Breakaway Sales With Mike Kerrison: Recent Episodes
Mike Kerrison
Breakaway Sales is essential training, lessons, expertise and insights to empower you with ongoing expert sales coaching so you can crush quota. Host Mike Kerrison has spent his career helping salespeople, sales managers, and sales organizations develop high performance, Breakaway sales skills. His innovative solutions, down-to-earth delivery and field-tested, results-driven methodologies help thousands of sales reps across different industries around the country build better careers and better lives.
The CMO is responsible for understanding the unique story of an organization and who wants to hear that story. In ideal cases there's a close relationship between the CMO and a VP of Sales, so that the marketing and sales messages are consistent. Selling to the CMO means knowing what's important to them and how to speak their language - and especially what their frustrations are with ineffective marketing. In today's episode Mike talks through the relationships and responsibilities salespeople should understand when it comes to selling to the CMO and introduces us to his Breakaway Marketing Attraction Engine, a methodology for easy modern marketing.
The CFO has eyes on a network of complexities inside a successful business, from revenues to reporting, taxes to managing targets. They're looking for some specific things in a sales conversation - things that deliver confidence or that contribute to skepticism. In today's episode I'll break down what the CFO is experiencing and how your leading questions, listening, and especially objection handling must be laser focused on what the CFO needs and wants to hear and know from you to move forward with confidence.
This episode of Breakaway Sales Pro starts a series of selling to the C-Suite, and we're starting off with the CEO. How do you sell to the CEO? What are their unique needs, perspectives, and problems? How can you connect?
The CEO's primary responsibility is one of vision, leadership, and guidance. They need to be meticulous planners, gatekeepers, key-holders and prognosticators. Learn more about how your product, services, and sales messaging needs to connect to those concerns so you're seen as an ally, trusted counselor, and ultimately a help - not a hindrance - for the CEO to get the job done.
When a brand new company gets started, they've got energy and inertia on their side. They're excited about what they're building, putting the right pieces together, focusing on the right things at the right times. Team members are surrounding themselves with other high caliber talents to help move the company forward.
Guess what - you are the CEO of You, Inc., and every day you have the power to manage your day to achieve results. This means focusing on the right things, at the right times, in the right ways. It also means creating a lifestyle that helps you get good work done.
In this episode of Breakaway Sales Pro, Mike Kerrison breaks down his daily workflow, how and why he does what he does to create success, and how each day's exercise in Mental Toughness can help you take small, realistic steps to achieving breakaway sales results.
Today we're going to look at a real-world, actual scenario where, facing objections that threatened a mid-six-figure deal, I responded to those objections with listening, empathy, understanding, and problem solving. This is real meat-on-the-bone stuff - the must-do, tactical and practical art of not falling into pitfalls, traps, or bad habits and instead getting the customer on your side to get deals done. Learn more about these and other ways to improve your sales skills at mikekerrison.com!
Objection handling is a key skill for the breakaway sales pro, and sets apart the top tier from the rest of the pack. In this episode we unpack 3 essential steps for successfully handling objections - eliminating friction, turning "no" into "not yet", and learning to stay involved. Additionally we'll look at the 4 aspects of the objection: No trust, no need, no help, no hurry. When you understand which of these your prospect is dealing with, you can learn to overcome.
In today's episode we learn how Breakaway Sales Performers rise above The Gap to master the meaningful skills to meet today's sales challenges
We'll talk about prospecting - including my pro tip the 9x9 and 5x5 approaches - and how Breakaway Sales Pros are masters at using the back sales wheel - the Power Wheel.
You can learn much more about the skills I talk about in this episode and some specific ways I can help you master them at breakawaysalespro.com. Use coupon code PODCAST to save 10%!
In today's episode we explore how current events - like the Covid-19 pandemic - can create shifting sand underneath us that even the best sales professionals can sometimes struggle to weather. Breakaway Sales Performers are surprisingly unfazed though, because they've mastered the skill of meticulous planning.
We'll talk about how to plan not just to hit quota but to exceed it, and simplify your time and territory management to serve that goal. We'll also talk about some common pitfalls to avoid in overthinking productivity.
You can learn much more about the skills I talk about in this episode and some specific ways I can help you master them at breakawaysalespro.com. Use coupon code PODCAST to save 10%!
Welcome to my new podcast as I introduce you to the 4 secrets - the breakaway habits - of the best sales professionals in the world. Two things are true: These are the consistent behaviors, beliefs, actions and tactics of the true sales all-stars, and it doesn't have to be so complicated. We'll look high-level at the cornerstones of becoming a Breakaway Sales Pro.
Visit breakawaysalespro.com for much more. Use coupon code PODCAST for 10% off your breakaway sales training.