outside Sales Talk here!
https://www.badgermapping.com/podcast
Start Selling More Today with
Badger Maps - The #1 Route Planner for Field Sales
See Badger in Action: https://www.badgermapping.com/outside-sales-talk-listener/
If you love the Outside Sales Talk podcast, you’ll also love Badger’s newsletters!
Our 95,000+ subscribers stay at the top of their game with actionable tips from top sales experts.
Are you in? Subscribe to Badger Maps’ newsletters now! https://www.badgermapping.com/newsletters/
Michael is the CEO and Co-Founder of Callypso, a company that helps account managers generate more revenue through up-selling and cross-selling. Before Callypso, Michael worked for over two years as the Director of Revenue Performance at Chili Piper.
In this episode, Michael and Steve will be discussing the topic of Sales Expansion.
Here are some of the topics covered in this episode:
- How to figure out your ideal customer and qualify prospects
- Performing a win/loss analysis to understand the reasons why you win or lose deals
- Why it is important to continuously provide value to your customers
- How to split your workforce into account management and customer success teams
More From the Guest
Linkedin: https://www.linkedin.com/in/michaeltuso/
Website: https://www.callypso.co/
Listen to more episodes of the Outside Sales Talk here and watch the video here!
https://www.badgermapping.com/podcast
Start Selling More Today with
Badger Maps - The #1 Route Planner for Field Sales
See Badger in Action: https://www.badgermapping.com/outside-sales-talk-listener/
If you love the Outside Sales Talk podcast, you’ll also love Badger’s newsletters!
Our 95,000+ subscribers stay at the top of their game with actionable tips from top sales experts.
Are you in? Subscribe to Badger Maps’ newsletters now! https://www.badgermapping.com/newsletters/
Tyler Carlson is the Co-Founder of Resquared, a platform that streamlines the prospecting process through powerful automation. He has a long history in tech startups and most recently led a pro-tech startup to over 7 figures in SaaS revenue. Tyler’s focus is the entire customer journey, from getting in the door, closing the deal, and setting customers up for success.
In this episode, Tyler and Steve will be discussing the topic of AI-powered email campaigns.
Here are some of the topics covered in this episode:
- How salespeople can use AI to be more efficient with their time
- Using AI to help make each of your emails unique and avoid email blasting
- Why you should use AI email tools to help nurture your relationship with prospects until they’re ready to buy
- What AI tools you can use to personalize your approach and further stand out with prospects
More From the Guest
Website: https://www.re2.ai/
Linkedin: https://www.linkedin.com/in/tylerwcarlson/
Listen to more episodes of the Outside Sales Talk here!
https://www.badgermapping.com/podcast
Start Selling More Today with
Badger Maps - The #1 Route Planner for Field Sales
See Badger in Action: https://www.badgermapping.com/outside-sales-talk-listener/
If you love the Outside Sales Talk podcast, you’ll also love Badger’s newsletters!
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Paul Cherry is the founder of Performance Based Results, which provides companies with customized sales workshops, coaching, and leadership programs. He has worked with more than 1,200 organizations, including 175 of the Fortune 500. His top-rated bestseller, Questions That Sell: The Powerful Process for Discovering What Your Customer Really Wants is one of BookAuthority’s “100 Best Sales Books of All Time”
In this episode, Larry and Steve will be discussing the importance of asking the right questions during the sales process.
Here are some of the topics covered in this episode:
- How to gain control as a Salesperson
- Why you should always have a purpose when visiting a prospect
- Why salespeople should focus on the past and future, not the present
- Lock-on and Expansion questions
More From the Guest
Linkedin: https://www.linkedin.com/in/paulcherry1
Website: https://pbresults.com/
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Larry Kendall has been a leader of the real estate industry for 45 years. He is a founding partner of The Group, Inc. which has regularly been nationally recognized as one of the best run and most productive real estate companies in the United States. Larry is a co-creator of the Ninja Selling System, used by more than 100,000 real estate and other sales professionals worldwide. His book, Ninja Selling: Subtle Skills. Big Results. was an Amazon best seller and number one new release in its first week. It received the Axiom Business Book Awards Gold Medal as the best new sales book for 2018.
In this episode, Larry and Steve will be discussing some of the core principles from his book.
Here are some of the topics covered in this episode:
- Why Ninja Selling is all about balancing high income with a quality life
- The difference between the finite and the infinite game
- How salespeople can implement the Ninja Nine into their work life
- Why FORD questions are crucial when building relationships
More From the Guest
Linkedin: https://www.linkedin.com/in/larry-kendall-1078b61/
Website: https://you.ninjaselling.com/
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Mickeli is the CEO of Bedore Business Group, a business growth advisory and M&A brokerage that helps salespeople achieve rapid revenue growth via timeless marketing, sales & exit strategies. He is also the Co-Founder of Closers Media, which offers courses & content to help salespeople close more revenue and achieve growth. Some of his previous experience includes leading sales organizations such as IBM, Oracle, and Verizon.
In this episode, Mickeli and Steve will discuss the topic of Sales Growth.
Here are some of the topics covered in this episode:
- Why it’s important to adapt to market shifts
- How relationships help you get an inside view of a company to move the sale forward
- Understanding key metrics to move towards in order to have clear goals
- Why there isn’t a one-size-fits-all sales methodology
More From the Guest
Linkedin: https://www.linkedin.com/in/mickelibedore/
Website: https://www.closersmedia.com/
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Larry is the founder and CEO of Larry Long Jr LLC, which focuses on sales motivation, training & coaching. He’s the host of the ‘Midweek Midday Motivational Minute series on Youtube and has been coaching sales organizations for 16+ years. Larry’s also the co-author of the book Colour Outside the Lines: Stories of Extraordinary Leadership. His new book, JOLT!: Get Zapped into Intentionality: Rediscover and Believe in Your Inner Greatness was just released in 2022.
In this episode, we’ll be exploring with Larry some of the themes from his latest book, JOLT!: Get Zapped into Intentionality.
Here are some of the topics covered in this episode:
- How to be intentional with your mindset
- Why failure can be a positive thing
- The impact of focusing on what you can control
- Ways to implement a work-back plan
More From the Guest
Linkedin: https://www.linkedin.com/in/longjr7/
Website: https://larrylongjr.com/
Instagram - https://www.instagram.com/longjr7/
Twitter - https://twitter.com/larrylongjr
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David Newman is a highly successful speaker, consultant, and author with over 25 years of experience. He is a Certified Speaking Professional and member of the NSA Million Dollar Speakers Group, specializing in helping consultants and business coaches increase their revenues by 50%-500% in under 15 months. David has worked with 44 of the Fortune 500 companies and has authored two highly successful books, "Do It! Marketing" and "Do It! Speaking”.
In this episode, David discusses the topic of attracting clients and closing bigger deals which is the focus of his newest book “Do It! Selling”.
Here are some of the topics covered in this episode:
- Common mistakes made by professional services sellers
- Strategies for making selling easier and increasing sales
- Approaching sales conversations to understand a prospect’s needs
- Targeting the right prospects for increased sales
- Techniques for gaining commitment and closing deals
More From the Guest
Companion tools and downloads for the book: www.doitselling.com
Free PDF manifesto for sales pros: www.doitmarketing.com/manifesto
Listen to The Selling Show podcast: www.thesellingshow.com
Linkedin: https://www.linkedin.com/in/davidjnewman/
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Natasha is an entrepreneurial-based sales coach, speaker, and the creator of the Heart Not Hustle sales system. She established her own firm after working for a Fortune 500 company for over 16 years. She helps companies & entrepreneurs master their authentic sales process, achieve meaningful success and maximize their sales wins.
In this episode, we’ll be exploring with Natahsa some of the themes from her Heart Not Hustle Sales Process.
Here are some of the topics covered in this episode:
- Natasha discusses the four components of a successful sales process
- How to rid yourself of fear through mindset and confidence
- How to figure out what your prospects truly need and why they need it
- Ways to Humanize the sales experience
More From the Guest
Natasha has created 2 special offers for our podcast audience:
*Free Gift: Head to http://natashahemmingway.com/freebie to receive FREE access to the first set of Module 1 "Mindset Reset on Sales" of Hello Clients, Hello Cash®️Sales Course
*Discount Offer: an exclusive $200 off Hello Clients, Hello Cash®️Sales Course at this link: http://natashahemmingway.com/outsidesales
*Discount Offer Code: OUTSIDESALES for $200 OFF on Hello Clients, Hello Cash®️Sales Course
Linkedin: https://www.linkedin.com/in/natasha-hemmingway
Website: https://natashahemmingway.com/
Instagram: https://www.instagram.com/natashahemmingway/
Schedule a Strategy Call with Natasha: https://calendly.com/natashahemmingway
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Amy Franko is one of the sales industries leading voices, helping organizations transform sales culture and build high-impact sales leaders through her selling programs. She is recognized as a LinkedIn Top Sales Voice and has had a successful B2B sales career, working with global tech companies such as IBM and Lenovo. Her book, The Modern Seller: Sell More And Increase Your Impact In The New Sales Economy was named a top sales book of 2020 by Top Sales World.
In this episode, we’ll be exploring some of the themes from her book.
Here are some of the topics covered in this episode:
- The five key components of a modern seller
- How you can use modern selling to show value in a commoditized market
- Ways of getting out of a rut by identifying patterns
- How loyalty can turn small wins into bigger wins over time
More From the Guest
Linkedin: https://www.linkedin.com/in/amyfranko
Website: https://amyfranko.com/
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Andy has over four decades of experience in sales and is one of the leading voices in the industry. His podcast, Sales Enablement with Andy Paul is one of the most popular sales podcasts. He’s written two best-selling sales books and his third, Sell Without Selling Out: A Guide to Success on Your Own Terms, was released earlier this year and we’ll be discussing it today.
In this episode, we’ll be exploring with Andy some of the themes from his latest book.
Here are some of the topics covered in this episode:
- Why authenticity is important as it builds trust with buyers
- How to learn to trust your gut instead of blindly following a sales script or process
- Why you should consider staying at good companies longer to develop your career
- How to use impact questions when dealing with customers
More From the Guest
Linkedin: https://www.linkedin.com/in/realandypaul
Website: https://www.andypaul.com/
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Robin Treasure is a sales trainer, coach and author of the book Heart Powered Sales: Grow Your Sales Exponentially with Emotional Intelligence and Intuition which was published in 2022.
In this episode, we’ll be exploring some of the themes that Robin speaks about in her book, Heart Powered Sales.
Here are some of the topics covered in this episode:
- The Four Pillars of the Heart-Powered Sales method
- Why strategies and pitches are only half of the work that is required for success
- How you can tap into your love for your product and create value for your clients
- Tips on improving your emotional intelligence
More From the Guest
Robin has worked in the functional medicine space for nine years as a health coach, top-performing sales rep, mentor, and sales coach.
As a rep, she grew her annual sales by more than tenfold (to a multi-million dollar territory) in the span of five years for an industry-leading manufacturer of nutritional supplements. She was also the recipient of multiple company awards, including top volume sales growth and top dollar sales growth, out of a 70-person sales team.
She is also a multilingual world traveler who has lived abroad in several different countries (Italy, UAE, and Costa Rica). She worked as an Italian translator before transitioning into sales with the key transferable skill needed in any capacity, in any language: emotionally intelligent communication.
When she’s not writing a book, coaching sales professionals, or learning a new language, you can find her hiking, taking a barre class, or spending time with her daughter and loved ones.
Linkedin: https://www.linkedin.com/in/robin-treasure-2683305/
Robin's Website: https://www.robintreasure.com/
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Marcus is the CEO of Venli Consulting Group, which provides high-performance training for B2B sales professionals. He has worked for two Fortune 500 companies and was promoted 10x in 10 years. He is a 2X Salesforce Top Sales Influencer. Marcus is also the author of the book Six-Figure Sales Secrets - The Ultimate Guide to Overfilling Your Pipeline, Closing More, and Earning in the Top 1%.
In this episode, Marcus will be exploring the ins and outs of prospecting.
Here are some of the topics covered in this episode:
- Why having a process and plan in place is vital to be successful
- How to ask insightful questions to get the information you need
- How to move your deals through the sales pipeline quicker
- Tips on qualifying leads through discovery calls
More From the Guest
Linkedin: https://www.linkedin.com/in/marcuschanmba/
Website: https://www.sixfiguresalesacademy.com/home-1
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Rob Jolles is a sought-after speaker and after a successful sales career became a sales coach and author of a number of best-selling books, including How to Change Minds: The Art of Influence without Manipulation, Why People Don’t Believe You: Building Credibility from the Inside Out, and Customer Centered Selling: Sales Techniques for a New World Economy
In this episode, we’ll be exploring some of the themes that Rob speaks about in these books.
Here are some of the topics covered in this episode:
- How intent is the difference between influence and manipulation
- How you have to believe in your product to be 100% authentic
- Why you have to pay attention & adapt to your prospect's personality and communication style
- How salespeople can be both successful and ethical
More From the Guest
As a sales speaker and best-selling author, Rob Jolles teaches, entertains, and inspires audiences worldwide.
Rob draws on more than thirty years of experience to teach people how to change minds. His programs on influence and persuasion are in global demand, reaching organizations in North America, Europe, Africa, and the Far East. And in showing clients not just “how to” but also “why to,” he stirs individuals and companies to create real, lasting change.
Today, Rob’s keynotes and workshops attract many diverse audiences, from Global 100 companies to growing entrepreneurial enterprises, from parents to professional negotiators.
Linkedin: https://www.linkedin.com/in/robert-rob-jolles-8a459b12/
Website: https://jolles.com/
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Paul Reilly is a speaker, sales trainer, and author of the book Selling Through Tough Times: Grow Your Profits and Mental Resilience Through Any Downturn. He is also the host of The Q and A Sales Podcast.
In this episode, Paul gives tips on developing a positive first response in the face of adversity, in order to become more resilient and open ourselves up to more opportunities.
Here are some of the topics covered in this episode:
- Why selling has never been easy
- How tough times can lead to an opportunity
- Be aware of tough time signals
- Tips on building a resilient mindset when times are at their hardest
More From the Guest
Paul is a student of sales, and the mission of his training company is to help salespeople compete more profitably by selling on value, not price. Paul’s first sales job was in high school selling car washes. He sold jewelry and painting services in college. Paul sold propane for Ferrell Gas—the exact same product as all of the other competitors. He also sold tools and fasteners for Hilti in the construction and petrochemical industry. Finally, Paul sold medical equipment before getting into the training and speaking business. He’s experienced and overcome many of the same difficulties you may be experiencing now.
LinkedIn: https://www.linkedin.com/in/salescustomerservice
Website: https://www.toughtimer.com/
Check out the complimentary section of Selling Through Tough Times and Get a step-by-step method to Crafting your Customer Message.
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Dr. Cindy McGovern is an international speaker, Bestselling sales author, and consultant. Cindy is the founder of Orange Leaf Consulting, which helps organizations, entrepreneurs, and individuals create dynamic and robust sales processes. She has also recently released her second book, Sell Yourself: How to Create, Live, and Sell a Powerful Personal Brand.
In this episode, we’ll be exploring some of the themes that Cindy speaks about in her new book.
Here are some of the topics covered in this episode:
- Why your personal brand is your calling card to the world
- The three pillars of a successful and powerful brand
- The importance of selling your brand before your product
- Why it’s important to take time time to rebrand after major changes
More From the Guest
Cindy is a gifted public speaker, and you can find her on the conference circuit where she presents on a variety of topics. Through engaging stories, humor and even a little audience participation, she helps people to realize that they have been selling their entire lives.
Her energy and drive inspire the audience to embrace their inner toddler and remember that they can sell and they can get what they want in work and in life using those skills they already have.
Get her new book, Sell Yourself - https://www.sellyourselfbook.com/
Website: https://drcindy.com/
Orange Leaf Consulting - https://orangeleafconsulting.com/
Orange Leaf Academy - https://www.orangeleafacademy.com/
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Andrea Waltz is a sales speaker, virtual trainer, and the co-author of Go for No! Yes is the Destination, No is How You Get There.
She is also the founder of the publishing company Success in 100 Pages.
In this episode, Andrea talks about the “go for no” mindset that will improve your sales quota by handling rejection and pushing through the sale.
Here are some of the topics covered in this episode:
- Being willing to ask the hard, tough questions upfront in order to qualify prospects
- How to be engaged and connected with your ‘no’s’ so you don’t limit the sale
- How to apply courageous selling, to educate prospects about how you can solve their problems and care less about the rejection
- How to change your relationship with failure
More From the Guest
Linkedin: https://www.linkedin.com/in/goforno/
Website: https://www.goforno.com/
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Sonia Dumas is the Founder of Curio Haus; an innovative company focused on helping execution-driven leaders generate extreme results by scaling and building powerful offers.
She is a featured speaker and author at CPA Academy, Intuit Tax Pro Center, The Sales Expert Channel, and FinancialAdvisor.com. She is also doing research focused on scaling small businesses and Cryptocurrency's impact on business.
In this episode, Sonia talks about how to build strong connections with prospects that will lead to purchasing decisions.
Here are some of the topics covered in this episode:
- The most important tactics to be unique and stand out amongst the competition
- How to be more flexible when selling to get conversions
- How to start seeding prospects by improving the experiences you create for your prospects
- What Payday conversations are
- The 3 C's to make your offer win
More From the Guest
LinkedIn: https://www.linkedin.com/in/soniadumas/
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Joel Stevenson is the CEO of Yesware, a leader in sales productivity software. Prior to Yesware, he was the general manager and founder of Wayfair’s B2B division. He is also the host of The Hard Sell podcast, where he talks about new and tested sales principles to boost productivity.
In this episode, Joel talks about how to boost productivity and create great work environments as a Sales Manager.
Here are some of the topics covered in this episode:
- How sales managers can avoid micromanaging their teams to boost productivity and motivation
- How sales managers can create the best office environment for teams to be more productive
- The different areas or genres of sales software, and the best sources of information
- The most common sales practices that managers should avoid to waste less time
More From the Guest
Linkedin - https://www.linkedin.com/in/joelstevensongm/
Website - https://www.yesware.com/
Podcast - https://www.yesware.com/podcast
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Todd Caponi is an award-winning sales leader, author of The Transparency Sale, and the newly published The Transparent Sales Leader. Todd is also the founder, speaker, and workshop leader at Sales Melon and the host of The Sales History Podcast.
In this episode, Todd talks about what it means to be transparent in sales and the power it brings sellers.
Here are some of the topics covered in this episode:
- How to do the buyer's homework for them and address objections before they come
- Why embracing the truth speeds up the sales cycle
- Why we shouldn’t underpromise and overdeliver as salespeople
- What we can learn from the history of sales
More From the Guest
Linkedin - https://www.linkedin.com/in/toddcaponi/
Website - https://toddcaponi.com/
Podcast - https://toddcaponi.com/podcast/
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After a career as a research scientist, David found himself in the sales world. He is now the founder and chief sales scientist at Cerebral Selling and is passionate about teaching the science of modern selling. David is also the author of the bestselling book Sell the Way You Buy: A Modern Approach to Sales That Actually Works.
In this episode, David talks about handling objections and the new lessons we can learn from the pandemic.
Here are some of the topics covered in this episode:
- How to use the “Feel, felt, found” framework to add credibility during your sales calls
- How values have changed over the pandemic
- How to get to the root cause of an objection by asking clarification questions
- How to differentiate the objections that need to be addressed from the ones we don’t need to respond to, and the process behind finding them
More From the Guest
Linkedin: https://www.linkedin.com/in/dpriemer/?originalSubdomain=ca
Website - https://cerebralselling.com/
Buy David’s book -
https://www.amazon.com/Sell-Way-You-Buy-Approach/dp/1989603203/
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Casey is a sales development coach and keynote speaker that helps companies build customer relationships and not just transactional deals. He is the host of The Quarterback DadCast, a podcast that offers stories, advice, and wisdom for fathers looking to improve their leadership skills and emotional intelligence. Casey is also the author of the book, WIN the RELATIONSHIP, not the DEAL.
In this episode, Casey talks about building meaningful selling relationships with a personalized approach.
Here are some of the topics covered in this episode:
- Ways to build memorability during sales calls
- How to apply practical optimism to improve sales and your relationship with customers
- How to manage first impressions and use active listening to increase your value in the prospect's mind
- Tips to stand out amongst the competition when building relationships
More From the Guest
Linkedin - https://www.linkedin.com/in/caseyjacox/
Website - https://www.caseyjacox.com/
Buy Casey’s book - https://www.amazon.com/WIN-RELATIONSHIP-not-DEAL-Strategies/dp/0999371495
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Tom Stanfill is the author of UnReceptive: A Better Way to Sell, Lead, & Influence and is CEO and co-founder of ASLAN Training, a global sales enablement company appearing for nine consecutive years in the Selling Power Top 20.
In this episode, Tom talks about what sellers can do to help eliminate buyer resistance and cultivate receptivity.
Here are some of the topics covered in this episode:
- People are rejecting a sales call not a solution
- What it means to “drop the rope” and take the viewpoint of the buyer
- Elevating your position by becoming an expert in your buyers’ space
- What happens when you make your customers the hero of the story
More From the Guest
Linkedin: https://www.linkedin.com/in/tomstanfill/
Tom’s sales training - https://www.aslantraining.com
Buy Tom’s book - https://www.unreceptivebook.com
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Kyle is a Senior Inbound Sales Professor at Hubspot. Kyle produces educational content for HubSpot Academy, which is the worldwide leader in inbound marketing and sales education, transforming the way people and companies grow through online courses, projects, certifications, and software training.
In this episode, Kyle talks about the main benefits and risks of the use of technology in sales, and how we can use tools to accelerate our business growth and sales.
Here are some of the topics covered in this episode:
- The most important tools and automation processes that we can use to benefit sales teams
- Which CRMs are the best fit for a sales team and what advantages and disadvantages they have
- Why sales technology is a key aspect of business success and how can we use it in our favor
- The first step for salespeople that are looking to find the right sales technology
More From the Guest
Linkedin: https://www.linkedin.com/in/kyleanthonyjepson/
Twitter: https://twitter.com/kyle_jepson
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Park Howell is the host of The Business of Story podcast, which talks about the art of storytelling in sales. In addition to hosting The Business of Story podcast, ranked among the top 10% of downloaded podcasts in the world, Park has also authored two books: Brand Bewitchery: How to Wield the Story Cycle System™ to Craft Spellbinding Stories for Your Brand and The Narrative Gym for Business: Introducing the ABT Framework for Business Communication and Messaging, co-authored with Dr. Randy Olson.
In this episode, Park talks about the main aspects shared by art and communication, and the power of brand storytelling to increase the numbers of your business.
Here are some of the topics covered in this episode:
- The importance of storytelling in business, and how to learn from art and brands like Pixar
- The difference between online and in-person storytelling
- Why the ABT foundational narrative framework is key to improving sales
- How to apply a natural style of storytelling to be a better salesperson
More From the Guest
Linkedin: https://www.linkedin.com/in/parkhowell/
Website: https://Businessofstory.com
Badger Sales University - Check out Park’s Course - https://salesuniversity.badgermapping.com/p/park-howell-the-abts-of-selling
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David is a sales expert, professional keynote speaker, podcast host, and bestselling author. Using his over 20 years of experience, he combines nuanced strategy and real-world tactics to guide sales professionals as they navigate and leverage the evolving landscape of sales. David has two new editions out of his books, Networking in the 21st Century & Networking in the 21st Century on LinkedIn, which we will be discussing today.
In this episode, David talks about the foundational components of a thriving network.
Here are some of the topics covered in this episode:
- Why so many sales professionals struggle with networking
- What interpersonal skills salespeople can develop to network better
- Some ways salespeople can connect with people they never physically met
- How to create a strategic plan for networking that allows you to sell more
More From the Guest
LinkedIn: https://www.linkedin.com/in/iamdfish
David’s Website: https://davidjpfisher.com/
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Dr. Stephen Timme is the President and Founder of FinListics Solutions. Previously, Stephen was a professor of finance, adjunct professor, and consultant for numerous Fortune 500 companies. Melody Astley is FinListics’ Chief Revenue Officer and is responsible for strategic business growth, sales, and marketing. Stephen and Melody are also co-authors of the book, Insight-Led Selling.
In this episode, Stephen and Melody talk about the key concepts of insight-led selling that field salespeople can use to skyrocket their numbers.
Here are some of the topics covered in this episode:
- The origin of Insight-Led Selling and how it relates to the buyer’s journey
- What are “executive insights” and how can we use them to improve our pitch
- What does it mean to “communicate with impact” and how can salespeople approach this as a team
- What can sales reps do to discover how their buyers think
More From the Guest
LinkedIn: https://www.linkedin.com/company/finlistics-solutions/
Twitter: https://twitter.com/finlistics
Website: https://www.finlistics.com/
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John led sales in large IT providers for 39 years. Since 2004, John has worked with B2B selling organizations to transform the way they sell. John is passionate about enhancing professionalism in sales and this led him to found Sales Leader Forums and Sales Masterminds APAC. He’s also co-authored a sales novel, The Wentworth Prospect, which focuses on young salespeople from startup software companies attempting to sell to large corporations.
In this episode, John talks about the challenges small businesses face when selling to large organizations.
Here are some of the topics covered in this episode:
- How larger organizations identify a need and eventually buy
- The best strategy for outside salespeople to get past potential gatekeepers
- Tips for getting past or working with a gatekeeper
- How salespeople can lower their client’s perceived risk when selling higher priced items
More From the Guest
LinkedIn: https://www.linkedin.com/in/smibert/?originalSubdomain=au
Book: https://www.amazon.com/Wentworth-Prospect-novel-guide-success/dp/1922628522/ref=tmm_pap_swatch_0?_encoding=UTF8&qid=&sr=
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Kris is the CEO of Sendoso, a Sending Platform for corporate gifting that’s been growing rapidly over the last few years. He is a California native with around 10 years of sales experience. As a former salesperson, he really understands how to interact with clients and what really makes the sale.
In this episode, Kris talks about his experience as an AE and how AEs can create the ultimate sending strategy.
Here are some of the topics covered in this episode:
- The number one thing that differentiates a good salesperson from a great salesperson
- Why giving gifts to your customer keeps them happy
- How corporate sending and gifting has changed over the past few years
- Things that salespeople should avoid while creating a sending strategy
More From the Guest
LinkedIn: https://www.linkedin.com/in/rudeegraap/
Website: www.sendoso.com
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Jason is a leading authority in culture change programs and an expert at creating high-performance, high-profit, and "Best Place to Work" cultures. He’s also an award-winning author and has won 5 international Stevie Awards for his training programs.
In this episode, Jason talks about some of the topics from his recent book: The Mindset of a Sales Warrior.
Here are some of the topics covered in this episode:
- What the mindset of a sales warrior is
- How great sales training can work to change behavior
- The four limiting beliefs that hold salespeople back
- The #1 key to differentiate yourself from competitors
More From the Guest
LinkedIn: https://www.linkedin.com/in/jasonforrest/
Website: www.fpg.com
The Mindset of a Sales Warrior (Paperback): https://www.amazon.com/Mindset-Sales-Warrior-Jason-Forrest/dp/1646691423
The Mindset of a Sales Warrior (Audiobook): https://www.amazon.com/Mindset-Sales-Warrior/dp/B082HJLK3J/ref=tmm_aud_swatch_0?_encoding=UTF8&qid=&sr=
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Melinda Emerson, also known as the SmallBizLady, is a sales expert who has dedicated her career to end small business failure. Using her 20 years of experience as an entrepreneur, She has taken all that she’s learned to educate people on all things small business. Melinda is also a bestselling author and runs a consulting firm.
In this episode, Melinda talks about the essence of understanding your customers and tailoring your solutions to their needs to create win-win solutions.
Here are the topics covered in this episode:
- How salespeople should protect their relationship with customers
- Focus on existing customers because they’re going to keep your retention rate high
- Sales and marketing should work together in order to build a strong customer base
- Work to learn and understand your customer's challenges and roadmap
More From the Guest
SmallBizLady on social media
LinkedIn: https://www.linkedin.com/in/melindaemerson/
Book: https://succeedasyourownboss.com/products/
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Darren is the founder and managing director of GROUP SIXTY, an executive training and coaching company. Additionally, Darren has a popular book and podcast both titled “The Savage Leader.”
In this episode, Darren talks about how you stay vulnerable and authentic with customers while being professional.
Here are some of the topics covered in this episode:
- How core values come into play when dealing with authenticity in sales
- The value customers see in an authentic salesperson
- How a salesperson can use their authenticity to connect deeply with customers
- The most common mistake salespeople make when they try to connect to their customers
More From the Guest
LinkedIn: https://www.linkedin.com/in/darrenreinke
Book: The Savage Leader - https://www.amazon.com/Savage-Leader-Principles-Become-Better/dp/1736117904
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Finka is the founder of FINKA Communications. She’s also a speaker, coach, and host of the “Sell From Love” Podcast. Finka has spent 20 years in Corporate Canada in the financial services industry, and is now consulting clients with a focus on personal branding, leadership, sales, and client experience. Additionally, she is the author of the Amazon bestselling book, “Sell From Love: Love Yourself, Love your Client, Love your Offer.”
In this episode, Finka shares her strategy of selling from love and how it improves client relationships and sales revenue.
Here are some of the topics covered in this episode:
- Selling from a place of love instead of fear
- The three pillars of selling from love
- Tips for being a great coach to your team
- How learning to listen helps you close more deals
More From the Guest
LinkedIn: https://www.linkedin.com/in/finka-jerkovic/
Website: https://sellfromlove.com/discoverycall/
The Sell From Love Book: https://www.amazon.com/Sell-Love-yourself-client-offer-ebook/dp/B08MTGC1P9/ref=sr_1_1?dchild=1&keywords=finka+jerkovic&sr=8-1
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Peter Strohkorb is the Founder and Principal at Peter Strohkorb Advisory and has 10 years of experience starting and managing several startups, following 20+ more years in the corporate sector. Today, Peter shows sales and business leaders how they can accelerate their sales
In this episode, Peter tells us how sales have changed over the last ten years and what you can do to regain sales growth.
Here are some topics covered in this episode:
- How prospects and buyers want to engage with salespeople and businesses today
- How salespeople can ensure prospects really understand their product or service
- The most important characteristic needed to become successful in sales today
- Tips for fending off competitors
More From the Guest:
LinkedIn: https://www.linkedin.com/in/peterstrohkorbsalesmarketing/
Website: https://peterstrohkorb.com/
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April Duford is the Founder and Chief Strategist for Ambient Strategy. She’s also the author of “Obviously Awesome” which is focused on nailing product positioning. April has held various roles in start-ups such as CEO, COO, VP of Marketing and Sales, and now she’s transitioned into doing her own consulting work. She specializes in helping B2B Tech Companies find their positioning strategy and getting to market with success.
In this episode, April tells us what product positioning is and what the benefits to nailing your positioning are.
Here are some topics covered in this episode:
- What the fundamental differences between branding and positioning are
- How long the process of positioning takes
- The role sales plays in positioning
- Common mistakes that sales teams make when it comes to positioning
More From the Guest:
LinkedIn: https://ca.linkedin.com/in/aprildunford
Website: www.aprildunford.com
Book: Obviously Awesome: How to Nail Product Positioning so Customers Get It, Buy It, Love It
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Mace Horoff is the creator of the Medical Sales Academy, an online training and support platform for healthcare sales professionals. He’s also the author of the book “Mastering Medical Sales”. Mace has been involved in the world of healthcare sales for over 39 years as a front line sales person, sales manager, workshop facilitator, keynote speaker and author. He specializes in presentations and workshops for healthcare companies of all sizes that sell products and services such as surgical implants, spine, trauma, cardiovascular, dental, healthcare services and more.
In this episode, Mace shares advice on building up your sales after COVID with new accounts and fortifying static accounts.
Here are some topics covered in this episode:
- How to customize your approach with each prospect
- The importance of understanding your prospects on a personal level
- Understanding how your industry has transformed due to COVID
- The benefit of using Google Alerts to get up-to-date notifications on changes in your industry
More From the Guest:
LinkedIn: https://www.linkedin.com/in/macehoroff
Website: https://medicalsalestraining.com/
Book: Mastering Medical Sales - https://www.amazon.com/Mastering-Medical-Sales-High-earning-Professionals/dp/0615330355
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Julie Hansen is a sales professional who specializes in training professionals to be successful in a virtual environment. She’s also the author of the sales book “Look Me in the Eye: Using Video to Build Relationships with Customers, Partners and Teams.” Julie has a background in acting, which has helped her perfect the art of being on camera. By combining her acting background with her sales career, she’s found success in teaching other professionals to overcome and conquer this new medium of selling. Julie offers workshops, courses, and personalized coaching sessions to help you master the art of building relationships in a virtual world, sell solutions, and enhance your sales reputation.
In this episode, Julie shares advice on mastering selling through video with practical tips for how to have authentic interactions on camera.
Here are some topics covered in this episode:
- How to authentically connect with prospects through the camera and make them feel comfortable
- The importance of your body language during a video call
- Understanding certain qualities that can skyrocket a sales relationship
- The benefit of preparing for a video call by practicing beforehand, understanding your body language, and adapting to this medium of selling
More From the Guest:
LinkedIn: https://www.linkedin.com/in/juliehansensalestraining/
Blog & Master Classes: https://juliehansen.live/
Book: Look Me in the Eyes - now available on Amazon
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Robbie Crabtree has worked as an attorney on over 100 high-profile cases and he’s taught Persuasive Speaking at Southern Methodist University Law School in Dallas, Texas. He also worked alongside some very well-known companies such as Facebook, Google, Airbnb, Apple, and Microsoft to help them develop and enhance their speaking abilities, which is how he developed the performance speaking philosophy.
In this episode, Robbie tells us what performative speaking is and why it is so important to learn.
Here are some topics covered in this episode:
- How a salesperson can incorporate performative speaking into their professional lives
- The hardest parts of adjusting your speaking style to performative speaking
- Tips for salespeople who are looking to communicate effectively over the phone
- Mistakes people make when it comes to performative speaking
More From the Guest:
LinkedIn: https://www.linkedin.com/in/therobbiecrab
Websites:
robbiecrabtree.com - check out his blogs
performativespeaking.com
Social: @robbiecrab @therobbiecrab
Email: robbie@robbiecrab.com
Mentioned in this episode: 25 Best Sales Movies You Must See - https://www.badgermapping.com/blog/best-sales-movies/
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Janice B. Gordon is ‘The Customer Growth Expert’ who specializes in keynotes that help deliver customer excellence that increases sales. Janice also hosts the popular Scale Your Sales Podcast.
In this episode, Janice tells us what it means to be a trusted advisor in sales and why it is important.
Here are some topics covered in this episode:
- How salespeople can establish a trust-based relationship with buyers
- Tangible steps salespeople should take to elevate conversations into a partnership
- How your public presence can help you win more customers
- The biggest mistakes salespeople make when trying to position themselves as trusted advisors
More From the Guest:
Websites: https://janicebgordon.com + https://scaleyoursales.co.uk
LinkedIn: https://www.linkedin.com/in/janice-b-gordon
YouTube: https://www.youtube.com/user/theproblemsolvertv1
Podcast: https://podcasts.apple.com/gb/podcast/scale-your-sales-podcast/id1480686554
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Doug C. Brown is a highly acclaimed Sales Revenue Growth Expert and international bestselling author. He has coached, consulted, and advised thousands of people in business and he has generated over $500 million in sales. His mission is to help companies grow their sales revenue and to have better-performing sales teams.
In this episode, Doug shares why following up is necessary and how to master your follow-up with actionable tips.
Here are some of the topics covered in this episode:
- Understanding the negative effects of skipping follow-ups
- Creating customizable templates for client follow-ups
- Utilizing different follow-up methods depending on the client’s preference
- Discovering the top traits of a great follow-up
More From the Guest:
Website: www.Businesssuccessfactors.com
LinkedIn: https://www.linkedin.com/in/dougbrown123/
Book: www.Winwinsellingbook.com
Doug’s Contact info: Doug@businesssuccessfactors.com, 603-590-0303
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Ken Lundin is the creator of the Sales Alpha Roadmap and the President of Ken Lundin and Associates, a sales consulting firm. He has had extensive sales experience and brings his expertise to his consulting, coaching, and training methods. Along with his team, they have a proven track record of helping businesses adapt and grow their sales in any market.
In this episode, Ken goes over his Sales Alpha Roadmap and gives advice on how to take your sales game to the next level.
Here are some of the topics covered in this episode:
- 3 steps to maximize your business growth
- The use of frameworks to guide your sales process
- Tips for sales managers to ensure the pipeline is working successfully
- Learning about the industries you are selling to
More From the Guest:
LinkedIn: https://www.linkedin.com/in/kglundin/ Let him know you heard him on the Outside Sales Talk podcast
Website: https://kenlundin.com/
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Walker is the Principal and Founder of McKay Consulting Group. He’s also the President of No BS Sales School, which has its own podcast.
In this episode, Walker tells us what a sales system is and why a sales team would need one.
Here are some topics covered in this episode:
- What kinds of processes are included in a sales system
- How to onboard salespeople onto a sales system
- The biggest mistakes sales leaders make when creating a sales system
- How salespeople can get rid of bad habits that can get in the way of selling
More From the Guest:
Website: www.walkermckay.com
LinkedIn: https://www.linkedin.com/in/walkermckay
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Mike Hayes is an expert in the medical sales industry and has worked for top companies including Johnson & Johnson, Glaxo, Novartis and Merck. Mike is also the host of the Get Hired In Medical Sales podcast.
In this episode, Mike tells us how field salespeople can develop a long-term career plan, as well as tips he has for field salespeople who are looking to network and build a group of influential connections.
Here are some topics covered in this episode:
- How salespeople can stay up-to-date on new sales trends and work on their sales skills
- What role mentorship plays in a salesperson’s career
- How salespeople can assess whether or not it’s time to look for new sales job opportunities
- What all salespeople should do daily to become more successful
More From the Guest:
Get Hired in Medical Sales Podcast: http://www.gethiredinmedicalsales.com/podcast.html
LinkedIn: https://www.linkedin.com/in/michael-hayes-827a8792
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Roger Burnett is the founder of Social Good Promotions, Inc. a social enterprise built to teach and deliver purpose-based marketing strategies to businesses of all sizes, while also donating marketing services to non-profit organizations. Roger also hosts the So, You’re in Sales? Podcast
In this episode, Roger encourages salespeople to establish a specific purpose before prospecting, in order to increase the rate of successful conversations.
Here are some topics covered in this episode:
- Developing and showing what your brand stands for
- How to find your best customers
- Building a safe space for prospects
- Creating activities and places to build trust with your customers
More From the Guest:
His Book: Red Goldfish Promo Edition: How Promotional Products Leverage Purpose to Increase Impact - https://www.amazon.com/Red-Goldfish-Promo-Promotional-Products-ebook/dp/B08HY78T79
LinkedIn - https://www.linkedin.com/in/rogerburnett/
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Cian McLoughlin is the founder and CEO of Trinity Perspectives, a sales training and consulting company specializing in Win Loss Analysis and Sales Transformation. He is also a 20-year veteran of the B2B sales industry, including senior roles in some of the world's largest software companies. Additionally, Cian is the author of the Amazon best-selling book, “Rebirth of the Salesman.”
In this episode, Cian shares why it’s essential to ask for feedback from prospects instead of making assumptions when you lose or win a deal to better understand your win-loss rate.
Here are some of the topics covered in this episode:
- Understanding where the gaps are in your pitch
- How to understand and mitigate your prospect’s risk and uncertainty
- Adapting as a salesperson as times change
- Essential characteristics to be successful as a salesperson
More From the Guest:
Blog: https://www.trinityperspectives.com.au/blog/
LinkedIn: https://www.linkedin.com/in/cianmcloughlin/
Book:https://www.amazon.com.au/Rebirth-Salesman-World-Sales-Evolving-ebook/dp/B018HQV87C
Cian’s Youtube: https://www.youtube.com/channel/UC0HfDd-On6QGR0J7kfMwnRw
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Steve Bistritz is the creator of SellXL, the leading research-based sales training solution for salespeople selling to C-Suite executives. He has over 40 years of high-tech sales and sales training experience and recently co-authored the 2nd edition of the bestselling sales book, “Selling to the C-Suite”.
In this episode, Steve explains the main differences between selling at the executive level and at other levels and shares the best way to get a face-to-face meeting with executives.
Here are some topics covered in this episode:
- What you should do before even attempting to get a meeting with an executive
- How you can identify the right executive within a company to target
- What you need to do to be perceived as a trusted advisor by a senior executive
- Go-to methods for creating compelling value propositions that drive your client to action
More From the Guest:
Selling to the C-Suite: https://www.amazon.com/Selling-C-Suite-Second-Executive-Successfully-dp-1260116425/dp/1260116425/ref=dp_ob_title_bk
Watch his 2-minute video to find your right executive: www.sellxl.com
Email: steveb@sellxl.com
Phone: 404-256-1801
LinkedIn: https://www.linkedin.com/in/stevebistritz
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Collin Mitchell is a 4X founder, sales leader, and the Sales Transformation Podcast host. With more than 10 years in the industry, he started his career as a sales representative at 22, was later promoted to VP of sales at 24, and then decided to found his own business at 25. Collin is also the CRO and co-founder at Sales Cast, where he helps people start managing and growing their podcast. He is passionate about sales, entrepreneurship and podcasting.
In this episode, Collin encourages salespeople to leverage video to up their sales game, and he shares specific tools and strategies to accomplish their goals.
Here are some topics covered in this episode:
- The best tools and strategies to create video content
- The importance of turning your camera on when speaking with a prospect
- Using video as a tool for account management and maintaining customer relationships
- Ways to approach Zoom fatigue and make video meetings fun
More From the Guest:
Sales Hustle Podcast: https://podcasts.google.com/feed/aHR0cHM6Ly9mZWVkcy5zaW1wbGVjYXN0LmNvbS9FOWo0V2JNSA?
LinkedIn: https://www.linkedin.com/in/collin-saleshustle
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Tamara Bunte is a leading sales coach, trainer, and speaker who has worked with Fortune 500 companies, sales professionals, executives, and even success coaches to maximize their goals.
She is the founder of The Institute for Advanced Results, LLC- Tamara Bunte Inc and The Christian Business Chamber. Additionally, she is the author of, “Proverbs for Selling: Mastering Sales Through Prospecting, Referrals & Discipline.”
In this episode, Tamara discusses the importance behind getting sales referrals. She shares how having a plan and being persistent can greatly impact your deals.
Here are some of the topics covered in this episode:
- The secret behind the perfect voicemail with a 100% call back rate
- Building business from those who already know and love you
- The importance behind being prepared with your 6 “ors”
- Making your referees look good
About the Guest:
Tamara Bunte is America’s #1 Sales Coach for a reason. For the past 20 years, Tamara has helped countless sales professionals, teams, and companies better their own selling habits and become better versions of their professional selves. Tamara has influenced hundreds of thousands of people through her keynote sales speaker presentations, CDs, podcast, training programs, and her innovative sales book, Proverbs for Selling. She has also gained numerous credentials during her career for her impact on the sales industry.
Website: https://www.tamarabunte.com/
LinkedIn: https://www.linkedin.com/in/tamarabunteinc/
Email: info@tamarabunte.com or call at 704-247-8333
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Darius Lahoutifard is a coach, trainer, and mentor of sales teams, leaders, and executives. He is the founder of MEDDIC Academy, and an expert in MEDDIC Sales Methodology, as well as other similar successful sales methodologies. Additionally, he is the author of the Amazon best-selling book, “Always Be Qualifying—MEDDIC.”
In this episode, Darius discusses the key elements of the MEDDIC Sales Methodology, as well as explains the importance of qualifying prospects in every stage of the sales cycle, as it can positively impact your win-rate.
Here are some of the topics covered in this episode:
- Key elements of qualification
- Why you need to qualify to improve your win-rate
- Understanding the difference between MEDDIC and MEDDPICC
- How to utilize your own skills and other sales methodologies alongside MEDDIC
About the Guest:
Darius Lahoutifard is a serial entrepreneur and a former executive at PTC and Oracle among other software companies. After moving to sales, Darius had outstanding performances and was quickly successful in climbing the corporate ladder. Darius then joined PTC where he took his business unit from $4M to $27M in three years. While at PTC, MEDDIC was invented and as an early executive, he contributed to the definition and the execution of what became a renowned sales methodology: MEDDIC. His passion for sales goes beyond selling, and now trains through his company, MEDDIC Academy where he hosts workshops, certification courses, and more.
Website: https://meddic.academy/
LinkedIn: https://www.linkedin.com/in/meddic/
Email: darius@meddic.academy
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Paul Andrew Smith is a world-leading expert on organizational storytelling and one of Inc. Magazine’s Top 100 Leadership Speakers of 2018. He is a national bestselling author of several books that revolve around storytelling – his work has been featured in the Wall Street Journal, Time Magazine, Forbes, and more.
In this episode, Paul discusses the importance of storytelling in the sales process and how stories can get people’s attention, build trust, and close a sale.
Here are some of the topics covered in this episode:
- Making a ‘wish list’ of the stories you need to solve different issues
- Answering specific questions to create a great story
- Structuring a story and utilizing the right type of emotional engagement
- Building trust through authentic stories
About the Guest:
Before becoming a storytelling coach, Paul was an executive at Procter & Gamble for 20 years. Paul held leadership positions in both research and finance functions, and most recently served as director of consumer and communications research. Fast forward to today, he has written multiple bestselling books including The 10 Stories Great Leaders Tell, Lead with a Story, Sell with a Story, and Parenting with a Story. His keynote speaking and training clients include international giants like Google, Hewlett Packard, Bayer Medical, Walmart, Kaiser Permanente, Ford Motor Company, Luxottica, and Procter & Gamble among dozens of others.
Website: leadwithastory.com
Email: paul@leadwithastory.com
Twitter: @LeadWithAStory
LinkedIn: www.linkedin.com/in/smithpa9
Facebook: www.facebook.com/leadwithastory
Instagram: www.instagram.com/leadwithastory
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Kendra Lee is the founder of KLA Group, a company that specializes in lead generation, sales prospecting, hiring, and onboarding. After starting her sales career with IBM, Kendra founded her company on the philosophy that sales is not an art, but a learned skill. Kendra is also a strategy expert, speaker, author of several books.
In this episode, Kendra shares her tips on how to restore your win rate by overcoming challenges and reflecting on past sales.
Here are some of the topics covered in this episode:
- Following through on each step of the sales process
- How to adapt for selling strategy to changing times
- Demonstrating your ROI to your prospects to get them to act
- Performing a win/loss analysis after each sale
More from the Guest:
https://www.klagroup.com/blog/
Kendra's 2 books on Amazon
https://www.linkedin.com/in/kendralee/
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Patrick Ryan is CEO and President of Eureka Performance Training and is a Certified Sales Coach with Leverage Sales Coaching. He’s also the creator of the Solutions to the TOP 4 Sins of a Salesperson.
In this episode, Patrick discusses how to appeal to your prospect’s subconscious mind and make the sale.
Here are some of the topics covered in this episode:
- The 4 Sins of Salespeople
- How to prepare for conversations with prospects
- Using The Conversation Flow
- Key phrases to unlock your prospect’s subconscious mind
More from the Guest:
Eurekaperformance.com
patrick@eurekaperformance.com
916-956-8628 - Feel free to text or call Patrick
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Jon Ferrara is the Founder and CEO of Nimble, an industry leading CRM with contact management solutions for teams and individuals for social selling.
Prior to Nimble, Jon co-founded GoldMine Software Corporation, an early pioneer in SFA and CRM software tools which was later acquired in 1999. During those years, Ferrara continued to watch the CRM market and saw that most of the CRM products that were serving small businesses moved upmarket (and became more costly and complex) or fell by the wayside, leaving the market underserved, leading him to create Nimble.
In this episode, Jon discusses the importance of being passionate about what you’re selling and to take time to understand your prospect and their needs before you meet with them.
Here are some of the topics covered in this episode:
- Finding a job that aligns with your passions
- Use the five Fs to connect with prospects
- Share your knowledge on how you can help your prospect be better, smarter, and faster
- Utilize CRM to keep track of important customer information
More from the Guest:
Website: https://www.nimble.com/
Email: jon@nimble.com
LinkedIn: https://www.linkedin.com/in/jonvferrara/
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Julia Andrews is the Pacific Northwest regional president for the National Association of Women Sales Professionals. She is also the founder of Connect2Close and the creator of The Art of Feminine Selling. Julia’s work is centered around empowering women in sales to break through the limitations of traditional thinking and expectations to achieve next-level results.
In this episode, Julia shares the importance of tapping into your emotional strengths to help you be authentic by using her framework, The Art of Feminine Selling.
Here are some of the topics covered in this episode:
- The importance of being persuasive, compelling, and influencing
- The 3 pillars of her framework
- Being vulnerable and building trust
- Networking to find a mentor
About the Guest:
Julia Andrews is a performance sales coach, specializing in private client coaching and sale delivery, who's sold over $215M in sales and brings her corporate financial services expertise into her process. She leverages her decades-long insight as a top-tier performer in corporate financial services, asset protection, insurance and direct sales to help women realize their potential and achieve the success they envision for themselves.
Website: https://www.juliaandrews.com/
LinkedIn: https://www.linkedin.com/in/juliaandrewscom/
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Fred Copestake is the Founder of Brindis, a sales training consultancy. He is the author of the book, “Selling Through Partnering Skills.” His book uses the innovative VALUE framework to use Partnering Intelligence with more traditional sales methodologies to create a modern approach to winning business.
In this episode, Fred discusses the importance of Partnering Intelligence and shares key insights to sell more effectively.
Here are some of the topics covered in this episode:
- The evolution of sales throughout the decades
- Understanding that people partner, not companies
- The 6 elements of Partnering Intelligence
- Having the right skills at the right time with hybrid selling
About the Guest:
Fred Copestake is an experienced consultant specializing in the field of sales, leadership and performance. His unique style allows him to release the potential from his clients through the ability to understand context and generate insight as well as stimulate and encourage active participation. Over the last 22 years, he has traveled around the world, working with 10,000 salespeople in over 200 companies.
Website: https://www.throughpartnering.co.uk/pq-self-audit-2/
Rocky: www.rocky.ai
Social: https://www.linkedin.com/in/fredcopestake/
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Bill Farquharson is a sales trainer, vlogger, blogger, and podcaster. He is also the author of "25 Best Sales Tips Ever!" book series and "Who's Making Money at Digital Inkjet Printing & How" (co-authored with Kelly Mallozzi).
In this episode, Bill discusses the importance of effective and efficient time management and shares key tips on how to improve your time management to achieve your ideal work-life balance.
Here are some of the topics covered in this episode:
- Using your technology to your advantage
- The key question to ask yourself to get back on track
- The importance of planning your daily and weekly schedules
- Identify your sales silos and plan on how to dedicate your time to them
- Utilizing an accountability buddy to help you stay on track
More from the Guest:
Website: https://billfarquharson.com/
Social: https://www.linkedin.com/in/billfarquharson/
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Amy Volas is the founder of Avenue Talent Partners, a recruiting firm that helps sales managers recruit the best salespeople for their team. She is also the co-host of the Thursday Night Sales podcast and a founding member of Sales Hacker.
In this episode, Amy shares key tips on how to ensure that companies are sourcing and hiring quality talent. She also provides insight on how to screen companies as a candidate to ensure a good fit.
Here are some of the topics covered in this episode:
- Being transparent on what you can offer to a candidate or company
- Why and how you should create an ideal hiring profile
- How to spot the skill and will in job candidates
- Evaluating yourself or candidates in the hiring process with scorecards
About the Guest:
Amy Volas is a 2x entrepreneur who had an enterprise sales career with over $100M in closed revenue. Her experience in recruiting has shown her there is nothing more important to your startup's success than getting the right people on your team the first time. Because Amy has felt the very real effects of mediocre recruiting herself, she has made it her life’s work to fix the recruiting industry for good.
Website: https://avenuetalentpartners.com/
Podcast: https://thursdaynightsales.com/
LinkedIn: https://www.linkedin.com/in/amyvolas/
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Wayne is the founder of Power Formula LLC and an industry leader in LinkedIn training and marketing. He has shared his expertise with more than 100,000 professionals through private business consulting, dynamic presentations to global audiences, and his book The Power Formula for LinkedIn Success: Kick-Start Your Business, Brand, and Job Search.
In this episode, Wayne discusses how salespeople can leverage LinkedIn to their advantage - finding prospects and maintaining relationships.
Here are some of the topics covered in this episode:
- Utilizing filters and keywords to gain traction
- Posting appropriate content
- Leveraging connections to find untapped referrals
- Crafting that first message to a new prospect
About the Guest:
Before focusing on LinkedIn full time, Wayne has had 35+ years of experience as a business owner and manager. Through diverse, real-life experiences, Wayne now understands how social media can benefit individuals and businesses - he is excited to share his knowledge with others. As a nationally recognized LinkedIn consultant, Wayne has helped people in various fields, industries, and stages of the corporate ladder understand how to use LinkedIn in order to maximize its full potential.
Website: powerformula.net
LinkedIn: https://www.linkedin.com/in/waynebreitbarth/
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Adam Mendler is the CEO of The Veloz Group, a company that has created and operates different businesses. He’s also the founder and host of Thirty Minute Mentors, a podcast which features America’s most accomplished and insightful people on how they made it to the top and how you can too.
In this episode, Adam discusses how to overcome obstacles in sales, common traits that successful leaders and CEOs share, and the importance of active listening when prospecting.
Here are some of the topics covered in this episode:
- The five T’s to winning in sales
- How to build trust as a way of building credibility
- Shifting your mindset of perceived power from the prospect to yourself
- Understanding that successful leaders are lifelong learners and self-aware
About the Guest:
Between his podcast and his other interview series, Adam has conducted over 300 one on one interviews with leading CEOs, founders, athletes, celebrities and influencers. He also teaches a graduate-level course at UCLA on teamwork and leadership and serves as chairman emeritus at the USC Alumni Entrepreneurs Network. Drawing upon his unique background and perspective, Adam aims to motivate people and provide tangible takeaways focused on enhancing leadership skills and performance.
Website: Adammendler.com
Social: @adammendler
Podcast: Thirtyminutementors.com
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Kasey Jones is the founder of A Better Jones, a personal branding coaching platform. She also founded Our Galaxy, a community of thought leaders. Kasey co-founded The Other Side of Sales podcast which focuses on ending bro culture in sales.
In this episode, Kasey discusses why a personal brand is important, how you can build your brand to appeal to your customers, and ways to build a competitive edge over your competitors.
Here are some of the topics covered in this episode:
- Connecting to customers through personal branding
- Taking control of your brand and not leaving it to chance
- How to use your skills, passions, and triumphs to build your brand
- Understanding how you want your customers to feel to help your interactions
About the Guest:
Kasey Jones is a leading expert authority and growth strategy coach. She empowers founders to harness the idea of what makes them different, in order to build high-growth businesses with impact. Her expertise in personal brand growth helps you so that you’re attracting ideal customers, impressing potential investors, and connecting with other influencers in your industry while differentiating yourself from your competition.
Website: abetterjones.com
Social: @abetterjones
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Mike Schultz is the President of RAIN Group, Director of the RAIN Group Center for Sales Research, and co-author of several Wall Street Journal and Amazon Bestselling sales books.
In this episode, Mike discusses how to leverage consultative selling to build trust with buyers and win sales.
Here are some of the topics covered in this episode:
- Tips on consultative selling and helping buyers make better decisions
- How to address your prospect’s perception of risk
- Ways to build your likeability
- The best time to approach buyers
About the Guest:
Mike Schultz is the co-author of several books including the Wall Street Journal bestseller Rainmaking Conversations: How to Influence, Persuade, and Sell in Any Situation (Wiley, 2011) and Insight Selling: Surprising Research on What Sales Winners Do Differently (Wiley, 2014). He was named the Top Sales Thought Leader globally in 2011 by Top Sales Awards.
Mike and the team at RAIN Group have worked with organizations such as Toyota, Monitor-Deloitte, Harvard Business School, Oracle, Fidelity Investments, Ryder, Quintiles, UL, Navigant Consulting, Hitachi, Lee Hecht Harrison, Lowe’s, and hundreds of others to unleash sales performance.
Visit RAINGroup.com — a lot of helpful, free resources (blogs, white papers, guides) to help sellers and sales leaders
Check out Mike’s Bestseller “Virtual Selling” on Amazon - https://www.amazon.com/Virtual-Selling-Relationships-Differentiate-Remotely-ebook/dp/B088KW33WZ
Questions? Shoot Mike a message on LinkedIn (https://www.linkedin.com/in/mikeschultz50/ or email him at mschultz@raingroup.com
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Paul M. Neuberger is known as the “Cold Call Coach”, teaching thousands of students in more than a hundred countries to help sales professionals close more sales. Paul’s book “The Secrets to Cold Call Success” has helped readers transform their approach to selling and leveraging psychology to connect with prospects quickly.
In this episode, Paul discusses how to appeal to your customer’s emotions and build a competitive edge over your competitors.
Here are some of the topics covered in this episode:
- Why buyers are usually emotional and not logical
- How to be memorable as a salesperson
- Ways to differentiate yourself from the competition
- Understanding your own intangibles that give you a competitive advantage
More from the Guest:
Website: Paulmneuberger.com
Paul’s Book - https://www.amazon.com/Secrets-Cold-Call-Success-Business/dp/1735039608/
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Lynn Whitbeck is a sales trainer, strategic sales consultant, and international speaker. She specializes in sales planning and reviving stagnant sales. Lynn is also the founder and CEO of Petite2Queen and Future Forward Sales.
In this episode, Lynn discusses how to keep customer relationships healthy and repair them when things go wrong.
Here are some of the topics covered in this episode:
- How to have an ideal client relationship
- Ways to make sure your clients are the best fit
- Understanding your client’s “why”
- Mending the relationship after something goes wrong
About the Guest:
Building on her 30 year successes and experiences as Vice President of Business Development and COO of direct consumer technology start-ups, Lynn transitioned to executive consulting providing strategic expertise for the development and management of client programs. With this real-world background, Lynn brings marketing, sales, business development, and operations management cross-sector experience to Petite2Queen.
More from the Guest:
FutureForwardSales.com
You can find: How to Answer Weird Questions with Strength and Grace
at - FutureForwardSales.com/Pickle
LinkedIn - linkedin.com/in/LynnWhitbeck
petite2queen.com
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Bob Moesta is the co-founder at The Re-Wired Group, a design firm in Detroit, Michigan. Bob has developed & launched over 3,500 products and sold everything from design services, software, and houses to consumer electronics, and investment services. He’s also an adjunct lecturer at Kellogg School at Northwestern University and lectures on innovation at Harvard and MIT.
In this episode, Bob discusses top practices from his book - Demand-Side Sales 101: Stop Selling and Help Your Customers Make Progress.
Here are some of the topics covered in this episode:
- Find out what causes people to buy
- How to use the language that gets prospects to buy
- Understanding why customers make a switch to a new product
- The 4 forces of progress that impact how people buy
More from the Guest:
Book - https://www.amazon.com/Demand-Side-Sales-101-Customers-Progress-ebook/dp/B08FRRF68Q
LinkedIn - https://www.linkedin.com/in/bobmoesta/
Twitter - @bmoesta
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Richard Duggal is an international sales keynote speaker, sales coach, and sales trainer. He’s worked with agents across North America and Europe guiding them to success with his dynamic, proactive marketing approach to selling real estate.
In this episode, Richard discusses the different personality types of buyers and how to adapt your pitch to each personality.
Here are some of the topics covered in this episode:
- The different buyer personality types
- How to identify your prospects personality type
- Ways to engage with different types of buyers
- Building rapport through tone and body language
More from the Guest:
Richardduggal.com
Persuasionmaster.com
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Aleasha Bahr is a sales expert and international sales closing coach known for showing people the Secret Art of Subtle Selling. She transitioned from a successful corporate career in outside sales to coaching solopreneurs and sales teams with her unique sales approach, which regularly doubles, or even triples, their results.
In this episode, Aleasha discusses the importance of authoritative empathy, a genuine desire to help, and natural conversation when it comes to closing a deal.
Here are some of the topics covered in this episode:
- Overcoming the ‘pushy salesperson’ perception
- Empathizing with prospects as humans who have feelings
- Engaging with prospects through bite-sized selling
- Building rapport and active listening during pitches
About the Guest:
Aleasha is here to help people bring humanity back to sales and make a killing doing it. She teaches businesses and sales teams how to close 90% of their high-ticket leads without feeling inauthentic and believes that a salesperson will be more effective if they “don’t sell like a salesperson” - authenticity and empathy are a salesperson’s greatest tools. If you’re closing under 40%, give Aleasha a call and she’d be happy to help you out!
Website: https://www.aleashabahr.com/
Email: aleasha@aleashabahr.com
Facebook: https://www.facebook.com/bahraleasha/
LinkedIn: https://www.linkedin.com/in/aleashabahr/
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Will Barron is the host of the wildly successful Salesman Podcast and the founder of Salesman.org, he has been raising the perception of the B2B sales profession and educating salespeople for 5 years.
In this episode, Will explains how to build trust with your customers by asking the right questions.
Here are some of the topics covered in this episode:
- Ways to get the conversation started and build trust
- How to effectively use sales questions to move the deal forward
- Strategies to ask relevant qualifying questions
- Tactics uncover your prospects’ pain points
- Tips to actively listen to your prospects’ answers
More from the Guest:
Website: https://www.salesman.org/
Salesman Podcast: https://www.salesman.org/category/podcast/
Sales Training Videos: https://www.salesman.org/category/videos/
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Robert Stevenson is an expert at building high performance cultures, improving efficiency, and accelerating growth. He’s a bestselling author who’s owned five companies and has sold internationally in over 20 countries.
In this episode, Robert explains how sales success is all about a higher line mentality.
Here are some of the topics covered in this episode:
- How to be a realistic optimist and why it helps you sell
- Ways to remain competitive and keep customers happy
- Tips on building credibility while you pitch
- Using objections to move the deal forward
About the Guest:
Robert Stevenson has over 30 years of extensive corporate and entrepreneurial experience. He coaches salespeople to deal with risks, competition, and the ever-changing business arena. Robert delivers high-energy programs that blend humor, facts, and inspiration to help any company or person achieve higher levels of excellence. Today, he travels around the world, sharing powerful ideas for achieving excellence.
Website: Robertstevenson.org - Check out his weekly newsletter
LinkedIn: https://www.linkedin.com/in/robertstevensonspeaker/
Books: http://www.robertstevenson.org/robert-stevenson-online-store/robert-stevenson-online-store
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Chris Smith is the co-founder of Curaytor, an Inc. 500 fastest growing SaaS business that builds marketing and sales tools. In less than five years, Chris used the blueprint in his book The Conversion Code to grow Curaytor to nearly $15 million in annual recurring revenue, without raising any venture capital. In this episode, Chris shares tips from his book - “The Conversion Code: Capture Internet Leads, Create Quality Appointments, Close More Sales”.
Here are some of the topics covered in this episode:
- How to have the perfect 1st minute with a prospect
- Tips on using the “Digging Deeper Technique” to gain information
- Techniques to build trust while you pitch
- Ways to uncover objections that will help you close
More from the Guest:
Book - https://www.curaytor.com/conversion
Audio book - https://www.audible.com/pd/The-Conversion-Code-Audiobook/B01MZG5006
Search “Chris Smith Curaytor” to find Chris
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Mark Bowden is a global authority on nonverbal communication. He has been voted #1 Body Language Professional in the world for the last two years. He is also a bestselling author of 4 books on the subject of body language and human behavior, including the famous book “Winning Body Language for Sales Professionals”. In this episode, Mark explains how to leverage body language for sales success.
Here are some of the topics covered in this episode:
- Using body language to deliver a great first impression
- Tips to engage prospects during virtual meetings
- Ways to avoid being perceived as a pushy salesperson
- Techniques to control the environment and put prospects at ease
About the Guest:
Mark is the founder of the communication training company TRUTHPLANE. Where he trains professionals on how to use their body language to stand out, win trust, and gain credibility every time they communicate. His client list includes presidents and CEOs of Fortune 500 companies and Prime Ministers of G7 powers. He’s an international keynote speaker and the president of the National Communication Coach Association of Canada. Mark is also a member of the TED community having spoken at TEDx Toronto. Mark can be seen regularly on Canadian network CTV’s daily talk show The Social as the resident Body Language expert.
Website: https://truthplane.com/
LinkedIn: https://www.linkedin.com/in/markbowden1/
Youtube: https://www.youtube.com/c/MarkBowden1/playlists
Books: https://www.amazon.com/-/es/Mark-Bowden/e/B0031H04AK/ref=dp_byline_cont_pop_ebooks_1
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Noah is an expert in all areas of customer relations. In under five years, Noah has helped his clients generate over $5 billion in word-of-mouth business and new revenue from their existing customers. He’s also the author of 3 of the top customer service books. In this episode, Noah explains how to deal with difficult customers for sales success.
Here are some of the topics covered in this episode:
- The 2 types of difficult customers salespeople should fire
- How to react to customers’ complaints
- The secret to keeping customers happy
- Top exercises to succeed with difficult customers
About the Guest:
In under five years, Noah has helped his clients generate over $5bn in word-of-mouth business and new revenue from their existing customers. Noah is also the author of the books Evergreen: Cultivate The Enduring Customer Loyalty That Keeps Your Business Thriving, and The Customer Loyalty Loop: The Science Behind Creating Great Experiences and Lasting Impressions, and Dealing with Difficult Customers: How to Turn Your Demanding, Dissatisfied, and Disagreeable Clients into Your Best Customers. All three books made three separate #1 category rankings on Amazon including Sales, Marketing & Customer Service.
Website: https://noahfleming.com/
Sign-up for Noah’s Newsletter: https://noahfleming.com/tuesday-tidbit/
LinkedIn: https://www.linkedin.com/in/noahfleming/
Books: https://noahfleming.com/shop/ or https://www.amazon.com/Noah-Fleming/e/B00K3ZV074%3Fref=dbs_a_mng_rwt_scns_share
Sales book Noah Mentions in Show: No Lie: Truth Is the Ultimate Sales Tool by Barry Maher
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Scott Sambucci is the founder of SalesQualia, a company focused on improving sales performance. He’s also the host of the Startup Selling Podcast, and the author of the book Stop Hustling, Start Scaling: Ramp Up Your B2B Startup’s Repeatable Revenue with The Q Framework. In the last 20 years, Scott has built sales teams, sales processes, and products for three successful start-ups. In this episode, Scott shares his secrets to scale sales success.
Here are some of the topics covered in this episode:
- Understanding you prospects’ problems
- Leveraging happy customers to improve your process
- Controlling the outcome of meetings
- Utilizing checkpoints to monitor your strategy
Website: Salesqualia.com
LinkedIn: https://www.linkedin.com/in/scottsambucci/
Download the ENTIRE Book here: https://salesqualia.com/book
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Joyce Johnson is an award-winning sales champion, speaker, 7x author, sales coach, and founder of the Why Sales Network. She started her sales career in professional sports and later entered the telecommunications industry as a Sales Director in global markets. Joyce has been a mentor for over 20 years. She is most passionate about diversity and empowering the next generation of inclusive sales leaders.
In this episode, Joyce discusses her experiences as a woman of color in sales and why companies should work towards having more diverse sales teams.
Here are some of the topics covered in this episode:
- Navigating the homogenous world of sales as a woman of color
- Leveraging diversity within a company
- Creating a welcoming business environment
- Becoming more than just the ‘diversity hire’
About the Guest:
For over 15 years, Joyce has mentored her favorite group of people: college students. She has married her love for the sales profession, passion for diversity and inclusion, mentorship, and coaching to help empower the next generation of leaders by creating trainings and publishing books to help them navigate the workplace. Joyce spent the past year growing the Why Sales Network brand after spending six years as a sales leader in the distribution industry, earning top recognition as the #1 seller in 2017 and 2018.
Website: iamjoycejohnson.com
LinkedIn: https://www.linkedin.com/in/joycej/
Social: @iamjoycejohnson
Why Sales Network: Reach out for college mentorship opportunities
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James Muir is the best selling author of the #1 book on closing sales, “The Perfect Close.” As a 30-year old sales veteran, having extensive experience in almost every single role, James is passionate about making the complex simple and growing revenue for organizations.
In this episode, James discusses proven strategies and techniques in having unique discussions with your customers to close more deals.
Here are some of the topics covered in this episode:
- Being strategic about advancing sales cycles
- Providing value to prospects by putting them first
- Understanding the right time to offer discounts
- Quantifying the problem to convince your prospect
About the Guest:
As the Vice President of Sales at Essential Hub and the VP Sales (Western US) for Marketware, Inc, James Muir is a sales expert with much concrete experience in closing deals and increasing revenue in a zero pressure environment. As a bestselling author and keynote speaker, James has helped save hundreds of thousands of dollars for his clients. He is currently also the CEO of Best Practice International and considers himself a lifelong student of sales.
Website: Puremuir.com - download James’ bundle
LinkedIn: https://www.linkedin.com/in/puremuir/
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Jason Cutter is a sales expert in using authenticity to grow your sales career and bring real value to prospects and customers. As the CEO of Cutter Consulting Group, a firm that offers B2C and B2B services, he is also the intelligent author behind “Selling with Authentic Persuasion,” a book that helps salespeople learn how to focus on their customers’ needs first.
In this episode, Jason discusses how to use the concept of authentic persuasion to build strong relationships with customers and close deals organically.
Here are some of the topics covered in this episode:
- Utilizing authenticity to build trust with prospects
- Understanding prospects’ pain points and challenges
- Employing intangibles to maintain control of the conversation
- Providing value to prospects in every call
About the Guest:
Initially graduating from the University of California, Santa Cruz with a Marine Biology degree, Jason Cutter went on to receive an MBA from the Southern New Hampshire University. With no formal sales training, Jason claims that’s why he learnt how to actually sell with authenticity and care, eventually landing his first sales job at 27 years old. Currently the CEO and Founder of the Cutter Consulting Group, Jason is also the host of the Authentic Persuasion Show, where he helps salespeople be more effective in their careers.
Website: Jasoncutter.com
Book - https://www.amazon.com/Selling-Authentic-Persuasion-Transform-Breaker/dp/1890427373
LinkedIn - https://www.linkedin.com/in/jascut/
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Tony Morris is a sales expert, author, trainer, and motivational keynote speaker who has helped over 29,000 sales professionals across 62 industries for the last 22 years. Tony has created a 3-step framework called A.S.K. Philosophy Principles to help salespeople attract the right prospects, convert them into customers, and keep those customers for life.
In this episode, Tony discusses the strategies as well as key traits any salesperson should have to effectively prospect.
Here are some of the topics covered in this episode:
- Building an effective prospecting mindset
- Providing value for both prospects and clients
- Asking for feedback from successful and unsuccessful prospects
- Leveraging what you know about your prospect
About the Guest:
Through his vast experiences, Tony has discovered the most common mistakes salespeople make as well as the key traits that the top 1% of sales professionals utilizes to sell more - more easily and more often. Tony helps people convert prospects into “raving fans” by focusing on their needs. Send him an email with the subject line ‘book’ to get a free copy of his e-book!
Website: tonymorrisinternational.com
LinkedIn: https://www.linkedin.com/in/tonymorrismd/?originalSubdomain=uk
Email: tony@tonymorrisinternational.com
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Jon Dwoskin is an author, public speaker, and sales coach who has mentored thousands of salespeople to step away from their comfort zones and become better leaders. He is the host of the Think Business podcast, which interviews thought leaders who think big, as well as the 7 Minutes Sales podcast, a bit-sized guide to jumping your sales career.
In this episode, Jon discusses how mentorship can be an effective tool to master your craft, grow your business, and stay relevant in the industry.
Here are some of the topics covered in this episode:
- Why having a mentor is so important not only for your career, but also for your personal life
- How to have a healthy pipeline through consistent prospecting
- Tips for achieving goals by breaking them down into small, bite-sized segments
- The importance of staying relevant in the cutthroat industry of sales
About the Guest:
Jon is a private coach for budding leaders in sales and business. As a master of reinvention, he has worked in marketing, real estate, operations, and more. He now specializes in shifting people’s mindsets and helping them grow their businesses through group coaching sessions and one-on-one private coaching. He believes that accountability, mindfulness, building consistent habits, and continuous prospecting are key to exploding your pipeline and closing more sales.
Website: jondwoskin.com
Phone: 2485357796
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Rob Spee is an experienced channel and alliance executive, who helps clients manage strategic partnerships in order to accelerate growth and revenue. Having built successful channel sales teams from scratch and leading teams of 50+ channel sales and marketing professionals, he is highly skilled and knowledgeable in this topic.
In this episode, Rob discusses top techniques to fulfill selling-potential through channels and common mistakes people make with their channel strategies.
Here are some of the topics covered in this episode:
- Maximizing selling through channels
- Hiring the right people for success
- Creating strategic company goals
- Understanding the right channels for you
About the Guest:
As the Regional Vice President for Channel Sales at OutSystems, Rob Spee utilizes high-performing channel strategies to increase growth and revenue for the company. He also is the Channel Chief and Podcast Host for Channel Journeys Inc., where channel experts share their career stories and things they’ve learned along the way. Prior to joining OutSystems, Rob was the Head of Global Channels at SAS and the Director of Distributor Channels at Carbonite, where he had opportunities to grow his increasing knowledge of channel strategies, and execute new programs and revenue streams.
Subscribe to Rob's podcast at channeljourneys.com
Connect with Rob on LinkedIn and Twitter
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Nicolas De Swetschin is a sales expert with specialties in international sales, account management, product marketing and sales strategy. He leads a completely remote international sales team and has much experience in successfully managing sales teams. As the Sales Director at NoCRM.io, a lead management software, he helps salespeople track and close deals.
In this episode, Nicolas discusses top strategies to effectively manage a remote sales team and increase revenue.
Here are some of the topics covered in this episode:
- Creating a clear sales process
- Communicating efficiently while remote
- Guiding reps through a sales slump
- Utilizing KPIs to track performance
About the Guest:
With over 10 years of experience in sales and international business development at software and value-added companies, Nicolas de Swetschin is highly skilled in his area of expertise. After graduating from the National University of Singapore, Swetschin worked as a Technical Sales Manager at eServeGlobal and as a Business Development Manager at SAT-OCEAN and wePulse. Currently, Swetschin is the Sales Director at NoCRM.io, where he actively helps sales teams maximize the number of deals they close.
Nicolas' Company Website: noCRM.io
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Steve Sisgold is an author, speaker, trainer, and executive coach. As the author of “Whole Body Intelligence” and “What's Your Body Telling You,” Steve has appeared on major radio and TV shows including PBS, Oprah, and Mantel. Steve’s goal is to provide compelling information, practical tools, and a dynamic “Whole Body” approach to help people get to the next level of success in their company and personal life.
In this episode, Steve discusses the relationship between beliefs held in the body and success.
Here are some of the topics covered in this episode:
- Actionable tips on how to reduce anxiety and stress
- How to “reboot” before a sales call
- Acting on and trusting your gut feeling
- Interpreting the messages your body is sending you
About the Guest:
Steve Sisgold has spent the past 25 years studying and teaching the relationship between beliefs held in the body and success, how the body "billboard" sends micro messages that affect authentic communication and how self-awareness lowers stress and boosts peak performance. Steve holds an M.A. in Communications, a B.S. in business, and a certification in body-centered Psychotherapy. Steve is also the breakthrough coach to many best-selling self-help authors, Grammy and Oscar winners, CEO's, a Major League baseball President, and Wellness and
Business leaders.
Website: wholebodyintelligence.com
Website: stevesisgold.com
Book: “Whole Body Intelligence”
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Dave Kahle is an author, speaker, and sales trainer with over 30 years of experience. In that time Dave has authored 13 books, including Question Your Way to Sales Success, 11 Secrets of Time Management for Salespeople, and How to Sell Anything to Anyone Anytime.
In this episode, Dave shares his secrets to being effective and managing your time in sales.
Here are some topics covered in this episode:
- Tips to plan daily, weekly, monthly, and annually
- Ways to prioritize prospects and customers based on potential
- The difference between being efficient vs effective
- How to develop a ‘MORE’ mindset
About the Guest:
Dave writes a weekly e-zine for salespeople; and has presented in 47 states and 11 countries. As a salesperson, he was the number one salesperson in the country for two different companies in two distinct industries. For over 25 years, he's been President of Kahle Way Sales Systems, a sales training/consulting company. In that capacity, he's trained tens of thousands of salespeople and sales managers.
www.thesalesresourcecenter.com - Get Dave’s online courses
www.davekahle.com - Find Dave’s books, podcasts and e-zines
info@davekahle.com - Email Dave
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Jeffrey and Jennifer Gitomer are the hosts of the famous “Sell or Die” podcast. Jennifer Gitomer is a global sales and social media expert, while Jeffrey Gitomer, aka the Sales King, empowers salespeople to capture every sales opportunity.
In this episode, Jeffrey and Jennifer share their secrets on how to build and maintain a positive attitude.
Here are some topics covered in this episode:
- Tips to be motivated and inspired every day
- Ways to encourage a positive mindset as a leader
- Tactics to build a positive attitude after a rejection
- How to establish a positive belief system to gain self-confidence
About the Guests:
Jeffrey is the author of 16 best-selling books, including “The Little Red Book of Selling”. He’s also the creator of the online Gitomer Learning Academy. Jennifer trains and coaches sales teams on how to increase their sales and make more profit. She’s also the author of “Sales in a New York Minute” and the host of the “Breakthrough Business Babe” podcast.
Jennifer’s Instagram: @jengitomer
Jeffrey’s website: https://www.gitomer.com/
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Starting off his career in B2B sales in the 1980’s, Tibor Shanto has been in the industry for years now, having held almost every possible sales role at some point. Branded as a ‘brilliant sales tactician,’ he has worked with companies of various sizes, helping increase their growth and achieve revenue goals.
In this episode, Tibor emphasizes the importance of actively prospecting to maximize sales growth and attain all your goals.
Here are some topics covered in this episode:
- Focusing on customer motivation
- Leading prospect conversations
- Building trust through stories
- Finding solutions for pain points
About the Guest:
Tibor is currently the Chief Value Officer of Renbor Sales Solutions Inc, where he helps organizations carry out their strategies and achieve their sales goals efficiently. As the Director of Sales Bloggers Union, his article “How to Shorten your Sales Cycle” was voted #1 by readers of Top Ten Sales articles and his work has been published on many leading sales websites. Tibor is also the Advisory Board Member to Zero Emissions World where he helps battle climate change and strengthen our environment.
Listen to more episodes of the Outside Sales Talk here and watch the video here!
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As a pitch doctor, a veteran management consultant, a business advisor and an expert communicator, Scot MacTaggart has experienced various different roles throughout his career. By combining strong management techniques along with the use of powerful technology, he has helped multiple companies with his advice and strategies. In this episode, Scot goes over how to create a unique sales pitch that connects to your customers’ identity.
Here are some topics covered in this episode:
- Personalizing a sales pitch
- Analyzing prospect motivation
- Tailoring a pitch to customer identity
- Habits for success in sales
About the Guest:
Scot MacTaggart is the brand new Sales Director at EagleDream Technologies, where he helps clients with their cloud architecture, design, and data transformation to push the boundaries and redefine their business. He is also the Creator and Host of the Pitchwerks Podcast, a weekly show discussing topics such as marketing, sales and startups. As the Co-Founder of KRNLS, Scot also helps startups, organizations and government agencies bring their goals to life.
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Chris J. Mohawk Reed is the most recommended LinkedIn marketing entrepreneur on LinkedIn with over 1,600 LinkedIn recommendations. As an entrepreneur with 5 marketing firms and an International Bestselling author of 4 No. 1 books, he also has the most viewed and searched LinkedIn profile in the whole world. In this episode, Chris discusses ways to grow your personal brand on LinkedIn and powerful strategies on how to sell yourself!
Here are some topics covered in this episode:
- Branding your profile
- Utilizing Sales Navigator to find prospects
- Communicating your value
- Distinguishing yourself from the competition
About the Guest:
Chris J. “Mohawk” Reed is the No. 1 Global LinkedIn Marketing Expert and is a quadruple international best selling author in various books on topics ranging from LinkedIn, Personal Branding and Social Selling. Infamously known as “The Only CEO With A Mohawk,” he is also the CEO and Founder of the No. 1 Most Recommended Global LinkedIn Marketing Firm called Black Marketing and leads the No. 1 Most Recommended Global LinkedIn Masterclass! He also currently holds the title of “Social Media Entrepreneur of the Year” and has the world’s most viewed/searched LinkedIn profiles.
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Brian Burns is a sales expert with over 25 years of sales experience. He is the host of 2 podcasts in the top 15 in Business on iTunes, “B2B Revenue Leadership” and “The Brutal Truth About Sales and Selling.” He is also the author of 4 books on B2B Sales including, The Maverick Selling Method: Simplifying the Complex Sale. Brian currently works with leadership teams to help create and dominate their market segments. In this episode, Brian discusses the importance of using emotional intelligence in sales.
Here are some of the topics covered in this episode:
- Creating an outward mindset to know your customer and yourself
- Using emotional intelligence to build trust
- How to learn emotional intelligence
- Using emotional intelligence to identify prospect needs
About the Guest:
Brian Burns has 25+ years of experience in sales. In his sales career, he specialized in selling enterprise software and now works with leadership teams to help create/dominate their market segments.
Brian’s approach is based on an exhaustive study of hundreds of eight, seven and six-figure deals across several industries and geographies
Brian is also the host of 2 podcasts in the top 15 in Business on iTunes, the “B2B Revenue Leadership” show and “The Brutal Truth about Sales and Selling.” Brian is also the author of 4 books on B2B sales, including The Maverick Selling Method: Simplifying the Complex Sale.
LinkedIn: https://www.linkedin.com/in/brianburns/
Podcast: The Brutal Truth about Sales and Selling
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Vince Thompson is a sales leader, author, and consultant. He led the sales efforts for AOL in the West and for Facebook in its earliest days. Vince has also served as a consultant and adviser to over 40 sales organizations through his consulting firm, Middleshift.
In this episode Vince shares how you can improve your sales management to take your sales team to new heights.
Here are some of the topics covered in this episode:
- Building a learning sales organization
- Setting goals for your sales team
- Creating a high performance and growth based sales culture
- Scaling a sales organization
About the Guest:
Alongside or through his consulting work, Vince has served as a startup CEO, a public company board member and a consultant to over 30 companies including major internet companies, TV Networks and Studios.
Vince currently serves as the Co-Founder and Chairman of Prospectwise, is a venture partner at Zuma Ventures and an active board member for First Star, a non-profit dedicated to helping Foster Youth get into college.
Earlier in his career Vince worked in local television, led the advertising sales organization for AOL in the West and, for a short period of time in Facebook’s startup days, served as the company's head of National Sales.
He's the author of a bestselling book on management called Ignited, has keynoted globally and hosted over 80 episodes of a business show for BNet, CNet’s business brand.
In 2010 Business Week credited Vince with changing the liquidity model in Silicon Valley after he led a private sale of Facebook stock on Wall Street.
Website: vincethompson.co
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Brynne Tillman is the LinkedIn Whisperer and CEO of Social Sales Link. For over a decade, she has been teaching Entrepreneurs, sales teams, and business leaders how to leverage LinkedIn for social selling. Brynne is also the author of “The LinkedIn Sales Playbook, a Tactical Guide to Social Selling”.
In this episode, Brynne shares her proven LinkedIn selling tips to help you turn your connections into sales.
Here are some of the topics covered in this episode:
- How to optimize your LinkedIn profile for sales
- Actionable tips to start conversations with your connections
- Top techniques to leverage referrals on LinkedIn
- How to curate content to boost engagement
About the Guest:
As a former sales trainer and personal producer, Brynne adopted all of the traditional sales techniques and adapted them to the new digital world. She guides professionals to establish a thought leader and subject matter expert brand, find and engage the right targeted market, and leverage clients and networking partners for warm introductions into qualified buyers.
LinkedIn: https://www.linkedin.com/in/brynnetillman/
Follow #sslinsights on LinkedIn to get Brynne best social selling tips
Website: socialsaleslink.com
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In this special episode of Outside Sales Talk, our host Steve Benson gets interviewed by Badger Maps CSA, Pien de Meulemeester. Steve discusses what you can do to get your team through this current economic crisis.
Here are some topics covered in this episode:
- Behavior changes sales leaders need to make
- Adapting your messaging
- Cost reduction tips
- Impacts to field sales
About the Guest:
Steve Benson is the Founder and CEO of Badger Maps, the #1 route planner for field salespeople, and host of the Outside Sales Talk. After receiving his MBA from Stanford, Steve worked in field sales with companies like IBM, Autonomy, and Google, where he was named Google Enterprise’s Top Performing Salesperson in the World in 2009. Steve has also been named one of the Top 40 Most Inspiring Leaders in Sales Lead Management.
Listen to more episodes of the Outside Sales Talk here and watch the video here!
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Dale Dupree is a sales speaker, trainer, podcast host and Founder of The Sales Rebellion, a company that aims to coach and educate people on sales topics. Throughout his career, Dale has worked in numerous sales positions such as Sales Manager at Zeno Office Solutions and Vice President of Sales at North American Office Solutions.
In this episode, Dale emphasizes the importance of creating a tailored sales playbook for your business to be one step further to closing that next sales deal.
Here are some of the topics covered in this episode:
- Creating buyer personas
- Generating customized sales playbooks that guarantee success
- Utilizing mindscripts to avoid a bland sales script
- Understanding your buyer and their needs
About the Guest:
With over 15 years of sales experience, Dale founded The Sales Rebellion in 2019. He is a man who truly believes in practicing what you preach and is passionate about helping others attain their sales success. As such, his company focuses on coaching and encouraging salespeople on ways they can take their sales game to the next level. As the host of the Selling Local Podcast, he maintains this passion by discussing sales stories, ideas and strategies to help the average salesperson rise to the top of their industry.
LinkedIn: https://www.linkedin.com/in/copierwarrior/
Website: https://www.thesalesrebellion.com/podcast/ - Check out his podcasts for free
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Ed Bilat is a sales speaker, trainer, podcast host, and President of Beyond Consulting Canada, a global sales training and consulting company. Ed is also the author of, “Storytelling for Sales Playbook.” Throughout his career, Ed has helped organizations such as Microsoft, HP, and Walmart, improve their sales through storytelling.
In this episode, Ed discusses the power of using stories in your sales cycle.
Here are some of the topics covered in this episode:
- The STAR-model for storytelling
- How to stay flexible and move with your client
- Getting decision makers to listen to you
- Overcoming price objections through storytelling
About the Guest:
With over 23 years of experience, Ed has helped organizations such as Microsoft, HP, Walmart, TELUS, and TD Canada Trust, empower their sales teams to define and leverage their unique brand stories. Ed believes that through storytelling, salespeople can dictate not only the direction of the story, but also the path sales reps want their prospects to take. Ed is passionate about storytelling and he is author of the book, “Storytelling for Sales Playbook” and host of the podcast, “Storytelling for Sales.”
LinkedIn: https://www.linkedin.com/in/edbilat/
Website: https://storytellingsales.com/ - Get his book for free
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Ann Louden is a nationally recognized philanthropy consultant and relationship expert. She has raised more than $150 million for non-profits, in areas such as higher education, health care, and arts. She is also the author of the upcoming book “Connection as a Superpower: How Social Courage Gives You the Edge in Life and Love”.
In this episode, Ann explains how outside salespeople can apply fundraising tactics to better engage with their customers.
Here are some of the topics covered in this episode:
- The 4 stages to find your ideal customer
- Top tips to ask for testimonials
- How to engage digitally with prospects
- Ways to prevent prospects from going cold
About the Guest:
Founder of the Ann Louden Strategy and Consulting Company, Ann uses her expertise in raising money, building brands, and making powerful connections to advise non-profit leaders and boards. She is actively involved on the President’s Council, member of New York Women in Development and is a volunteer for multiple causes.
Website: https://www.annlouden.com
LinkedIn: https://www.linkedin.com/in/ann-louden-38a3001a/
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Tom Abbott is the author of 'The SOCO Solution' and 'Social Selling', creator of the online sales training platform SOCO Academy, and speaker on sales optimization. Through his proven solutions, Tom helps sales leaders build high performing sales teams that exceed their targets. In this episode, Tom discusses the importance of social selling, and what, you need to be doing online to close more deals.
Here are some of the topics covered in this episode:
- Social media as a tool for salespeople
- How to find the best platform to reach your target audience
- How teams who use social media perform better
- Conducting your sales cycle on social media, from lead generation to closing
About the Guest:
Tom Abbott is an author, speaker on sales optimization, and social selling expert. Tom has delivered hundreds of motivational sales keynotes, kickoffs, presentations and workshops in over 20 countries throughout Asia-Pacific and is a pioneer of optimizing the sales processes of organizations worldwide. He is the author of “The SOHO Solution” and “Social Selling,” and is a contributor to Singapore Business Review, Singapore Marketer and The Singapore Straits Times.
Download Tom’s Book for Free: https://bit.ly/SOCOoutsidesales
Learn more about Tom’s company SOCO Sales Training here
LinkedIn: https://www.linkedin.com/in/socoselling/
Facebook: Join the SOCO Selling Facebook Group
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Alex Goldfayn is the CEO of the Revenue Growth Consultancy, a company that helps organizations to implement systems of remote and proactive selling, generating 10%-20% in new overall sales annually. He is also a best-selling author and he recently published his 4th book “5 Minute Selling: The Proven, Simple System That Can Double Your Sales… Even When You Don’t Have Time”.
In this episode, Alex shares his tried and true simple daily actions that will help you double your sales.
Here are some of the topics covered in this episode:
- How to get started on proactive phone calls
- Tips to master silence and get prospects to reveal more information
- The 3 musts of compelling referrals
- How to ask powerful questions for effective cross-selling
- Top advice and true stats to deal with sales rejection
About the Guest:
Alex is a top-rated speaker that motivates sales teams, managers, executives and owners to take simple action to grow their business. He has worked with top companies like Cisco, Logitech, Lenovo, and T-Mobile. He is also the author of the bestselling books: “Selling Boldly”, “The Revenue Growth Habit”, and “Evangelist Marketing”.
LinkedIn: https://www.linkedin.com/in/alexgoldfayn/
Website: https://goldfayn.com/ - Includes free downloads from 5-Minute Selling, Planners & Trackers
Alex's Book on Amazon - 5-Minute Selling: The Proven, Simple System That Can Double Your Sales
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Tiffani Bova is the Global Customer Growth and Innovation Evangelist at Salesforce, author of the Wall Street Journal bestseller Growth IQ: Get Smarter About the Choices that Will Make or Break Your Business, and host of the podcast What’s Next! with Tiffani Bova.
Tiffani’s time on the front line of innovation, combined with her insightful candor has resulted in her unique perspective that inspires businesses and individuals to get smarter about the choices they make and increase their growth IQ.
In this episode, Tiffani discusses how to succeed in sales during the current pandemic and economic crisis.
Here are some of the topics covered in this episode:
- Understanding how customer habits have changed
- Getting comfortable with feeling uncomfortable
- Using emotional intelligence to better understand prospects and customers
- Standing out as a field salesperson while working remotely
About the Guest:
Tiffani Bova is the Global Customer Growth and Innovation Evangelist at Salesforce and author of the Wall Street Journal bestseller Growth IQ: Get Smarter About the Choices that Will Make or Break Your Business. She has contributed to publications such as Harvard Business Review, Forbes, Entrepreneur, and Huffington Post and has appeared on Bloomberg, BNN, MSNBC, and Yahoo Finance.
Prior to working with Salesforce Tiffani was a Distinguished Analyst and Research Fellow at Gartner where she won the Thought Leadership award and earned accolades from the best leaders in the technology world for her cutting-edge analysis and her skill at inventing bold strategies for growth.
Tiffani has been recognized as one of the Most Powerful and Influential Women in California by the National Diversity Council, one of Inc. Magazine’s 37 Sales Experts You Need to Follow on Twitter, a LinkedIn Top Sales Expert to Follow in 2018 and 2019, a Top 100 Women in Tech.
She is also a highly sought after keynote speaker and has delivered over 500 keynote presentations on sales transformation and business model innovation to over 400,000 people on six continents.
Read Tiffani’s Book - Growth IQ
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Michelle Tillis Lederman is a connection creator and CEO of Executive Essentials, a company that provides customized communications and leadership programs. She is also one of Forbes Top 25 Networking Experts, and the author of four books including the internationally known, “The 11 Laws of Likability”, and her latest book “The Connectors Advantage”. In this episode, Michelle explains how being a connector helps you get what you want.
Here are some of the topics covered in this episode:
- Why salespeople need to connect on top of networking
- How to become a better connector and build trust
- Actionable tips to repurpose unutilized time to connect
- Ways to say “no” to a customer without jeopardizing the relationship
About the Guest:
Michelle is an accomplished speaker, trainer, coach, and author. She is an expert on workplace communications and relationships, her mission is to help people work better together and advance their individual impact. Her clients include JPMorgan, J&J, Deutsche Bank, Michigan State University, MetLife, Sony, Ernst & Young, the Department of Environmental Protection, and Madison Square Garden. A former finance executive and NYU Professor, Michelle appears regularly in top media outlets such as NBC, CBS, Fox, NPR, the Wall Street Journal, NY Times, CNBC, and others.
Website: https://michelletillislederman.com/
LinkedIn:https://www.linkedin.com/in/communicationexpertspeaker/
Discover what level of connector you are answering this quiz: https://michelletillislederman.com/connector-quiz/
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Cameron Brown is a musician, speaker, and motivational coach. Cameron has been featured in the media in 7 different countries, spoken at events across 4 continents, and his videos and music have been streamed millions of times in 195 countries. Through his work, Cameron empowers people to create lasting change. In this episode, Cameron discusses how to stay inspired and maximize your potential as a salesperson.
Here are some of the topics covered in this episode:
- Habits of top-performing salespeople
- How to use inspiration to stay motivated
- Actionable tips to increase your productivity
- Strategies to create your own high-performing sales team
About the Guest: Cameron empowers people to create lasting change. He does this through executive coaching & training for c-level executives, sales leaders, and their teams, delivering experiential talks with a grand piano live on stage, and writing music about human behavior and the world we live in. As a result, Cameron has been featured in the media in 7 different countries, spoken at events across 4 continents, and his music has been streamed millions of times across 195 countries and been featured in a range of short films and documentaries.
Website: cameronbrown.co LinkedIn: https://www.linkedin.com/in/cameronbrownreal/ - Send a personal note to connect YouTube, Instagram, and Facebook: @cameronbrownreal
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Rachael O’Meara is a transformation leadership and executive coach. She empowers professionals to learn and build emotional intelligence skills to thrive at work and beyond.
Her book “Pause” was named one of 2017's top business books for your career and was featured in the New York Times and on WSJ.com. In this episode, Rachael explains how pausing can actually benefit your sales results.
Here are some of the topics covered in this episode:
- How can pausing help salespeople avoid burnout
- The 5 signs that reveal you need to take a pause
- Tips to create an active pause plan
- How to develop an effective pause mindset
About the Guest:
Rachael is a speaker and coach dedicated to helping teams and leaders turn overwhelm, stress, and even burnout into thriving to be more aligned and take their lives back using the latest tools in emotional intelligence, neuroscience, and mindfulness. She leads workshops and speaks regularly on the practice of pause or intentionally shifting your behavior to lead a more satisfied and meaningful life. She has a MA in Transformational Leadership & Coaching from Wright Graduate University (2020), and an MBA from Fordham University (2004).
Her book on Amazon: Pause: Harnessing the Life-Changing Power of Giving Yourself a Break
Website: https://www.rachaelomeara.com/
Podcast: The Pausecast
TEDxTalks: https://youtu.be/aSGCdwJqObI
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Paul Reilly is a speaker, sales trainer, host of The Q and A Podcast, and co-author of the fourth edition of “Value-Added Selling.” He is currently the president of the Tom Reilly Training Company and faculty member at the University of Innovative Distribution. In this episode, Paul discusses how to sell value and steer the conversation away from price.
Here are some of the topics covered in this episode:
- How to center the sales process around value and not price
- Building better long-term customer relationships
- How to keep value relevant after the initial sale
- Creating an outward customer focus approach and guaranteeing you are adding value as a salesperson
About the Guest: Paul is the owner and president of Tom Reilly Training, a company that trains salespeople and their managers in the principles, strategies, and tactics of Value-Added Selling. Paul began his sales career at 16 and during his over 15-year sales career sold for companies such as Ferrellgas and the Hilti Organization. During his tenure at Hilti, he joined the Hilti Master’s Club in 2010 and was recognized in 2011 with Hilti’s three million dollar sales club. He is the co-author of the fourth edition of “Value-Added Selling” and he credits his success as a salesperson to embracing the Value-Added Selling message.
Book: “Value-Added Selling” Website: tomreillytraining.com Podcast: The Q and A Sales Podcast
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Thibaut Souyris is the CEO and Founder of SalesLabs, a consulting company that trains and coaches B2B sales teams to start more conversations and close deals faster. He is also the co-host of The B2B Sales Podcast. In this episode, Thibaut shares his international experience and explains how to tackle sales in the European and American markets.
Here are some of the topics covered in this episode:
- How to sell in Europe vs the US
- Different selling styles across European countries
- How to avoid and overcome cultural misunderstandings
- Tips for Americans to work better with Europeans
About the Guest:
Thibaut is a B2B tech sales expert, with broad experience in North America and EMEA. He currently trains salespeople to run better discovery calls, build healthy habits around early qualification, and bring energy to their deals. He has helped 100+ founders building sales organizations and worked with companies like Techstars, Comtravo or Back, and many European tech companies. He’s also a regular contributor for Sales Hacker, G2, Demodesk, and various other blogs.
LinkedIn: https://www.linkedin.com/in/thibautsouyris/
Website: https://www.saleslabs.io/
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George Brontén is the CEO & Founder of Membrain.com, a SaaS company that enables B2B sales teams to execute their sales process, coach for higher results, and build predictable growth. He is also the author of the book “Stop Killing Deals: How to Gain Competitive Advantage by Viewing Sales through the Lens of Human Nature”. In this episode, George explains how to root out deadly assumptions and find sales success.
Here are some of the topics covered in this episode:
- What are the 3 deadly assumptions
- How emotions affect decision-making
- Ways to identify top sales performers
- How to motivate reps towards discipline
- Tips to find the best technology stack for you
About the Guest:
George is the “Sales Effectiveness Pioneer” at Membrain.com, his mission is to learn from top salespeople how technology is either hurting or helping sales productivity. He builds software to bridge the gap between sales strategy and execution.
Book: https://www.amazon.com/Stop-Killing-Deals-assumptions-excellence/dp/9151941821
LinkedIn: https://www.linkedin.com/in/georgebronten/
Blog: https://www.membrain.com/blog
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Dr. Cindy McGovern is a top-rated speaker, best selling author, and consultant at Orange Leaf Consulting. After years of consulting companies and helping them grow their business, she had an epiphany: every job really is a sales job. And every person is a salesperson. With these experiences, she wrote the book, “Every Job is a Sales Job: How to Use the Art of Selling to Win at Work.” In this episode, Cindy shares her 5 Step formula to help anyone become a better salesperson.
Here are some of the topics covered in this episode:
- Creating a plan for success
- How to effectively listen
- Ways to build trust, not just rapport
- How to give to get
- Following up with gratitude
About the Guest:
Dr. Cindy McGovern is known as the "First Lady of Sales." She is a highly sought after speaker and consultant across the globe. She is an expert in sales, interpersonal communication, and leadership. "Dr. Cindy" holds a doctorate in organizational communication and has worked as a professor of communication before starting Orange Leaf Consulting, a sales management and consulting firm headquartered in San Francisco. She has helped hundreds of companies and individuals to create dramatic and sustainable growth. Dr.Cindy regularly coaches both professional sales employees and those whose jobs are not sales-related in an effort to help them both take advantage of opportunities to bring more business to their companies.
Website: Drcindy.com
Email: Drcidy@drcindy.com
Find Cindy on social media: @1stladyofsales or @drcindy
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In today's episode, Steve announces something really exciting!
After all the nominations you sent us for the Sales Hall of Fame, we're presenting 6 new inductees! Each of them has given us their #1 sales tip on an exclusive video.
Check out the Sales Hall of Fame to find out who they are and get their actionable advice!
Wes is the CEO and founder of “The Sales Whisperer” a platform in which he shares knowledge in sales and marketing. He also established himself as a CRM guru as he helps companies choose the CRM that fits their sales cycle best. In this episode, Wes discusses how CRMs have evolved and how to maximize their utilization.
Here are some of the topics covered in this episode:
- Why the stand-alone CRM is dead
- What to consider when choosing a CRM
- How to make sure sales reps actually utilize the company’s CRM
- In what situations you might need a CRM consultant
About the Guest:
Wes is CEO and founder of “The Sales Whisperer”, a sales training, marketing, and consulting firm. He established himself as a CRM guru through books and talks he gave. Wes is a certified partner on HubSpot, Ontraport, and Infusionsoft. He put his knowledge of the field to use by helping businesses choose and implement CRMs.
Take the free quiz to find out what CRM would be best for you - bestcrmforme.com
Website - https://www.thesaleswhisperer.com/
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Richard Harris is an expert Sales Consultant, he has over 20 years of technology and SaaS experience in sales training, operations, and sales leadership. Richard is the Director of Sales Consulting and Training for Sales Hacker. He is also the co-host of the Surf & Sales podcast. In this episode, Richard explains how salespeople can benefit from online sales training.
Here are some of the topics covered in this episode:
- Richard’s secret formula for a winning online sales training program
- How to successfully integrate coaching into your online training plan
- Top tips to keep reps motivated during an online sales training session
- The best tools salespeople can use to improve their training experience
About the Guest: Richard Harris has built, led, and consulted with a wide range of organizations including start-ups, mid-size companies, and global organizations. Some of the companies that he consults for include Mashery, Spanning, Outbound Engine, TopOpps, Village Voice Media, Riverdeep, DotNext Inc., Telecom Inc., and many more. Richard is also a regular speaker at the various Sales Hacker events, workshops, and SalesStack conference.
LinkedIn: https://www.linkedin.com/in/rharris415/ Phone number: 4155969149 Email: richard@theharrisconsultinggroup.com
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Viveka von Rosen, internationally known as the “LinkedIn Expert,” works with B2B companies and executives helping them achieve business success through the use of LinkedIn. She is also the co-founder of Vengreso, a platform that delivers digital sales transformation for increased revenue results. Viveka has been listed as a Top Social Media Influencer in Forbes for the past four years, and is author of “LinkedIn Marketing: An Hour a Day” for Wiley and “LinkedIn: 101 Ways to Rock Your Personal Brand.” In this episode, Viveka explains how you can use LinkedIn to amplify your brand as a salesperson.
Here are some of the topics covered in this episode:
- How to prospect effectively from home
- Which hidden LinkedIn features you should be using
- The common mistakes you should avoid
- How to make your profile stand out from the crowd
- Viveka’s 2-step referral method
About the Guest:
Viveka von Rosen is co-founder and CVO (Chief Visibility Officer) of Vengreso. She is a contributor to LinkedIn’s official Sales and Marketing blogs, and their “Sophisticated Marketer’s” Guide. She is also a contributor to publications such as Fast Company, Forbes, Money, Entrepreneur, and The Social Media Examiner to name a few. Viveka uses the LinkedIn experience she has perfected over the past 10+ years and transforms it into engaging and informational training. Through her training, she has provided over 100,000 people with the tools and strategies they need to succeed on LinkedIn.
LinkedIn - https://www.linkedin.com/in/linkedinexpert
Twitter - https://twitter.com/LinkedInExpert
Email - Viveka@vengreso.com
Website - https://vengreso.com/
Course: http://moresalescalls.com/
Listen to more episodes of the Outside Sales Talk here and watch the video here!
Dave Kurlan is the founder and CEO of Objective Management Group, the leading developer of sales assessment tools. He is also the founder and CEO of Kurlan & Associates, a full-service sales, sales management consulting and training firm.
Dave is the best-selling author of “Baseline Selling: How to Become a Sales Superstar by Using What You Already Know About the Game of Baseball”. In this episode, Dave explains how salespeople can prospect effectively to generate sales momentum.
Here are some of the topics covered in this episode:
- Dave’s secret tip to break the ice with prospects during cold-calls
- Top tips to make prospect qualification meetings more enjoyable and natural
- The best ways to establish emotional connections during cold-calls
- How to shift prospects from thinking of your solution as a “nice to have” to a “must-have”
About the Guest:
Dave Kurlan is a best selling author, top-rated speaker and earned the Bronze Medal for Top Sales & Marketing Thought Leader for 2015. He was inducted into the Sales & Marketing Hall of Fame in 2012. Dave’s company, Objective Management Group, was named the Top Sales Assessment Tool for 2011 - 2015.
He is an expert in all facets of sales, sales leadership, sales strategy, sales process, sales recruiting, sales training, coaching, and consulting.
Dave has been a top-rated speaker at Inc. Magazine's Conference on Growing the Company, the Fortune Sales & Marketing Summit, the Sales & Marketing Management Magazine's Sales Management Conference, Sales 2.0 Conference, Inbound 2014, and hundreds of other events.
LinkedIn - https://www.linkedin.com/in/davekurlan/
Dave’s Award-Winning Blog - http://www.omghub.com/salesdevelopmentblog
Email - dkurlan@objectivemanagement.com
Listen to more episodes of the Outside Sales Talk here and watch the video here!
Craig Wortmann, the Founder and CEO of Sales Engine, has been a professional sales person for 25 years. He is the author of What’s Your Story?, a book that looks at how leaders and sales professionals use stories to connect, engage and inspire. Craig is also a Clinical Professor of Entrepreneurship at Northwestern University’s Kellogg School of Management and the Founder of the new Kellogg Sales Institute. Craig designed, developed and teaches the award-winning course called “Entrepreneurial Selling,” ranked by Inc. Magazine as one of the “Top Ten” courses in the country. In this episode, Craig explains how salespeople can become exceptional virtual sellers.
Here are some of the topics covered in this episode:
- Why prospecting should be increased during this time
- Tips for keeping virtual meetings with prospects snappy
- How to stop a prospect from ghosting you
- The secret ingredients in a great virtual presentation
About the Guest:
Over the last twenty-five years, Craig has developed a set of sales and leadership tools critical to delivering results. This became the cornerstone of Sales Engine Inc. At Northwestern University’s Kellogg School of Management, Craig won the Faculty Excellence Award, given to the professor who has had the most positive impact on the students.
In May 2018, Craig launched The Art of Sales: Mastering the Selling Process, a four-part Massive Open Online Course (MOOC) Specialization with Coursera. The purpose of the online MOOC is to become as efficient and effective at selling as possible. In addition, he serves as an Operating Partner at Pritzker Group Venture Capital where he helps grow the sales engines of its portfolio companies.
LinkedIn - https://www.linkedin.com/in/craigwortmann/
Twitter - https://twitter.com/craigwortmann
Instagram - https://www.instagram.com/craigwortmann/
Listen to more episodes of the Outside Sales Talk here and watch the video here!
In today's episode, Steve has a BIG announcement - The Sales Hall of Fame is here!
This is a platform to celebrate the sales leaders who have inspired all of us! Curious to see who the first inductees are? Check them out here!
(Hint: If you listen to today's OST episode, you may find a very familiar face in there...)
Ian Altman is a CEO, keynote speaker, and sales advisor. He co-authored the best selling book “Same Side Selling”. Ian also hosts the popular Same Side Selling Podcast. In this episode, Ian explains how salespeople can improve their skills by following athletes’ tactics.
Here are some of the topics covered in this episode:
- The secret tips salespeople must learn from athletes
- How to identify the right prospects for your business
- Tips for reps to overcome their resistance to practice
- The key principles of a successful role-play session
About the Guest:
Ian Altman has been a leader in sales and business development for over two decades. He’s grown his businesses to over one billion in revenue. His business helps B2B companies improve their sales strategy and achieve strategic growth, from zero to over $1 billion in value.
Seth Godin, recommends Ian’s book, “Same Side Selling”, as one of two books to read on B2B selling – the other one being SPIN Selling from 1988. You can also find hundreds of Ian's articles on Inc and Forbes.
LinkedIn - https://www.linkedin.com/in/ianaltman/
Website - https://www.ianaltman.com/
Get exclusive access to the Same Side Selling Academy resources: https://samesidesellingacademy.com/
Listen to more episodes of the Outside Sales Talk here and watch the video here!
Tom is an entrepreneur, speaker, and author of the book Evolved Selling™: Optimizing Sales Enablement in the Age of Frugalnomics. He is Mediafly’s Chief Evangelist, and he focuses on developing new practices for sellers and marketers to communicate and quantify business value to increasingly frugal buyers. In this episode, Tom covers how field salespeople can effectively navigate this crisis, with tips for sales managers on how to best adapt to the new work dynamic.
Here are some of the topics covered in this episode:
- How field salespeople can provide meaningful value during this time
- How to make the buyer's journey easier amidst tightening budgets
- Tips for reps to meet quota and show accountability
- Daily habits and routines for working remotely
- Ways to maintain a winning mindset
About the Guest:
Over the past decade, Tom has engaged in the launching and maturing of several innovative technology companies. During his role as Managing VP of Gartner, he played a major role in making Gartner into the industry standard it is today. Today Tom is the Chief Evangelist at Mediafly and the Founder of the Evolved Selling Institute.
LinkedIn - https://www.linkedin.com/in/tompisello/
Website - https://www.evolvedselling.com/ - Evolved Selling Institute, has interactive tools, free books during the Coronavirus, & provides a great community during this time
Listen to more episodes of the Outside Sales Talk here and watch the video here!
P.S.: Don’t miss Steve’s announcement about a new project we’re releasing next week. It’s going to be a way to celebrate the top sales leaders that have inspired all of us.
Stay tuned to know more!
George is the CEO at Vendasta, an award-winning platform that helps companies sell digital marketing solutions to local businesses. With more than 30 years’ experience in sales, George helps businesses to adapt their sales and marketing strategies to the digital era. In this episode, George discusses how important a salesperson’s online presence has become and how to leverage it.
Here are some of the topics covered in this episode:
- How the digital age has changed our relationship with customers
- Tips on how to instantly improve your online presence
- How to deal with negative online reviews
- Where does your online strategy fits in your sales process
About the Guest:
Apart from his role at Vendasta, George is also the host of the Conquer Local podcast, where he aims to help organizations sell digital solutions to SMBs by providing them insider knowledge and best practices from industry experts.
LinkedIn - https://www.linkedin.com/in/georgeleith/
https://www.conquerlocal.com & https://www.conquerlocal.com/podcast/
Listen to more episodes of the Outside Sales Talk here and watch the video here!
Jim Pancero has lived through five market disruptions and has mastered the art of leading a sales team through these unpredictable times. In this episode, Jim gives us some tips on how to navigate through the Coronavirus health crisis as sales professionals.
Here are some of the topics covered in this episode:
- How to utilize this downtime to keep market share and even build a competitive edge
- The way a manager can help their reps get proactive and work harder
- How to maintain a strong bond with existing customers
- Why it is important to continue prospecting and how to do it
About the Guest:
Jim Pancero is a Sales Speaker who has guided sales professionals in more than 80 different industries. He has been chosen to be part of the Speakers Hall of Fame of the National Speakers Association. Through his talks and workshops, Jim helps sales teams to increase their personal “Powerhouse Selling Advantage.”
Pancero.com/virus
Pancero.com
LinkedIn - https://www.linkedin.com/in/jimpancero/
Listen to more episodes of the Outside Sales Talk here and watch the video here!
Ron Carucci is the co-founder and managing partner at Navalent, a leadership development, and strategy consulting firm. He has a 30-year track record helping some of the world’s most influential executives tackle challenges of strategy, organization, and leadership. In this episode, Ron shares his own idea of selling and what part can a salesperson play exactly.
Here are some of the topics covered in this episode:
- Why it is important to help first, then sell
- How to view selling as a relationship and not a transaction
- The steps to take actively listen to your prospects and understand their perspective
- How to become a protagonist in your prospect’s story
About the Guest:
Ron is the co-founder and managing partner at Navalent, where he offers his guidance to some Fortune 10’s CEO, on topics such as business strategy, organization, and leadership. He is also a bestselling author of 8 books and regularly contributes to prestigious business publications such as HBR or Forbes.
Website: navalent.com - with a free e-book to download
LinkedIn: https://www.linkedin.com/in/roncarucci/
Twitter: https://twitter.com/RonCarucci
Forbes article: https://www.forbes.com/sites/roncarucci/2017/05/22/deep-connections-like-these-will-make-you-very-influential/
Listen to more episodes of the Outside Sales Talk here and watch the video here!
Liam Martin has founded multiple businesses and has turned into an advocate for remote work. He is passionate about learning how people work and thus created Running Remote, the world’s largest remote work conference. In this episode, Liam teaches us how to gain advantage of remote work, whether as a sales rep or a manager.
Here are some of the topics covered in this episode:
- Remote work in its actual form
- How to overcome the downsides remote work can generate
- Why is remote work crucial for the future of salespeople
- How to manage remote sales reps
About the Guest:
Liam Martin is the co-founder of Time Doctor, a tool that provides time-use analytics for companies. He also co-founded staff.com, a company that concentrates on providing companies with long-term outsourced labor relationships, and Running Remote, the world’s largest remote work conference.
Website: timedoctor.com
runningremote.com/liam
Youtube: youtube.com/runningremote
Listen to more episodes of the Outside Sales Talk here and watch the video here!
Jon Selig has over 10 years of experience in sales. He now offers comedy writings for sales teams, training and workshops. In this episode, Jon digs on how humour can be used to overcome common difficulties encountered by salespeople.
Here are some of the topics covered in this episode:
- How to use a good joke to capture your prospects’ attention
- Why humour is one of the best way to break the ice
- The best way to formulate a joke
- Learn how to “roast your prospect’s pain”
About the Guest:
Website: http://jonselig.com/
LinkedIn: https://www.linkedin.com/in/jonselig/?originalSubdomain=ca
Listen to more episodes of the Outside Sales Talk here and watch the video here!
Francesca is a cannabis entrepreneur, advocate, and speaker. She’s the co-founder and marketing director at Alias Cann, an on-demand cannabis sales and marketing agency founded in 2017 out of Delaware. In this episode, she explains the particularities of the sales process in the upcoming cannabis industry.
Here are some of the topics covered in this episode:
- The evolution and booming of the cannabis industry
- The role of outside sales in the cannabis industry
- The legal hurdles and other challenges concerning the cannabis industry
- The reputation around the cannabis industry
About the Guest:
Website: https://www.aliascann.com/
Email: francesca@aliascann.com
Listen to more episodes of the Outside Sales Talk here and watch the video here!
Alice Heiman is the founder and Chief Sales Officer at ‘Alice Heiman, LLC’, a sales consultancy, and has over 20 years of experience in sales strategy and coaching. She helps companies grow into profitable and powerful businesses using detailed strategies. In this episode, Alice delivers some of her best tactics to ensure healthy and strong relationships with customers and turn them into advocates for any business.
Here are some of the topics covered in this episode:
- The steps to transform a satisfied customer into a loyal one
- What are the right questions to ask to understand your customers’ needs
- Why team selling is better than assigning separate tasks to separate reps
- How important it is to remember that buyers are human too
About the Guest:
Alice Heiman is a sales strategist, coach and keynote speaker with over 20 years of experience. She’s the founder and Chief Sales Officer at ‘Alice Heiman, LLC’ a sales consultancy that provides strategy and tactics for companies dealing with complex B2B sales and helps them accelerate business growth. She is also the co-founder and CRO of TradeShow Makeover, a program that provides winning strategies for closing deals at trade shows.
Website: aliceheiman.com
LinkedIn: https://www.linkedin.com/in/aliceheiman/ Send her a message saying you heard her on the Outside Sales Talk podcast
Listen to more episodes of the Outside Sales Talk here and watch the video here!
Shari is the founder of the Shari Levitin Group and the bestselling author of “Heart and Sell: 10 Universal Truths Every Salesperson Needs to Know,” now in over four languages. As CEO of Levitin Group, she has helped create over 1 billion dollars in increased revenue for companies in over 40 countries. Shari has been awarded as one of LinkedIn’s Top Ten voices in sales in 2019, and was premiered in the Salesforce film “The Story of Sales”. In this episode, Shari shares her secrets to uncover customer’s emotions and sell more effectively.
Here are some of the topics covered in this episode:
- How to use stories to create a feeling of emotion and a sense of urgency
- The top skills salespeople need to master to get trust from customers
- How to use empathy, reliability, and integrity to sell with authenticity
- How to ask the right questions to build rapport with customers
You can listen to this episode on iTunes, Stitcher, Spotify, Google Play or wherever you get your favorite podcast!
About the Guest:
LinkedIn: https://www.linkedin.com/in/sharilevitin/
E-mail: shari@sharilevitin.com
"Heart and Sell: 10 Universal Truths Every Salesperson Needs to Know"
Get a free quiz to discover if you lead with empathy or courage: Text “Heart and Sell” to 31996
Listen to more episodes of the Outside Sales Talk here and watch the video here!
Mark Roberge is the former CRO of Hubspot, a marketing enablement company to which he contributed a revenue increase of over 6,000%. He now delivers his Sales Acceleration Formula at Harvard, in his book, and in this podcast.
Here are some of the topics covered in this episode:
- Why we should all dedicate time to personal development
- How to fit your buyer’s needs and be a better seller
- The step to follow to draft an efficient sales process
- The impact of technology in the sales funnel
About the Guest:
Mark Roberge is the former CRO of Hubspot, and now a lecturer at Harvard BS and MD of Stage 2 Capital, a venture capital fund. He is also the bestselling author of the award-winning book, “The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to Go from $0 to $100 Million”. He was named one of Forbes' Top 30 Social Sellers in the World, Mark has also won the Salesperson of the Year award at the MIT Sales Conference in 2010.
LinkedIn: https://www.linkedin.com/in/markroberge/
Listen to more episodes of the Outside Sales Talk here and watch the video here!
Kim Orlesky is the president of KO Advantage group where she delivers valuable sales tips for B2B businesses. She is also a three-time author and a motivational speaker.
Here are some of the topics covered in this episode:
- How to avoid burn-out as sales reps
- Why it is important to switch to a new paradigm in sales
- The importance of remaining curious and staying far from assumptions
- Why we shouldn’t focus on the clients’ problems, but rather on their aspiration.
About the Guest:
Kim is a leading sales coach, three-time author, international speaker, and podcast host. She is the president of KO Advantage group, the fastest growing sales training company focused on high-value B2B services.
LinkedIn: https://www.linkedin.com/in/kimorlesky/?originalSubdomain=ca
Sell More Faster: https://www.amazon.com/Sell-More-Faster-Premium-Solution/dp/0998890529
Podbean: Listen to more episodes of the Outside Sales Talk here
Tim has over 30 years of experience in increasing sales organizations' performance. He has developed processes to refine the buyer-seller relationship and maximize the chances of selling. In this episode, Tim delivers some of his top tips to understand and suit present-day buyer needs.
Here are some of the topics covered in this episode:
- How buying behavior is changing
- What is expected of the modern seller
- The need for salespeople to create their own brand to succeed
- Why the “one strategy fits all” selling strategy is overrated
About the Guest:
Tim Sullivan is Corporate Vice President of Business Development at Sales Performance International. He authored several books on sales practices, including “The Collaborative Sale” and “The Solution Selling Fieldbook”. Tim has over three decades of experience working to improve the performance of sales organizations.
The Collaborative Sale - https://www.amazon.com/Collaborative-Sale-Solution-Selling-Driven/dp/1118872428
www.spisales.com - blog & white papers
tsullivan@spisales.com
704-227-6500
Listen to more episodes of the Outside Sales Talk here and watch the video here!
Scott is a top start-up sales leader and the best-selling author of “Addicted to the Process”. He’s the founder and CEO of Scott Leese Consulting, a firm that has helped companies scaling from $0 - $25m ARR. He is also the founder of Surf and Sales, a company that provides an alternative to standard sales conferences by providing deeper learning and meaningful relationships while learning to surf in a paradise destination. In this episode, Scott shares his two decades of sales and leadership experience and reveals his process to achieve sales success.
Here are some of the topics covered in this episode:
- How to be more confident and take effective decisions
- Top tips for better work-life balance
- The best habits to build a mindset for success
- How to use the addiction model to close deals like a pro
About the Guest:
Based in Austin, TX, Scott is a 3-time winner of the Top 25 Inside Sales Professionals by the American Association of Inside Sales, and a highly sought-after consultant, adviser, leader, and sales trainer. He has been Senior Vice President of Sales at Qualia and OutboundEngine, as well as Vice President of Sales at Main Street Hub. Scott has spent his entire professional career building and scaling sales orgs at SaaS companies and has a proven track record of lifting organizations to new heights.
LinkedIn: https://www.linkedin.com/in/scottleese/
Websites:
http://www.scottleeseconsulting.com/
https://www.surfandsales.com/
Listen to more episodes of the Outside Sales Talk here and watch the video here!
Elinor is a best-selling author, motivational speaker, and Sales blogger. Her book, Nice Girls DO Get the Sale: Relationship Building that Gets Results, is an international best-seller featured in TIME Magazine and on CBS news. In this episode, Elinor describes the importance of personal branding when it comes to your sales career.
Here are some of the topics covered in this episode:
- What your personal brand is and how to develop it
- How being “personably professional” can create more sales opportunities
- The importance of treating everyone you meet with respect
- How to stand out in a sales industry filled with bold personalities
About the Guest:
Elinor is a motivational speaker and sales trainer for Smoothsale.net, a website dedicated to teaching others how to achieve their own success through sales, entrepreneurial, and marketing communication skills combined. Elinor has written 3 books, including her most recent “HIRED!”, which explains the best practices for selling yourself in sales interviews.
LinkedIn: https://www.linkedin.com/in/elinorstutz/
Website: https://smoothsale.net/
Listen to more episodes of the Outside Sales Talk here and watch the video here!
Alice is a sales and leadership consultant, author, and speaker with more than 36 years of experience in the industry. She is the president of Sales Training Consultants, a company that specializes in sales and leadership training solutions as well as the founder of Sales Training Werks, a do-it-yourself sales training solution. In this episode, Alice goes over her three tried and true actions to help sales teams meet their quotas consistently.
Here are some of the topics covered in this episode:
- Why managers participating in ride alongs is so important
- How to alter your leadership style for different types of sales reps
- Tips for giving your sales reps the most effective feedback
- Advice for Women sales managers in today’s world
About the Guest:
After transitioning from teaching to a career in sales, Alice found success quickly, becoming only the 3rd woman to be promoted to a management role in a company with 870 sales representatives. Over the next 15 years, Alice became recognized as a top sales distributor for two leading sales training organizations. Her latest business, SalesTrainingWerks.com, focuses on training sales reps to achieve sales quotas consistently. Alice was recently listed in Crazy Call’s Top 18 Most Influential Women in the Sales World 2019.
LinkedIn: https://www.linkedin.com/in/alicekemper/
Website: https://www.salestrainingwerks.com
Listen to more episodes of the Outside Sales Talk here and watch the video here!
Adam Hempenstall is the CEO of Better Proposals and has led to over $500,000,000 of sales won using the software. His solution allows salespeople to close more deals through automating the process of creating effective proposals. In this episode, Adam explains how automating the proposal process will make its delivery impactful and efficient.
Here are some of the topics covered in this episode:
- The best tips to create a powerful introduction for your proposal
- Why empathizing with the prospect is key during a proposal
- How automation helps you spend time on what matters most
- The importance of following up in a timely fashion
About the Guest:
Adam started his career in web design at age 14. He is now the founder and CEO of Better Proposals, which helps business owners and salespeople close more deals through automating the process of creating effective proposals. He also manages the Better Proposals marketing team to help grow the business. Adam has written 4 books, including ‘Automate Your Business.’
He has published articles in Medium, ReadWrite, and LinkedIn.
LinkedIn: https://www.linkedin.com/in/adam-hempenstall-9b774931/
Website: https://betterproposals.io/
Listen to more episodes of the Outside Sales Talk here and watch the video here!
Shawn Finder is the founder and CEO of Autoklose, a revolutionary outbound sales automation platform. He is also the author of "The B2B Sales Handbook" and has been named a Top 25 Sales Engagement influencer. In this episode, Shawn explains how to use automation tools to get more qualified leads and keep your sales process ongoing!
Here are some of the topics covered in this episode:
- How sales reps can find time to generate qualified leads
- The best tools to save time and automate your tasks
- How to ensure a great follow-up with your prospects
- Tips to get in front of decision makers and identify their pain points
You can listen to this episode on iTunes, Stitcher, Spotify, Google Play or wherever you get your favorite podcast!
About the Guest:
Shawn was one of North America’s top tennis players before getting his MBA and starting a career in sales. He stepped into the entrepreneurial world at the age of 24 and discovered that selling was his passion. In 2013, Shawn founded ExchangeLeads, a list-building company that helps salespeople build quality lists for reaching out to new prospects. He created Autoklose in 2018 to help salespeople save time and automate their tasks.
LinkedIn: https://www.linkedin.com/in/shawnfinder/
E-mail: shawn@autoklose.com
Website: www.autoklose.com
Download for free "The B2B Sales Handbook": https://autoklose.com/books/b2bsales
Listen to more episodes of the Outside Sales Talk here and watch the video here!
Bill Caskey and Bryan Neale are Sales coaches and speakers, they co-hosts the Advanced Selling Podcast, a Top 30 Business Podcast on iTunes and one of the “19 podcasts worth more than an MBA” according to Inc. In this episode, Bill and Bryan show how to be a great leader and drive your team for success.
Here are some of the topics covered in this episode:
- How to develop a leadership mindset and become a “follow-able” leader
- The secrets to build a healthy and successful team culture
- The best ways to encourage reps to take on leadership roles
- How to shift focus from your customer to your team
You can listen to this episode on iTunes, Stitcher, Spotify, Google Play or wherever you get your favorite podcast!
About the Guests:
Bryan Neale is a sales trainer and coach, who has helped B2B teams, managers, and CEOs for over 20 years. He is the CEO of Blind Zebra, a company that helps people take action on things they "say" they want to do but haven't actually "done" anything yet. Bryan is also an NFL referee and loves training teams about the similarities between sales and football.
Bryan’s LinkedIn: https://www.linkedin.com/in/bryanneale/
Bill Caskey is a sales coach leader who has written several books, including Same Game New Rules. He is also the creator of the 2X Group and World Class Sales Leader Masterminds. Bill is currently the president and founder of Caskey Achievement Strategies, a company which focused solely on developing B2B sales and leadership teams.
Bill’s LinkedIn: https://www.linkedin.com/in/billcaskey/
Listen to Bill and Bryan’s podcast: https://advancedsellingpodcast.com/
Listen to more episodes of the Outside Sales Talk here and watch all videos here
Mike Fossi is the Head of Sales at Rainmakers, a career marketplace for salespeople. With Rainmakers, he is aiming to fix the hiring process in Sales. Mike helps clients use software to find candidates that are top in their field, and are currently interested in new opportunities. In this episode, he shares how companies can source the best talent in Sales.
Here are some of the topics covered in this episode:
- What to look for in a salesperson’s resume
- How to interview candidates for a sales position
- How salespeople can increase the chances of landing their dream job
- Tips to discover sales talent
You can listen to this episode on iTunes, Stitcher, Spotify, Google Play or wherever you get your favorite podcast!
About the guest:
Mike Fossi is the Head of Sales at Rainmakers. After studying at the University of California, Santa Barbara, he focused on Sales and now has more than 10 years of experience in the area. Mike has managed accounts for companies such as LinkedIn, Salesforce, or Hired. He is specialized on Account and People Management, as well as identifying and retaining top talent.
Contact the Guest:
LinkedIn: https://www.linkedin.com/in/michaelfossi/
Email: mike.fossi@rainmakers.co
Website: https://www.rainmakers.co/
Check out the video and more episodes of the Outside Sales Talk here!
Steve Thompson is the founder and managing partner at Value Lifecycle, a B2B deal training and consulting firm. Over the course of his career, he has helped close more than $15 billion in B2B deals in over 120 different industries. Steve is also the author of multiple books guiding salespeople through the “Value Lifecycle”. His latest book, “The Compelling Proposal”, focuses on how to deliver actual value to your prospects. In this episode, he explains how salespeople can close more deals by creating the perfect proposal.
Here are some of the topics covered in this episode:
- Why most proposals do not help the buyer make an informed decision
- What salespeople should focus on when writing a proposal
- Tips to build long-term relationships between buyers and sellers
- How to create a great proposal in 7 slides
You can listen to this episode on iTunes, Stitcher, Spotify, Google Play or wherever you get your favorite podcast!
About the guest:
Steve Thompson is a sales consultant, coach, and author. He holds an MBA degree from the Kellogg School of Management, has over 30 years of experience in Sales and has helped closed more than $15 billion in deals. As the CEO and founder of Value Lifecycle, Steve works with buying and selling programs around the globe. With his company, he helps organizations develop and present great value propositions to customers, and navigates them through negotiations.
Website: www.valuelifecycle.com
LinkedIn: www.linkedin.com/in/steve-thompson-61913b17/ - check out his articles
Email: steve@valuelifecycle.com - questions about sales, need help with deals
Youtube: Check out more episodes of the Outside Sales Talk here!
Jason Bay is the Co-founder of Blissful Prospecting, a company that helps B2B sales reps, SMBs, and nonprofits create sustainable revenue growth. At Blissful Prospecting, he's in charge of growing the company through marketing and sales efforts. His sales experience dates back to 2008, having worked with hundreds of sales reps and personally closed millions of dollars in revenue during his career. In this episode, Jason explains how to build a predictable pipeline from scratch and to convert your prospects into valuable clients.
Here are some of the topics covered in this episode:
- The best ways to keep your sales pipeline full using effective prospecting
- How to take advantage of segmentation to communicate with prospects
- Tips to empathize better with prospects
- What is the R.E.P.L.Y method and how to use it to improve your outbound strategy
You can listen to this episode on iTunes, Stitcher, Spotify, Google Play or wherever you get your favorite podcast!
Contact the Guest:
Summary of the R.E.P.L.Y method: https://blissfulprospecting.com/outsidesales
LinkedIn: https://www.linkedin.com/in/jasondbay/
Website: https://blissfulprospecting.com
Email: jasonbay@blissfulprospecting.com
Youtube: Check out more episodes of the Outside Sales Talk here!
Jamal Reimer is a Strategic Account Manager at Oracle. He has closed over $150 million in SaaS revenue throughout his career and is an expert in closing mega deals worth more than $50 million. Jamal has over 30 years of experience in Sales. Today, he lives in Sweden and manages major accounts in the pharmaceutical industry.
Here are some of the topics covered in this episode:
- How sales reps can build a daily routine to get in the right mindset
- What sales reps can do to break through mental barriers
- How mentorship can help close mega deals
- Leveraging senior level execs to close bigger deals
- How to prepare for a mega deal meeting
You can listen to this episode on iTunes, Stitcher, Spotify, Google Play or wherever you get your favorite podcast!
About the Guest:
Jamal has more than 30 years of experience in sales and leadership. He started selling books door-to-door and worked his way up to close multiple mega deals.
After his studies at the University of North Carolina, Jamal worked as a Sales Manager for companies like Citibank, Southwestern Company, and Oracle. Over the course of his career, Jamal has closed more than $150 million in Saas revenue and is one of the top performing managers at Oracle.
LinkedIn: https://www.linkedin.com/in/jamal-reimer/
The Sales Tribe (LinkedIn Group): https://www.linkedin.com/groups/8742602/
Book recommendations:
Blue Ocean Strategy by W. Chan Kim and Renée A. Mauborgne
How to Get a Meeting with Anyone: The Untapped Selling Power of Contact Marketing by Stu Heinecke
Listen to more episodes of the Outside Sales Talk here and watch the video here
Jamie Crosbie is the CEO and Founder of ProActivate, a talent acquisition firm focused on sales and leadership talent. She is an active member of Women’s Business Enterprise National Council and Women Sales Pros among other business organizations. She is also the author of the book “The Power of 2, Exponential Sales Leadership”. In this episode, Jamie explains how to build a gender diverse sales team to drive excellence.
Here are some of the topics covered in this episode:
- The benefits of having a gender balanced sales team
- Where to find top performing sales women and the best practices to recruit them
- How to communicate and empathise with women in sales
- Mentoring women to promote them into leadership positions
- How to create a more inclusive culture for women in sales
You can listen to this episode on iTunes, Stitcher, Spotify, Google Play or wherever you get your favorite podcast!
About the Guest:
Jamie has more than 20 years of experience in sales leadership and the talent acquisition industry. She founded ProActivate over 12 years ago to provide business leaders with the components to win and promote excellence among their teams.She started her career in traditional recruiting firms primarily in sales leadership positions. The following five years were spent within online recruitment where she served as Vice President of Sales at Career Builder. Jamie is a certified speaker in The High Performance Mindset ® system, a revolutionary model that is elevating the performance of professionals ranging from athletes to executives to sales leaders.
Company website: https://proactivate.net/
Website: http://jamiecrosbie.com/
LinkedIn: https://www.linkedin.com/in/jamiecrosbie/
Twitter: @jmcrosbie
Phone number: +1 (214) 720-9922
Listen to more episodes of the Outside Sales Talk here and watch the video here.
Chris Voss is the CEO of the Black Swan Group, a firm that works with companies and individuals to take their negotiation skills to the next level. He is a 24-year veteran of the FBI, and he retired as the lead international kidnapping negotiator. Chris is also the author of the national best-seller: "Never Split The Difference: Negotiating As If Your Life Depended On It," which was named one of the seven best books on negotiation. In this episode, Chris explains how to apply high-stake negotiation techniques to never lose a sale.
Here are some of the topics covered in this episode:
- How to get your prospects to talk and reveal what they’re holding back
- The secret behind encouraging your prospects to show off
- The power of getting your prospect to say NO
- Triggering the right questions to get true information
- How to get your prospects to say “That’s right” instead of “You’re right”
You can listen to this episode on iTunes, Stitcher, Spotify, Google Play or wherever you get your favorite podcast!
About the Guest:
Chris was trained in the art of negotiation not only by the FBI but also by Scotland Yard and Harvard Law School. He has used his many years of experience in international crisis and high-stakes negotiations to develop a unique program and team that applies these globally proven techniques to the business world. Chris has lectured on negotiation at top business schools and universities across the US and has been seen on ABC, CBS, CNN, Fox News, and Forbes.
Website: https://blackswanltd.com/
LinkedIn: https://www.linkedin.com/in/christophervoss/
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Listen to more episodes of the Outside Sales Talk here and watch the video here!
Max Altschuler is the founder and CEO of Sales Hacker, a global digital media company for Sales professionals. He is also the Vice President of Marketing at Outreach, the leading Enterprise Sales Engagement platform. Max is the author of “Hacking Sales” and “Career Hacking for Millenials”. In this episode, he explains how salespeople can build engagement with a prospect to ‘be on the same team’.
Here are some of the topics covered in this episode:
- How sales is becoming a science and how to take advantage of that
- What salespeople can do to optimize their field prospecting
- How to measure the quality of the relationship with a prospect or customer
- Tips for salespeoples to increase efficiency in the field
You can listen to this episode on iTunes, Stitcher, Spotify, Google Play or wherever you get your favorite podcast!
About the Guest:
Max is an entrepreneur and salesman. With his interest in sales, psychology and technology, he is helping companies build modern, efficient, high tech sales processes that generate more revenue while using fewer resources. Besides his managing roles at Outreach.io and Saleshacker, he is also the author of the bestselling book “Hacking Sales”. Max was also named one of LinkedIn Top Voices of 2018 for Sales.
Website: https://www.outreach.io
Educational resources: https://www.saleshacker.com/
LinkedIn: https://www.linkedin.com/in/maxaltschuler/
Copy of his bestselling sales book: https://salesengagement.com/
Youtube: Listen to more episodes of the Outside Sales Talk here!
Podbean: Listen to more episodes of the Outside Sales Talk here and watch the video here!