Shows
THE EMBC NETWORKHow to Stop Selling and Start Solving with Julie Thomas.How to Stop Selling and Start Solving with Julie Thomas.Did you know that companies using the ValueSelling Framework have reported up to a 20% increase in sales performance? It's a game changer!Join host Rebecca Whitman as she welcomes Julie Thomas, the President and CEO of ValueSelling Associates, to dive deep into the transformative power of the ValueSelling Framework®. With a career spanning over 24 years, Julie shares her insights on leveraging this proven approach to propel success in sales, management, and leadership. In this episode, Julie unpacks her journey to the top and reveals how c...2024-11-1546 min
THE EMBC NETWORK Featuring: ihealthradio and Worldwide PodcastsHow to Stop Selling and Start Solving with Julie Thomas.How to Stop Selling and Start Solving with Julie Thomas.
Did you know that companies using the ValueSelling Framework have reported up to a 20% increase in sales performance? It's a game changer!
Join host Rebecca Whitman as she welcomes Julie Thomas, the President and CEO of ValueSelling Associates, to dive deep into the transformative power of the ValueSelling Framework®. With a career spanning over 24 years, Julie shares her insights on leveraging this proven approach to propel success in sales, management, and leadership. In this episode, Julie unpacks her journey to the top and reveals how c...2024-11-1546 min
Sale Leadership AwakeningThe Power of Passion and Culture In Driving Sales SuccessIn this episode of the Sales Leadership Awakening podcast, Logan Eaton, Executive Vice President of Sales at National Land Realty, emphasizes the significance of focus, the power of passion and culture, and the necessity for delayed gratification in the sales process. He also shares his experiences and thoughts on bridging the knowing versus doing gap in sales, including pivotal moments and strategies that have shaped his leadership style.2024-08-2522 min
Sale Leadership AwakeningHandling Conflict, Building Culture and Growing SalesIn the Sales Leadership Awakening podcast, Katrina Heim, Regional Vice President of Sales at Tableau, delves into the essential role of emotional intelligence in leadership. She discusses the impact of AI on sales leadership, emphasizing the importance of the human element in decision-making. The conversation highlights how consistency, culture, and preparedness drive success in sales teams, showcasing their transformative potential in nurturing a purpose-driven, collaborative environment.2024-08-1729 min
Sale Leadership AwakeningDeveloping Self-Confident SalespeopleIn this Sales Leadership Awakening podcast, Erika Glenn, Chief Growth Officer of Redox, shares how overcoming confidence issues transformed her leadership. She discusses the importance of self-confidence, authenticity, and open conversations in sales and offers practical tips on preparation, communication, and individualized coaching for boosting confidence in sales teams.2024-08-0917 min
Sale Leadership AwakeningThe Accountability Dilemma: Why Holding Reps Accountable is Easier Said Than DoneIn this episode of the Sales Leadership Awakening podcast, Steven Rosen and Colleen Stanley discuss the “accountability dilemma” faced by sales leaders. They explore common obstacles hindering leaders from holding their teams accountable, emphasizing the importance of clear expectations, open communication, and reframing accountability as a means of improvement.2024-08-0319 minSale Leadership AwakeningWhy Emotional Intelligence Matters In Sales Leadership In this episode of the Sales Leadership Awakening podcast, Steven Rosen and Colleen Stanley delve deep into the crucial subject of emotional intelligence (EI) for sales leaders. They emphasize the importance of honing key EI skills such as emotional regulation, self-awareness, assertiveness, empathy, and delayed gratification in sales leaders to effectively lead their teams, manage their time, and navigate challenging conversations with empathy and assertiveness.2024-07-2721 min
Sale Leadership AwakeningBridging the Gap Between Sales and MarketingIn the Sales Leadership Awakening podcast, Jenn Steele, CEO and Co-Founder of SoundGTM, delves into the friction between marketing and sales teams. She explores the common blame game—marketing faults sales for lead mishandling, while sales criticize marketing for subpar leads. She also stresses the critical role of communication, collaboration, and mutual understanding in overcoming the blame game and achieving synergy.2024-07-0626 minSale Leadership AwakeningThe Coaching Conundrum—Why Sales Leaders Fail to Develop Their TeamIn the Sales Leadership Awakening podcast, Steven Rosen and Colleen Stanley highlight sales managers' coaching challenges. They emphasize effective coaching's role in enhancing sales performance, advocating for formal processes to improve win rates and team success. They also discuss fostering a coaching culture through strategic frameworks to empower continuous skill development in sales teams.2024-06-2927 min
Sale Leadership AwakeningIs Your Value Proposition Losing You Deals?In this Sales Leadership Awakening Podcast episode, James Muir, Regional VP of Sales at UnisLink, emphasizes effective sales messaging. He highlights value proposition and storytelling and shares insights on improving engagement and sales performance. 2024-06-2222 minSale Leadership AwakeningBuilding Resilient Sales Teams To Drive Resilient RevenuesIn this episode of the Sales Leadership Awakening podcast, Steven Rosen and Colleen Stanley discuss developing resilience through managing emotional triggers and fostering optimism, which is essential for enhancing sales performance and reducing stress. This underscores emotional intelligence's crucial role in achieving sales success.2024-06-1522 min
Sale Leadership AwakeningWhat It Takes To Grow Revenues From 5M to $700MIn this Sales Leadership Awakening Podcast episode, Dan Flanagan, Chief Sales Officer of BluSky Restoration Contractors, recounts their $5M to $700M revenue surge, stressing teachability, coachability, and relentless growth effort. He advocates for a strong team culture, ownership mentality, and philanthropy's value in shaping company values.2024-06-0827 min
Scalable InsightsBill Gehrman | Inside Marketing And Social Media In Tourism | EPISODE 7In this episode of “Meet Bill Gehrman”, we get a glimpse inside running a marketing and social media business in the tourism industry.In this episode, we chat with Bill about the importance of marketing and social media in the tourism industry, as well as some tips for starting and running a successful business in this field. Tune in to learn how you can grow your tourism business using the latest marketing and social media techniques!For more information, visit our website: www.scalableinsightspodcast.comFollow our socials: https://www.instagram.com/scalableinsightspodcasth...2023-01-241h 49
Scalable InsightsLarry Dillon | The Importance Of Content | EPISODE 6Episode 3 of our series with Larry DillonIn this video, Larry Dillon talks about the importance of generating content. Content is one of the key ways that you can differentiate yourself from your competitors, and it's an important part of your marketing strategy.It is crucial that you make sure that your content is high-quality and valuable. Larry shares some tips on how to create quality content, and discusses the importance of creating content that is relevant to your audience. Watch this video to learn more about the importance of content marketing!For...2023-01-191h 07
Scalable InsightsPete Burke | Keys To Good Business Development | EPISODE 5In this video, Pete Burke, a rockstar sales rep, discusses the keys to obtaining good business development! Pete discusses how to develop and execute successful business development strategies. He also shares valuable tips on how to increase your business's chances of success.Whether you're a business owner or just starting out, this episode is a must-watch! By the end, you'll have the knowledge and skills you need to take your business to the next level.For more information, visit our website: www.scalableinsightspodcast.comFollow our socials: https://www.instagram.co...2023-01-1755 min
Scalable InsightsLarry Dillon | Consistent Ideas To Scale Your Business | EPISODE 4Episode 2 of our series with Larry DillonLarry Dillon, CEO of Wendover/InsightPRM, explains how people with the rockstar mentality have the same consistent ideas for scaling your business.For more information, visit our website: www.scalableinsightspodcast.comFollow our socials: https://www.instagram.com/scalableinsightspodcasthttps://www.linkedin.com/in/scalable-insights-podcast-046944259/For business inquiries or sponsorships, reach out to: jeffn@insightprm.com #crm #businessgrowth #salesleads #marketing #scalingyourbusiness #sales #business #podcast #salesleadership #salessuccess #businessideas #businessnews #salesexcellence #salestraining #podcasts #podcastingThanks For Watching!For mo...2023-01-121h 07
Scalable InsightsHerman Atwell | The Truths Behind Managing Operations And Sales | EPISODE 3Episode 1 of our series with Herman Atwell.Herman Atwell, Manager of Operations and Sales at Wendover/InsightPRM, explains just how difficult managing operations and sales can be.For more information, visit our website: www.scalableinsightspodcast.comFollow our socials: https://www.instagram.com/scalableinsightspodcasthttps://www.linkedin.com/in/scalable-insights-podcast-046944259/For business inquiries or sponsorships, reach out to: jeffn@insightprm.com #crm #businessgrowth #salesleads #marketing #scalingyourbusiness #sales #business #podcast #salesleadership #salessuccess #businessideas #businessnews #salesexcellence #salestraining #podcasts #podcastingThanks For Watching!For more information, vi...2023-01-1058 min
Scalable InsightsLarry Dillon | How Technology Helps Sales Reps Sell More | EPISODE 2Episode 1 of our series with Larry DillonLarry Dillon, CEO of Wendover/InsightPRM, discusses how technology can help sales representatives sell more. Watch the podcast to find out!For more information, visit our website: www.scalableinsightspodcast.comFollow our socials: https://www.instagram.com/scalableinsightspodcasthttps://www.linkedin.com/in/scalable-insights-podcast-046944259/For business inquiries or sponsorships, reach out to: jeffn@insightprm.com #crm #businessgrowth #salesleads #marketing #scalingyourbusiness #sales #business #podcast #salesleadership #salessuccess #businessideas #businessnews #salesexcellence #salestraining #podcasts #podcastingThanks For Watching!For more in...2023-01-0549 min
The Global Sales Leader podcast hosted by - Jasoncooper.io, The Sales Relationship CoachBelief Systems for Sales Winners Ian Mills - Global Sales Leader Podcast 58 with Jason CooperIn this episode of the Global Sales Leader Podcast I'm speaking with Ian Mills and we are speaking about what it takes to be successful in all areas of sales and what you need to do in your beliefs and behaviours to be at the very top of the top.
What does it take to be a successful sales leader? How do you become a top-performing and influential leader, especially in uncertain times? What impact does culture, industry and business context have? And do formal training and education make a difference.
I am fascinated by...2023-01-0141 min
The Selling WellEmotional Intelligence For Sales Success with Colleen StanleyColleen Stanley is the President of SalesLeadership, Inc., one of the world’s leading experts on emotional intelligence sales and sales management training, helping companies build resilient sales teams that are self-aware and consistently achieve sales goals. Colleen is a thought leader in emotional intelligence and the author of multiple books on the topic, Emotional Intelligence For Sales Success and Emotional Intelligence For Sales Leadership. Join us as we discuss the four parameters for emotional intelligence, with insights and strategies emphasizing how important this topic is, not only in sales but in business and in life. ...2022-11-0947 min
Energy4SalesEnergy4Sales Summit - 2022Sales Metrics, Management & Mindset That Matters!
Powered by Energy4Sales
Registration for 2023's annual summit is LIVE here (please share with your team as well): https://bit.ly/Energy4SalesSummit2023
- Subscribe to our weekly Podcast: https://podcasts.apple.com/us/podcast/energy4sales/id1529777771
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- Donate to American Cancer Society (they send a card in someone's honor for you): www...2022-09-222h 31
Conquer Local Podcast533: Emotional Intelligence | Colleen StanleyTune in as we delve into Emotional Intelligence and how it's linked to Sales success and leadership with our guest Colleen Stanley, the President and Founder of SalesLeadership, Inc, a Sales development firm. Before starting SalesLeadership, Colleen worked in one of the fastest growing companies in the US as the Vice President of Sales for Varsity and oversaw a sales team of 130 virtual sellers.Colleen is the author of two books - Emotional Intelligence for Sales Success and Emotional Intelligence for Sales Leadership. Not only was she named by Salesforce as one of the top Sales influencers of the...2022-08-1726 min
People Strategy ForumHow Emotional Intelligence Impacts Culture And Retention Throughout The Great Resignation With Colleen StanleyThe Great Resignation is still a buzzword for organizations to this day, but not all businesses have suffered this phenomenon. What are the factors that allow companies to survive and adapt? Joining the panel today is Colleen Stanley, President and Founder of SalesLeadership. She has also been named one of the Top 50 Sales & Marketing Influencers, Salesforce Top Influencers of the 21st Century, and Top 30 Global Sales Gurus. In this episode, Colleen highlights the importance of emotional intelligence and culture as the driving force behind retention. Tune in as she dives deep into leadership, accountability, and the value of practicing de...2022-05-3050 min
The Global Sales Leader podcast hosted by - Jasoncooper.io, The Sales Relationship CoachA mind for sales with mark hunter on the global sales leader podcast episode 47 - with Jason CooperIm talking with Mark Hunter on my podcast, and we discuss in great detail what it takes to be a top performer in sales and what mindset you need to achieve the highs and lows.
Why are you in sales? This message still sits in Mark's brain as he sits down with his mentor and asks an important question to change how you sit and think. Building effective relationships are core to every sale. Once you build this, everything changes.
Sales are all about having a mind; sales isn't a step by step process. It's an em...2022-05-1035 min
The GTM Kickback w/ Joey BrodskyThe GTM Kickback #51 - Why Sales Compensation Will Continue to Rise in 2022Off the back of a conversation Graham Collins of QuotaPath and I had a few weeks ago; we discussed some of the fundamental factors that are changing the SaaS Sales, and more niche-ly the SaaS Sales Compensation world as we know it.
Sales Compensation has be influenced by a number of different accelerated variables over the last 2 years. Simply put, people are empowered with more opportunity and more data, put top-performing reps in a one of the best positions they've been in years.
As a company trying to hire these reps - it's important to...2022-05-0915 min
Back to Me – Midlife Wellness, Mindset and Self-Care for WomenE#29 Celebrity Coach Chat with Tina Collura of See Yourself GrowThis week's celebrity is the super amazing (I say that a lot right... but it's always true!) - Tina Collura!
Tina is a business growth consultant, award winning productivity coach, motivational speaker and Chief Operating Office (COO) for small businesses.
She helps BUSINESS OWNERS DEVELOP THEIR BUSINESS GROWTH STRATEGY PLANS by using the G.R.O.W.T.H. Model that she developed.
If you are overwhelmed and uncertain on where you should start or confused on where you should be, Tina will take your BIG ideas and break them down for you so...2022-04-0142 min
Make Change Fun And Easy!How to make sales fun and easy...Ayesha Khan & Samia Bano in conversationStruggling with #sales? Hate sleazy tactics? Listen now to my full conversation with Ayesha Khan, #SalesLeadership Coach, to understand how you can make sales #FunAndEasy, selling through leadership, selling through storytelling, selling through your own brand embodiment and so many other techniques where you're basically selling without selling! :)Connect with Ayesha at: https://linktr.ee/Ayeshakhan.co==ABOUT SAMIA:Samia Bano is the #HappinessExpert, author, speaker, podcaster & coach for coaches and healers. Samia is most known for her book, 'Make Change Fun and Easy' and her #Podcast of the same name. With the...2022-01-2834 min
30 Minutes To The Circle Of ExcellenceShatha Al Maskiry - How Can Value Creation and Building Strong Relationships Lead to Sales Leadership Success?Shatha Al Maskiry is the Country Managing Director at Protiviti Oman. She leads Oman’s practice with a focus on Strategy & Organizational Transformation, Digitalization, and sector wide People & Change initiatives. She is the first Omani lady to hold the Managing Director position in a global consulting firm. She has been instrumental in helping Protiviti grow substantially in Oman and streamlining the firm’s business operations. Shatha was named one of the most powerful businesswomen in Oman for three years in a row (2013, 2014 and 2015) by Oman Economic Review (OER), a leading business publication. Shatha has international experience working with global cons...2022-01-2744 min
TheInquisitor Podcast with Marcus CauchiWhat Can Sales Enablement Deliver If It Is Done Well?Ben Elijah is an angry man on a mission. I like Ben, a lot. Both of us are furious tat the noble profession of selling has been derailed by finance and misdirected leadership. We explore the waste, the human costs of bad #SalesLeadership and bad #SalesEnablement.
Then we dig into what good and great look like. We postulate on the future of sales and how we think companies and sales professionals need to adapt if they wish to thrive in the future.
Contact Ben via linkedin.com/in/benelijah
Website: inkandben.com (Company Web...2021-09-161h 00
RaincatcherHow Empathy Boosts Sales With Michael KuehnDo you want to create productive sales teams in your business? Develop their emotional intelligence because empathy boosts sales! Marla DiCarlo’s guest in this episode is Michael Kuehn, the Vice President of Sales at SalesLeadership, Inc. You can teach anyone the nuts and bolts of the sales process, but if they don’t have impulse control, they will skip vital steps. Tune in and learn more how you can help your team boost sales. Hosted by Marla DiCarlo and Susan Frew, this show discusses the ins and outs of selling and buying businesses and bui...2021-09-1529 min
My Startup PodcastHow GASP Sale academy is Building Sales Super Hero?#salesmasterchef #salestraining #salesacademy #sales #sale #salestips #salesdevelopment #salescoaching #salesandmarketing #salescoach #flagshipcourse #salesexperts #salesprocess #Salesleadership #salesenablement #salesleadership #SalesLeaders #SalesTeam #salesmanagement #SalesStrategy #Salesforce #ValueSales #ValueSelling #marketing #marketingtips #startupnews #askmentor #mystartuptv #majorsunilshetty #startupindia2021-09-0202 minMy Startup PodcastGASP is the best sales training for Business Professionals | MyStartup TV#salesmasterchef #salestraining #salesacademy #sales #sale #salestips #salesdevelopment #salescoaching #salesandmarketing #salescoach #salesprocess #Salesleadership #salesenablement #salesleadership #SalesLeaders #SalesTeam #salesmanagement #SalesStrategy #Salesforce #ValueSales #ValueSelling #marketing #marketingtips #entrepreneur #startups #startupnews #askmentor #mystartuptv #majorsunilshetty #startupindia2021-08-2708 min
Demo DiariesDemo Diaries: Ep 032 | "Being Appreciated For Your Demo"🎙: In this episode, our host Jorge L Soto interviews Dale Dupree, Founder and CEO at The Sales Rebellion! Dale is an Orlando, FL-based social media influencer and sales expert who's journey is inspiring, and insights are effective! -- 👉🏽 Social Handles 👈🏼 🧑🏻💼 Expert's Linkedin: https://www.linkedin.com/in/copierwarrior/🏢 Company's Linkedin: https://www.linkedin.com/company/salesrebellion/-- Company Overview At The Rebellion, they believe in Radically Educating your prospects on a first touch. They believe in Responses, good or bad, but never indifferent. They believe your Territory is your Community, They enable Sales Wand...2021-08-0522 minDemo DiariesDemo Diaries: Ep 031 | "The Future Of Product-Led Growth & B2B Sales Process"🎙: In this episode, our host Jorge L Soto interviews social media star and sales influencer Jake Dunlap! Jake's been in the B2B sales space for over a decade and has seen many trends come and go. Check out his predictions for the future of product-led growth and how we will buy and sell within B2B moving forward.-- 👉🏽 Social Handles 👈🏼 🧑🏻💼 Expert's Linkedin: https://www.linkedin.com/in/jakedunlap/ 🏢 Company's Linkedin: https://www.linkedin.com/company/skaled/ -- Company Overview Today’s buyers demand value-dri...2021-08-0218 min
Evolvers127: Closing Six Figure Deals in the Age of Digital Selling- w/ Jeff Goldstein (Author of "Winning the Six Figure Sale")Is closing a six figure deal any different, now that we are selling all / mostly virtual?
This is one of several important questions I posed to the author of "Winning the Six Figure Sale", Jeff Goldstein.
Find out why he doesn't think BANT is dead at all, how you need to assure your pipeline is overflowing, and how Inspect, Assess and Coach are vital for sales leaders to get right.
https://www.linkedin.com/in/jeffgoldstein2/
www.SalesLeadersOnly.com/evolver
#CLOSE #salesenablement #BANT #salesleadership2021-06-3040 minEvolvers119: Sales 3.0: Leveraging a Growth Mindset and Technology to get to "Yes" w/ Gerhard Gschwandtner (SellingPower.com)In order to transcend the "Death of the B2B Sales Rep" trend, you have to elevate your sales game with a better mindset, skillset and toolset.
To find out how, we interviewed Gerhard Gschwandtner, the founder of Selling Power magazine and websites, creator of the amazing Sales 3.0 conferences, founder of the Peak Performance Mindset workshops and the author of 16 books on Selling, Sales Management and Sales Psychology, and 2 books on photography.
He outlines exactly how to evolve each of these survival elements to outperform regardless of what the next year throws at you.
2021-05-2731 minEvolvers118: Sales, Sales Enablement and Customer Success Challenges in 2021 and Beyond: w/Christina Brady (President - Sales Assembly)What are the top challenges faced by sales, sales enablement and customer success leaders in 2021?
When you run one of the largest peer groups and resources for these leaders and practitioners, you learn every week what's most concerning and what to do to solve each. In this interview with Sales Assembly 's President Christina Brady we reveal what she is hearing every week as to the top challenges this year and what you can do to help address each.
https://www.linkedin.com/in/christinapbrady/
#salesleadership #digitalselling #salestransformation #salesenablement #customersuccess #CSM2021-05-2627 minEvolvers104: From Seller to Connector - 7 Mindsets to Immediately Grow Your Influence and Impact: W/Michelle Tillis-Lederman (author-The Connector's Advantage)Now that selling is virtual, one of the biggest challenges sellers are having in connecting with decision makers. Buyers are inundated with too many reach outs, too much noise, and not enough time.
But sellers don't have a choice. It's not like there's a live event around the corner to meet new prospects, or a way to walk-the-halls to expand existing customer relationships. So learning how to connect and engage with buyers in a virtual world is a requirement, yet getting this right seems to be difficult for even seasoned selling vets.
In this interview w...2021-04-0131 min
Radu Nechita - Către leadership prin management, Vânzarea consultativăT 012 tehnica Bumerangul sau Transformarea pozitivă„Oamenii nu cumpără produse ci ceea ce produc produsele pentru ei! Anume:beneficii.”
Sunt Radu Nechita, autorul cărții „Vânzarea consultativă – 125 de tehnici”, și îți propun să exersăm împreună o tehnică de rezolvare a obiecțiilor: „tehnica Bumerangul.”
Clientul îți spune: „Nu am timp.”
Poți să răspunzi în felul următor: „Tocmai de aceea v-am sunat dinainte, să planificăm împreună o zi, o oră în care să ne întâlnim, să ne cunoaștem și să vedeți cum puteți profita de pe urma ofertei mele.”
Te invit să te abonezi pe canalul meu youtu...2021-03-1000 min
Radu Nechita - Către leadership prin management, Vânzarea consultativăT 011 Tehnnica DA ...dar, pentru rezolvarea obiecțiilor„Oamenii nu cumpără tehnologie ci ceea ce produce tehnologia pentru ei.”
Sunt Radu Nechita, autorul cărții „Vânzarea consultativă – 125 de tehnici”, și îți propun să exersăm împreună o tehnică de rezolvare a obiecției: „DA,...dar.”
Să spunem că vinzi un fond de economisire și clientul îți spune: „Nu am bani.”
În loc să îi spui: „Nu, o să găsiți dumneavoastrăbani”, ceea ce ar închide comunicarea, hai să-i spunem:„DA, vă înțeleg, însă vă aduco soluție pentru a face bani, pentru a economisi bani.”
Te invit să te abonezi pe canalul meu youtube...2021-03-1000 min
Radu Nechita - Către leadership prin management, Vânzarea consultativăT 10 tehnica reformulării pentru rezovarea obiecției„Când oamenii nu percep diferențe între oferte, aleg după criteriul preț. Când percep diferențe calitative, aleg după criteriul calitate.”
Sunt Radu Nechita, autorul cărții „Vânzarea consultativă – 125 de tehnici”, și te invit să exersăm împreună o tehnică de rezolvare a obiecției: „tehnica reformulării.”
Mai ales la obiecțiile „pe auzitelea”:„Am auzit că produsul vostru nu este calitativ!”
În loc eu să spun:„da, este calitativ...”(cine se scuză se acuză), vă propun următoarea abordare:„Să înțeleg domnule Client, din ceea ce-mi spuneți, că vă doriți întâi și întâi un produs calitativ. E...2021-03-1000 min
Radu Nechita - Către leadership prin management, Vânzarea consultativăT 09 tehnica dezintegrării pentru rezolvarea obiecțiilor„Oamenilor nu le place să li se vândă, ci le place să cumpere. ”
Sunt Radu Nechita, autorul cărții „Vânzarea consultativă – 125 de tehnici”, și te invit să exersăm împreună o tehnică de rezolvare a obiecțiilor: „tehnica Dezintegrării.”
Atunci când clientul ridică o obiecție mai ambiguă „N-am încredere în de-astea...”, pot să-l întreb: „La ce anume vă referiți?”
Sau când clientul spune: „Este scump!”...„În comparație cu ce?”
În ce constă tehnica: dezintegrez – în sensul cel mai frumos, sparg o obiecție ambiguă până găsesc ceva concret, la care clientul, da...2021-03-1000 min
Radu Nechita - Către leadership prin management, Vânzarea consultativăT 08 tehnica testării, pentru rezolvarea obiecțiilor„Dacă ai calitate iar oamenii nu știu înseamnă că nu ai calitate.”
Sunt Radu Nechita, autorul cărții „Vânzarea consultativă – 125 de tehnici”, și te invit să exersăm împreună o tehnică de rezolvare a obiecției: „tehnica Testării.”
Atunci când simți că un client îți ridică o obiecție care e posibil să nu fie adevărată, să fie falsă. De exemplu, vinzi bormașini și clientul te întreabă:„Nu aveți decât 12 culori la bormașini?!”
Simți că ceva nu e în regulă acolo, poți să faci următoarea abordare: „Dând, pentru moment domnule...2021-03-0800 min
Radu Nechita - Către leadership prin management, Vânzarea consultativăT 07 tehnică negociere: Păstrarea controlului discuției„Oamenii rezistă presiunii unor vânzări forțate iar, în plus, nu vor reveni.”
Sunt Radu Nechita, autorul cărții „Vânzarea consultativă – 125 de tehnici”, și îți propun să exersăm împreună„tehnica păstrării controlului discuției.”
Atunci când clienții întrebă, partea bună e că e un semnal de cumpărare treaba asta, partea mai puțin bună este că el va deține controlul acelei discuții.
De exemplu, tu vinzi vopsea și clientul te intreabă:„Ce culori aveți?”
În loc săînșiriculorile, recomandarea mea este să întrebi:„Ce culoar...2021-03-0600 min
Radu Nechita - Către leadership prin management, Vânzarea consultativăT 06 tehnica acordurilor repetate, tehnică de negociere„Oamenii cumpără cu plăcere stil, imagine, confort, calitate, siguranță, flexibilitate și după aceea preț, dacă au înțeles consultanța noastră.”
Sunt Radu Nechita, autorul cărții „Vânzarea consultativă – 125 de tehnici”, și te invit să exersăm împreună o tehnică de negociere.
Se cheamă„Tehnica acordurilor repetate”.
Poate că o decizie mare din prima este mai greu de luat de către clienți, mai ales de către clienții mai amiabili, și atunci eu pot să prepar câteva întrebări unde foarte probabil răspunsul clientului să fie DA.
„Sunteți de acord că această ca...2021-03-0601 min
Radu Nechita - Către leadership prin management, Vânzarea consultativăT 05 tehnica rezolvare obiecție: Capcana pretului„Prețul este cel mai ușor de copiat. Nu îți trebuie studii pentru asta. Mai greu de copiat este calitatea, necesită atitudine, necesită consiliere, necesită efort.”
Sunt Radu Nechita, autorul cărții „Vânzarea consultativă – 125 de tehnici”, și te invit să exersăm împreună o tehnică de rezolvare a obiecțiilor.
Tehnica se numește„Capcana prețului”.
Când un client declină consultanța mea și îmi spune: „Vreau ceva ieftin”, eu îi spun chiar așa: „Să știți că asta este capcana prețului. Vă spun și de ce. Unde veți folosi acest ciocan rotopercutor, la ce...2021-03-0601 min
Radu Nechita - Către leadership prin management, Vânzarea consultativăT 04 tehnica negociere: Retragere după refuz„Feedback- ul clienților este întotdeauna relevant, imediat, gratuit și bineînțeles important pentru mine. Așa că o să-i mulțumesc clientului de fiecare dată când îmi va oferi un feedback.”
Sunt Radu Nechita, autorul cărții „Vânzarea consultativă – 125 de tehnici”, și îți propun să exersăm împreună o tehnică de negociere: „Retragere după refuz”.
Atunci când faci consultanță, când identifici cerințele clienților și soluționezi aceste cerințe, prima ofertă pe care o vei face este cea 100% calitativă, mai “de sus”. Dacă va fi declinată, eu nu plec din negociere ci cobor în negocie...2021-03-0601 min
Radu Nechita - Către leadership prin management, Vânzarea consultativăT 03 tehnica de identificare a nevoii„Oamenii cumpără atitudine, oamenii cumpără sentimente... de siguranță, de confort, de imagine,de ce nu...”
Sunt Radu Nechita, autorul cărții „Vânzarea consultativă – 125 de tehnici”, și te invitsă exersăm împreună o tehnică de identificare a nevoii.
Dacă un client cumpără o anumită soluție de la mine, să spunem că vând mașini. Este corect să-l întreb:„Ce este cel mai important domnule Client pentru dumneavoastră la următoarea mașină, să aveți la următoarea achiziție?”.
Și clientul s-ar putea să spună:„Vreau ceva calitativ”.
Mai puteți să întrebați...2021-03-0601 min
Radu Nechita - Către leadership prin management, Vânzarea consultativăT 02 tehnica pentru o prospectare activă: tehnica „100″„Oamenii rămân unde sunt bine tratați și nu unde este mai ieftin.”
Sunt Radu Nechita, autorul cărții „Vânzarea consultativă – 125 de tehnici”, și te invit să exersăm împreună o tehnică de prospectare. Se cheamă: „100 ”.
În ce constă – fiecare client nou ne deschidepractic o nouapiațățintă. Artrebuisăpunemcâtevaîntrebări:
„Cine este clientul meu?”
„Ce cumpără de fapt de la mine clientul meu acum?”
„Ce, de fapt, îi ofer eu lui? Timp, confort, calitate, preț? Ce anume l-a determinat să cumpere de la mine?... de fapt ce îi ofer?”
Iar apoi punem o...2021-03-0601 min
Radu Nechita - Către leadership prin management, Vânzarea consultativăT 01 tehnica de identificare a motivației de cumpărare, Radu Nechita, Vânzarea consultativă„Oamenii nemulțumiți nu ne oferă feedback. Așa că mulțumiți-i clientului care vă oferă feedback-ul lui, și pozitiv și mai puțin pozitiv.”
De câte ori a cumpărat un client de la tine o soluție, indiferent de ce vinzi: produs, serviciu etc., pune-i următoarea întrebare:„Domnule Client, vă mulțumesc foarte mult, mă onorează... de ce ați ales soluția mea, ... cum de ați ales varianta mea?”
Orice îți va spune clientul atunci este prin prisma gândirii lui, este motivația lui de cumpărare autentică și tu o vei putea folo...2021-03-0601 min
PDAgroup SpotcastExpert Talks Sales: The Importance of Emotional Intelligence in Sales Leadership with Colleen StanleyEmotional intelligence plays a major role in sales conversations. This new series of expert talks opens with Colleen Stanley sharing interesting facts about the importance of emotional intelligence in sales and sales leadership.Colleen is president of SalesLeadership, a sales development firm specializing in the integration of emotional intelligence, sales, and sales leadership skills.Do you want to learn more about sales enablement? Watch the next episode or contact us, to discuss it!Inspired by Kevin MacLeodLink: filmmusic.io/song/3918-inspired2021-01-2727 minEvolvers78: Crisis Selling: Focusing on Key Account Management to Win Bigger and Better: w/Mark Davies and Javier Marcos- Cuevas (KAM Forum)When the crisis first hit, many companies realized that their best strategy was to circle the wagons, focusing on existing customers and key accounts.
Some of these key accounts are at risk, with many facing budget lockdowns, cutbacks and pressure to consolidate vendors. Others are not cutting back, but accelerating business and digital transformations.
How do you make sure you don’t end up in the discount bin or the chopping block, evolving from being tactical to being more strategic and capturing new opportunities?
These are just a couple of questions we pose to t...2020-11-0642 minEvolvers76: Remote Selling: How to Sell Successfully from Wherever You Are w/ Jeroen Corthout (Co-Founder SalesFlare)Now that we are mostly remote sellers, how do you maximize your time, optimize your sales performance, all while keeping your sanity?
In this interview with CRM expert Jeroen Corthout (co-founder of SalesFlare), we explore how you can take advantage of the remote environment to elevate capabilities and success.
https://www.linkedin.com/in/jeroencorthout/
#CRM #salesenablement #remoteselling #digitalselling #virtualselling #salesleadership #salesoptimization #extrovert #salestransformation #valueselling #salesperformance2020-10-2639 minEvolvers71: Selling Remotely: How to Maximize Every Customer Conversation, Even When Virtual w/ MariAnne Vanella (Vanella Group)Now that our customer conversations are remote and virtual, how do you engage as effectively as you did when in person?
For answers, I turned to MariAnne Vanella, CEO and Founder of the lead gen consultancy Vanella Group, best selling author of the award-winning book "42 Rules of Cold Calling Executives , a recipient of the "20 Women Leaders in Business" award, a Top 50 Women Martech Influencers, and a Top 3 on the "40 Most Inspirational C-Level Leaders in Sales Lead Management".
In this interview we explore how you can better connect with executives and engage leveraging a new toolkit, ski...2020-09-3036 minEvolvers70: Accelerating into 2021: Quotas, Compensation, and Enablement with Mark Donnolo (Sales Globe)As organizations look forward to 2021, getting sales quotas, compensation and enablement right is essential, but difficult with accelerated transformation, uncertainty and potential risks.
In this interview with prolific author Mark Donnolo, Managing Partner of Sales Globe, we discuss what changes organizations have made post crisis, and what sales performance improvements to prioritize for 2021 success.
https://www.linkedin.com/in/mark-donnolo/
#b2b #sales #salesperformance #salesincentives #salesquotas #salescompensation #salesmanagement #salesleadership #salesreadiness #salesoptimization #salesenablement #salestransformation #digitalselling #remoteselling #valueselling2020-09-2443 min
New Books in Business, Management, and MarketingColleen Stanley, "Emotional Intelligence for Sales Leadership" (HarperCollins, 2020)What does it take to connect successfully with somebody you’re trying to “win over”? Colllen Stanley explains in her new book Emotional Intelligence for Sales Leadership(HarperCollins, 2020)Stanley is the president of SalesLeadership, a sales development firm. She’s been named by Salesforce as one of the top sales influencers of the 21st century and also a Top 30 Global Sales guru. Topics covered in this episode include:• In hiring, what should you be on against in both yourself and the job candidate? An eye for the “something” missing that you may or may not be able to res...2020-09-1730 min
Dan Hill's EQ SpotlightColleen Stanley, "Emotional Intelligence for Sales Leadership" (HarperCollins, 2020)What does it take to connect successfully with somebody you’re trying to “win over”? Colllen Stanley explains in her new book Emotional Intelligence for Sales Leadership(HarperCollins, 2020)Stanley is the president of SalesLeadership, a sales development firm. She’s been named by Salesforce as one of the top sales influencers of the 21st century and also a Top 30 Global Sales guru. Topics covered in this episode include:• In hiring, what should you be on against in both yourself and the job candidate? An eye for the “something” missing that you may or may not be able to res...2020-09-1732 minEvolvers68: Sell More with Better Value Communication and Quantification: w/ John Bossong (The Sales Vitamin Podcast)Sell More with Better Value Communication and Quantification
Right from his LinkedIn profile you can tell John Bossong is different. He's a seller that clearly takes a value-first approach, has created a podcast and personal brand, not to sell more but to help his customers.
John is the epitome of the Modern Seller, and in this interview episode we learn what makes him so different and successful.
https://www.linkedin.com/in/johnbossong/
#b2b #sales #leasevsbuy #fleet #salesrep #salestransformation #personalbranding #valuestory #valuemessaging #valueselling #financialjustification #costofinaction #salesoptimization #salesleadership #salestools #sellingtools2020-09-1635 minEvolvers63: Future-Proof Your Selling in Uncertain Times? w/ Steven Norman of Growth AcumenWhere are sellers and sales leaders falling short today, and what are the new skills you need to thrive and accelerate into 2021?
In this interview with author, podcaster and B2B sales consultant Steven Norman , we discuss seven steps you can use today to transform sales team performance and build a bulletproof sales machine.
https://www.linkedin.com/in/growth-coach
https://growthacumen.com.au/sales-assessment-tool-3/
#b2b #sales #salesperformance #salescoaching #salesenablement #salesleadership #salesreadiness #salestransformation #salesoptimization #diagnosticassessment #valueselling #revenueenablement #digitalselling #remoteselling #saleshiring #prospecting #qualification #2020-08-2037 min
BasTalk!BasTalk 34 - Leadership Studio Corner Office Part 1Leadership Studio presents Corner Office part 1 featuring Mr.Sandeep Mathur, top Tech Sales leader and thinker.
There are 4 segments, and in this segment we talk about
People Management,
Gig Economy for senior management ,
Team management dynamics
Leadership Mindset.
So if you are a sales manager or sales leader - this episode will share tips and insights into your areas of productivity and skill sets.
Tune in for a fascinating straight talk to get insights like you have never heard before.
2020-08-1627 minEvolvers62: Reaching and Engaging Customers in a Distanced Selling Environment w/ Colleen Francis (Engage Selling Solutions)Cold calling is dead, this according to Colleen Francis, a #1 LinkedIn Sales Influencer, renowned author and sales consultant. In this interview, we explore just how much prospecting has changed post-crisis, and what your sellers need to do in order to have better reach-outs, engagements and performance.
We touch on specific techniques such as the Tempo Triad, how to build a trusted personal brand on social media, and how to be sure you and your sales reps transcend the gerbil wheel of selling.
https://www.linkedin.com/in/colleenfrancis/
https://www.engageselling.com/
2020-08-1532 minEvolvers61: Hire Smarter to Sell More w/ C. Lee Smith (CEO - Sales Fuel)If you get your new sales hire right it can mean great things for hitting your growth targets. But get it wrong, or worse, hire a toxic troublemaker, and the costs can be over a million for each error. So, how do you make sure you are only hiring the best for your organization and customers, and you on-board and enable them correctly?
We explored these tough questions with sales performance author, podcaster and expert C. Lee Smith in this informative podcast session.
https://www.linkedin.com/in/cleesmith/
Book link: https://www.ama...2020-08-0631 min
Simon Haigh | PodcastsColleen Stanley | Emotional Intelligence in Sales | Growth Strategist ChatsToday I am joined by the wonderful Colleen Stanley, She is president of SalesLeadership, a sales development firm focused on the integration of emotional intelligence, sales and leadership skills. She is the author of three books, Emotional Intelligence for Sales Success.
Collen's Website: https://www.salesleadershipdevelopment.com
Twitter: https://twitter.com/EiSelling
LinkedIn https://www.linkedin.com/in/colleenst...
I’m Simon Haigh, and I help my clients to drive growth through business, Leadership, brand, and personal coaching. In the past I have worked as a corporate Lawyer, an entrepreneu...2020-08-0627 min
ScaleUps And Hypergrowth PodcastImagination Is The Key To Your Customer's Heart#JulianaVida is Chief Technical Advisor to #Splunk's #PublicSector sales team. 27 years in the US Navy, combat pilot, deputy CIO to the US Navy, 3 years at Gartner advising governments, and special advisor to Washington Cyber Roundtable, Juliana is the voice of the customer for sales. She's not technical by background and spends much of her time reminding salespeople that their buyers are human beings! She reminds them that to have an executive level conversation you have to invest time on the human level of discovery if you want to avoid being sent to Siberia, stuck in the IT department.2020-07-0200 min
TheInquisitor Podcast with Marcus CauchiJuliana Vida: You Sell More When You Think As The Customer#JulianaVida is Chief Technical Advisor to #Splunk's #PublicSector sales team. 27 years in the US Navy, combat pilot, deputy CIO to the US Navy, 3 years at Gartner advising governments, and special advisor to Washington Cyber Roundtable, Juliana is the voice of the customer for sales. She's not technical by background and spends much of her time reminding salespeople that their buyers are human beings! She reminds them that to have an executive level conversation you have to invest time on the human level of discovery if you want to avoid being sent to Siberia, stuck in the IT department.
2020-06-2453 minEvolvers51: Your B2B Startup: Revenue Growth Despite Uncertainty? -w/ Scott Sambucci (Sales Qualia)If you have a start-up or early stage company you know how hard it can be to get to "Yes" in normal times. Throw in a health crisis, economic shutdown and a bunch more uncertainty through recovery and "good luck".
Well, you don't need luck, you need a sales process and system, this according to our latest guest: Scott Sambucci, accomplished consultant, podcaster and author of the book "Stop Hustling, Start Scaling".
In this interview we discuss how to stay positive through all the issues, the importance of refining your process and forecasting indicators, and e...2020-06-0234 minEvolvers50: From Growth at All Costs to Selling Smarter Better - w/ Doug Landis (Emergence Capital)When the next billion dollar SaaS company for investment firm Emergence Capital needs to redo their strategy and playbook, Doug Landis is the growth partner they tap to deliver the goods. You can imagine how busy he is during this uncertain time.
We were more than excited to grab him for an interview, to discuss what he is seeing and recommending to portfolio companies, and the importance of visibility, empathetic messaging and a "spectrum of value".
https://www.linkedin.com/in/douglandis/
#emergencecapital #technologysales #valuemessaging #valueselling #salesenablement #buyerenablement #revenueenablement #CRM #salestech #salestechnology #salesplaybook...2020-05-2739 minEvolvers49: Articulating Your Differentiating Value, a Requirement in a Tight Economy (w/ Bob Apollo Inflexion-Point)Unless your deal is tied to support both strategic objectives and tactical priorities, unless it is tied to tangible value and business outcomes, it won't get considered much less approved. This according to sales and marketing consultant Bob Apollo in this latest podcast interview.
Hear what Bob had to say and why it is so critical.
https://www.linkedin.com/in/bobapollo/
#salesenablement #valuemessaging #valueselling #salesplaybook #Challenger #Salesperformance #salesoptimization #salesleadership #productmarketing #contentmarketing #ValueStory #financialjustification #valuemanagement #businesscase #nopitch2020-05-2233 minEvolvers45: The Transparency Sale: Leading with Your Flaws and Imperfections (w/ Todd Caponi, author The Transparency Sale)Although most sellers try to present your organization and solutions as perfect, with a "we can solve all your challenges" approach, research clearly shows that embracing imperfections leads to much greater success.
This from the author of the award-winning & international best-seller, The Transparency Sale, Todd Caponi.
In this interview we dig into his authenticity findings, the neuroscience of trust and why being "flawsome" is your ticket to accelerated decisions and more wins.
https://www.linkedin.com/in/toddcaponi/
#salesmelon #salesenablement #salesperformance #reviews #customerreferences #salesoptimization #valuemessaging #valuemap #valueselling #transparency #authenticity #trust #flawsome #sal...2020-05-0636 minEvolvers41: Three Ways to Keep a Winning Mindset in Uncertain Times - w/ Michael Sadeghpour (author, founder of EdgeThink)Getting through and flourishing through uncertain times may all come down to one thing, having a winning mindset.
In this interview of author and sales performance coach Michael Sadeghpour, we discuss the key elements used by elite athletes that sellers can leverage to drive better performance. These include Attitude, Effort and Ownership.
Checkout how to leverage these three components to improve your sales performance and enablement practices:
https://www.linkedin.com/in/michael-sadeghpour-a738199/
#sales #salesenablement #salesperformance #salesoptimization #salescoaching #salesleadership #salesmanagement #winningmindset2020-04-2030 minEvolvers40: Sales Enablement: From Practitioner to Strategic Leader w/ Dr. Brian Lambert (Growth Matters)Why is it so important to move from sales enablement practitioner to strategic leader? In this interview with Dr. Brian Lambert, author, co-founder of the Sales Enablement Society, and Inside Sales Enablement podcaster, we explore how important sales enablement is to growth success, why the practice hasn't advanced as quickly as anticipated, and what can be done to drive better success.
https://www.linkedin.com/in/brianlambert/
#salesmanagement #salesleadership #salesreadiness #salesperformance #salesenablement #salesenablementsociety #SES #evolvedselling #valueselling #deathoftheB2Bsalesrep #Forrester #CSOinsights #InsideSalesEnablement #GrowthMatters2020-04-1535 minEvolvers39: Leveraging Customer Intelligence to Drive Predictable Sales (w/ Pete McChrystal CEO / Founder Accent Technologies)Customer Intelligence, Machine Learning and AI are all important considerations for sales enablement practices.
In this interview with Pete McChrystal, CEO and founder of sales enablement firm Accent Technologies, we discuss CRM integration, best use cases and the art of the possible.
https://www.linkedin.com/in/pete-mcchrystal-56637949/
#salesenablement #CRM #AI #ML #customerintelligence #insights #salesautomation #contentmanagement #salesleadership #salesplaybook #guidedselling2020-04-1538 min
Sales Leadership PodcastEpisode 92: #92: Colleen Stanley of SalesLeadership — Connect With Real-World EmpathyColleen Stanley, CEO of SalesLeadership, joins Rob on the podcast this week to talk about how empathy will help sales leaders connect with their sales teams in these difficult times. Real-world empathy means you understand what is really important to both your sales representatives and your customers. With a new reality facing most of us, including new tools, new skills, and a new selling environment, Colleen shows us some new ways to take on these challenges and win.2020-03-3159 minEvolvers34: Selling Human Capital Management Solutions - The Need to Articulate Value - with Tanya Carpenter (Leapgen)Tanya Carpenter is the Chief Revenue Officer at Leapgen, a Workforce Management Consulting Firm focused on Digital Transformation.
In this interview we focus on the challenges of selling human capital management advisory and consulting services and the need to evolve from pitching services to articulating outcomes and business
https://www.linkedin.com/in/tanyacarpenter/value
#LeapGen #HCM #WorkforceManagement #EmployeeExperience #WorkforceExperience #b2b #advisory #consulting #services #salesenablement #marketing #productmarketing #valueselling #valuemarketing #salesreadiness #CRO #SalesLeadership2020-03-2628 minEvolvers28: Leveraging the ‘Neuroscience of Sales’ to Boost Personal Performance - w/ Tanya Kunze (SWIFT Coaching)She's a sales coach, keynote speaker, social personality and author. In this interview we speak with Tanya Kunze, CEO of SWIFT Coaching on how to optimize sales performance through self awareness, neuroscience, seller and customer profiling.
https://www.linkedin.com/in/tanya-kunze-a5a70312/
#salesperformance #salesleadership #sellerprofiling #salesenmablement #customerprofiling #neuroscience #salescoaching #salestraining #salesreadiness2020-03-0241 minEvolvers27: CRM: The Good, The Bad, The Ugly - w/ Mike Jortberg (Slalom Consulting)When you have over 40 years of high-tech sales performance, CRM application consulting, alliances and business development experiences, you know there's some perspective to explore and predictions to garner.
In this podcast we interview Mike Jortberg, Global Sales Director for Customer Experience and Salesforce for Slalom Consulting and veteran business development leader and consultant for Salesforce, Axciom, Siebel (now Oracle), Hewitt Associates (now Aon Consulting).
We discuss all things CRM: The biggest changes, what's remained the same, and what still needs to be improved. Mike also reveals one his best techniques for improving sales performance - lever...2020-02-2741 minEvolvers26: Sales Performance: A Mindset for Success w/ Jason Lovelace (SPINS)The best sales leaders have a performance mindset: A different way of thinking. A way to make it happen no matter what. A way to more quickly transform, scale and grow.
Jason (Jay) Lovelace has such a mindset, and he knows how to instill it in the groups he leads. As the Chief Commercial Office for SPINS, a wellness data technology provider to retailers and brands. over his 18 years as a key executive for Career Builder, and throughout his advertising agency days, Jay has created and honed a way to get more from the people he leads, p...2020-02-2428 min
Results On PurposeWith Salespeople, When Faith Turns to Hope Financing Turns to CharityWhen business owners are hiring their first salesperson or trying to build a whole team, they often hire to quickly and then keep poor salespeople longer than they should.
There are many reasons for this, but one is that they treat hiring like an event rather than an ongoing process. They should always be recruiting.
#resultsonpurpose #bizcoaching #salesleadership2020-02-1801 minEvolvers24: Set, Go, Ready? Evolve to Modern Readiness to Change the Sales Training Game w/ Bryan Naas (Lessonly)Bryan Naas is the Director of Sales Enablement for learning management system company Lessonly, and a veteran of Salesforce, where he served as Director of Product Enablement and Readiness for the Marketing Cloud. In this episode, we discuss the challenges with legacy sales training approaches and why implementing a modern sales readiness is so critical for driving quota performance, improving forecast consistency and delivering sales success.
We dive into specific sales readiness recommendations to improve on-boarding, advance "middlers", enable front-line managers and drive channel partner success.
https://www.linkedin.com/in/bryannaas/
#salesenablement #sa...2020-02-1742 min
SALES Network123: Driving sustainable sales growth w/Randy RiemersmaHow do you drive sustainable sales growth as a company, leader or individually as a rep?
So much to unpack on that question alone...
This is what Randy Riemersma President and Co-Founder of Span the Chasm drives with pure passion. He is a gladiator that has been in the arenas for over three decades in sales, with a lot of scar tissue, and as a consultant, coach and mentor has brought a lot of success to so many individuals, leaders, and companies.
We discussed the concept of having scar tissue
When you...2020-02-1327 minEvolvers21: The Compelling Business Value of Modern Sales Readiness w/ Gop Rao (Mindtickle)Although most organizations achieve their sales revenue targets, why does individual sales performance continue to struggle, with almost half of sellers still not meeting quota goals and less than half of deals forecasted actually closing. Consistency and predictability remain a challenge.
Modern sales readiness offers a potential answer, this according to my interview with Gop, helping your team evolve from traditional boot camps and in-person traditional training to leveraging a platform for continuous, ongoing learning of "on message" and "on task" capabilities needed for every individual seller to succeed.
In this session, we discuss the...2020-02-0442 minEvolvers18: The Toughest & Most Important Job in Sales: Front-Line Sales Managers - with David BrockWhen it comes to optimizing sales performance, the often overlooked front-line sales manager is key to achieving goals, this according to David Brock, author of the: "Sales Manager Survival Guide," a veteran sales leader at IBM and Tektronix, and currently CEO at global sales consultancy: “Partners In EXCELLENCE”.
In this interview, we explore why front-line sales managers are so important, what it takes to get sales management right.
https://www.linkedin.com/in/davebrock/
#salesenablement #salesreadiness #salesoptimization #salesperformance #valueselling #salesmanagement #salesleadership #frontlinemanagers #evolvedselling2020-01-1331 minEvolvers17: Three Sales Challenges: Value + Productivity + Forecasting - with Clive MillerClive Miller is the founder of sales consultancy SalesSense and a veteran sales leader for Blackboard, SGI and SUN. In this interview we discuss the changing buyer landscape and the three big challenges facing sales enablement today: Moving sellers from Solutions + Benefits to Challenges + Business Value, Increasing Sales Productivity and Improving Forecast Accuracy. Clive provides some great advice on how to recognize and address each of these selling challenges.
https://www.linkedin.com/in/clivemiller/?originalSubdomain=uk
#SalesSense #evolvedselling #salesleadership #salestech #salestechnology #salesenablement #buyersjourney #facilitation #buyerenablment #salesreadinsss #salesmethodology #salesskills #salesforecasting #valueselling #ROI #businessvalue #interactivecontent #DiagnosticAssessments...2020-01-0932 minEvolvers16: Breaking Through to Busy Executive Prospects- with Stan CarpenterIn this interview we talk to successful financial services sales leader turned entrepreneur Stan Carpenter about his experience going from tennis pro, to sales leader, and eventually to entrepreneur. We dig into what he learned along the way, and some of the techniques he uses to lead his team and drive growth.
https://www.linkedin.com/in/stan-carpenter-9a37a66/
#b2b #financialservices #sales #salesenablement #salesleadership #Entrepreneur #salesreadiness #valueselling #evolvedselling #growth2019-12-1725 minEvolvers07: Overcoming Tribal Bias - with Kate MigonKate Migon is a successful leader, honing her sales craft since her first sales job in high school. But every once in a while, you face that challenging situation. One which tests your mettle and makes you even more passionate about wanting to do well.
In this episode, explore just such a situation, the lessons Kate learned, and how it helped her become an even better sales leader today.
#b2b #sales #salesreadiness #valueselling #evolvedselling #buyerenablement #IOT #data #insights #tribe #salesleadership #salesstrategy #german #whiteboardselling
https://www.linkedin.com/in/katemigon/2019-11-2623 minEvolvers05: Myth Busters: Why Sales Enablement Doesn't Have To Be Hard - with Carson ConantThis episode features Carson Conant, the CEO of sales enablement firm Mediafly, and a lively discussion where we pull the covers back on four Sales Enablement myths. Fear doesn't need to hold you back, as we debunk each of these myths one by one.
#evolvedselling #Mediafly #CarsonConant #CEO #Founder #sales #b2b #b2c #salesenablementforall #salesenablement #salesleadership #salespresentations #salestech #bestpractices #contentmarketing #contentmanagement #valueselling #valuestory #sellingtools #salestools #salestech #storytelling #salesplaybook #buyerenablement #guidedselling2019-11-1333 minEvolvers03: Amazing Sales Enablement Successes: Four Examples - with Matt SuggsWhen you're a sales leader for some of the best, like Oracle, Ariba, and GE, you learn a thing or two about engaging prospects and enabling sales teams. In this session with Matt Suggs, EVP of sales for sales enablement leader Mediafly, we dove into real world examples from Pepsico, Miller Coors and Coupa, to illustrate best practices across each pillar of the Evolved Selling Journey - Inspiring, influential, interactive, and intelligence.
#evolvedselling #Mediafly #MattSuggs #CSO #ChiefSalesOfficer #sales #b2b #b2c #salesenablement #salesleadership #salespresentations #salestech #bestpractices #contentmarketing #contentmanagement #valuemarketing #valueselling #valuestory #interactivecontent #sellingtools #salestools #storytelling #nopitch...2019-11-0524 minEvolvers02: From Pitching Products To Communicating Value - with Neil MenardWhen it comes to successful sales leaders in financial services, it's hard to beat Neil Menard's track record. In this episode, we get to learn from one of the best, as he discusses lessons learned evolving an old school sales approach and how to build a world class sales organization.
#evolvedselling #NeilMenard #FinancialSelling #FinancialSales #sales #b2b #b2c #salesenablement #salesleadership #salesreadiness #salestraining #salespresentations #salestech #bestpractices #valueselling #valuemessaging #sellingtools #salestools #storytelling #nopitch2019-11-0421 minEvolversWelcome, Evolvers!The Evolved Selling institute is an independent community of analysts, thought leaders and practitioners, assembled to collaborate on the people, process and technology improvements needed to improve sales performance, optimize content marketing and elevate sales enablement initiatives.
The Evolved Selling Institute develops exclusive research, podcasts and tools to help you assess your current performance, prioritize improvements and justify sales transformation investments. Live events and community resources are designed to help each member share experiences, to directly learn from the challenges and successes of peers.
“When we launched the Evolved Selling book we wanted to create a...2019-10-3102 min
TheInquisitor Podcast with Marcus CauchiWhat You Need to Know About Disciplined Execution#DaveBrock, former theoretical physicist, author of best selling #TheSalesManagerSurvivalGuide and globally renowned sales and growth expert discusses what's wrong with sales and how to fix it. Be prepared for a trip into the world of Schrödinger's sales manager!
#SalesManagers receive less than 5% of the investment in their training than salespeople receive. Yet their negative impact on a business can easily be 10x the negative impact of a bad sales hire. And a bad sales hire can easily cost a business 35 to 125x their salary.
Let that sink in for a moment!
Sales M...2019-10-0849 min
TheInquisitor Podcast with Marcus CauchiTony Hughes: What You Need to Know About Leading Salespeople#TonyJHughes is the most widely read sales expert on LinkedIn with over 100,000 followers, author of 2 bestselling books, #TheJoshuaPrinciple and #ComboProspecting, successful enterprise sales professional and serial CEO.
We discuss #Attitude and #Mindset, we explore how to exploit traditional and modern #prospecting tools and tactics in combination to maximise #prospectingeffectiveness. We explore #salesleadership beliefs, behaviours, #salesbestpractices and #salesmisconceptions.
To be an effective salesperson who differentiates in the minds of your prospects, you have to behave differently from the outset. Great salespeople understand that the heavy lifting needs to be done before you first speak to the...2019-09-291h 02
SALES Network14: How to best apply your entrepreneurial skills in a large enterprise w/Sonia FerreiraIn this great episode, I had the pleasure to talk in person with Sonia Ferreira(LinkedIn) from Portugal, who works for the Maersk Group in a strategic and customer solutions sales role, and is also an investment advisor as well as a volunteer for women in business. We discussed how you can be the startup in a large enterprise.
We also talked about the challenges faced in large organisations when trying to implement change; we discussed what the right mindset is; being a lifelong student; and more, here is some takeaways from the episode:
✏️ Always keep a...2019-05-1921 min
SALES Network11: How to enable your sales team become the better versions of themselves w/ Juan BotindariI had the pleasure to kick off the first episode of the show with a great conversation of wisdom in London with Juan Botindari, Global Head of Sales at Silverfin who is super excited for the future that lies ahead for the company.
We discussed leadership traits; how to enable your sales team become the better versions of themselves; what to look for when hiring someone; cross-collaboration between sales, marketing & product with practical examples and more, here is some of the show notes and the link to the full episode:
✏️ Break the hierarchy and ageism, and un...2019-05-1925 min
SALES with ASLANEp. 12 - Lessons Learned From 80 Floors Up On 9/11If you've listened to sALES with ASLAN before, you know all about our Other-Centered® Selling approach. This week, we really personalize this concept with the incredible story of John Cerqueira who was 80 floors up when the planes hit the twin towers. How did John react at that moment when chaos rained down all around him? John, who is the author of “Hero Sandwich: A True Story”, talks about the life skills he learned in those intense moments and hours after impact- “when we serve others, we are most fulfilled”. In this episode, you'll learn what John took away and how he has...2019-05-1022 minSALES with ASLANEp. 11 - The One Thing That All Successful Sales Reps DoIt's the age-old question: If you could do one thing to create the most likelihood of success, what would it be (and would you, could you do it)? This week we look at the 2004 study entitled Flawed Self-Assessment: Implications for Health, Education, and the Workplace by David Dunning, Chip Heath and Jerry M. Suls and try to decipher the one thing that successful sales people do: Seek feedback. Tom Stanfill, Marc Lamson and I talk about the fact that most people have this self-perception that they are above average and are blind to their flaws. We wear a “sign” on o...2019-05-0329 minSALES with ASLANEp. 10 – Investing in Front Line Managers and RepsThis week on sALES with ASLAN®, we discuss investing in the front lines with business owner, consultant, and sales leader, Randy Riemersma of Span the Chasm. Those of us who have been at this awhile have war stories and we hope there's a few pointers you can take away from our conversation. Make sure you comment down below or email scassidy@aslantraining.com with ideas for future episodes. Also, make sure to subscribe and like us on your favorite podcast platform. #salesleadership #salestips2019-04-2621 min
Outside Sales TalkHow Emotional Intelligence Affects Your Sales - Outside Sales Talk with Colleen Stanley
Colleen Stanley is the Founder and Chief Selling Officer at Sales Leadership, Inc. She is well known for creating Ei Selling®, a unique and powerful sales training program that integrates emotional intelligence skills with consultative selling skills. As a successful sales keynote speaker, trainer and author, Colleen shares her knowledge and advice about how you can leverage the power of emotional intelligence to win more sales and drastically increase revenue!
Here are some of the topics covered in this episode:
How emotional intelligence (EI) affects prospecting, how you handle objections and other ar...2018-10-2436 min
Better conversations. Better outcomes. | Presented by BMO Global Asset Management63 How a high EQ can lead to sales successYour IQ, your intellect and your hard skills get you in the door with clients and prospects. Keeping in tune with your clients over time is another task in itself, requiring you to leverage your emotional acumen to maintain success. We’re joined by Colleen Stanley, President of SalesLeadership, Inc. and author of Emotional Intelligence For Sales Success, to discuss how you can bolster your soft skills, build your emotional intelligence and translate it into real results for your practice. For full show notes and links mentioned in this episode, visit https://www.bmogam.com/us...2018-09-1935 min
Talking Business NowHow to Use Emotional Intelligence to Close More Sales, with Colleen StanleyColleen Stanley, founder and president of SalesLeadership, Inc., joins Smart Companies Thinking Bigger host Kelly Scanlon to discuss how to close more sales using Sales EQ. Among the points she addresses are:
Sales EQ vs. Sales IQ and why the distinction is importantWhy we often lose prospects to our competitorsHow to use EQ for greater sales successThe difference between a nurturing culture and a caretaking cultureWhat organizations can start doing now to improve the sales success of their organization
In addition to running her sales development firm, Stanley is the creator of the Ei Selling System®, a sales program that in...2017-11-1020 min
The Brandon Bornancin ShowThree Reasons Sales People Write Practice Proposals w/Colleen Stanley @SalesLeadership, Inc.Proposals are an important part of the sales process but wasting time writing proposals for the wrong people or handing the process of proposal writing inappropriately, can cost sales people a lot of time. In this episode, author Colleen Stanley, talks about three key concepts sales people should focus on to make the proposal process a success.
In This Episode You'll Learn:
The importance of knowing who you target
How to stop confusing a the idea of a customer wanting a better price with idea of a customer pain
How to develop soft skills to be...2017-03-0914 min