Sales Influence - Why People Buy!

I came from the world of selling as an account manager and moved up the ranks to Director of Sales, then VP of International Sales and eventually President of Sales and Marketing. I know what it takes to sell and how to manage and motivate your sales team. I didn't read a book on selling; I LIVED IT! Selling has become tougher! It isn't what it use to be! Show up, do the dog-and-pony and close the deal! Not any more! Today's buyer has changed given the access to more information. Which means that buyers are more informed and more skeptical when it comes to buying. In this podcast, we'll discuss "Finding the Why in How Clients Buy"! Using the latest studies in consumer behavior and neuromarketing, you'll learn new ways to sell more effectively!
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Sales Influence - Why People Buy!




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Apr 5, 2017

Sales Influence Podcast: What do you do when a client ask, "How much is it?" without knowing the full extent of what you offer?  How do you answer this question?  What should you say? What should you do?  To be effective at selling, here are some sales tips.

Apr 4, 2017

Here's an example of a salesperson who doesn't know how to close and a company who failed to train them properly.

Apr 2, 2017

One of the worse things you can do to a productive salesperson is changing their compensation plan ESPECIALLY when they keep exceeding quota.

Apr 2, 2017

Being young in sales can be tougher when you're trying to sell a high-end product or service.  So what can you do?  Check out this Sales Influence podcast to find out.  

Mar 30, 2017

Scaling your business requires a strict plan of attack in how you approach the market.  How can you scale your business?  What's the revenue potential per market segment?  What about verticals?

Mar 27, 2017

Scaling your business requires a strict plan of attack in how you approach the market.  How can you scale your business?  What's the revenue potential per market segment?  What about verticals?

Mar 25, 2017

In this 3 part series, I'm going to show you how to scale/grow your B2B company by using distribution channels.

Mar 23, 2017

In this podcast I talk about Dr. Martin Seligman's work on Learned Helplessness and how it can impact you in your personal life or career. 

Mar 21, 2017

In this podcast I'm interviewed by Adicto Al Exito (addicted to success) where I speak openly about my career in sales and with my show Life or Debt.

Mar 20, 2017

B2B Sales - Making the Shortlist as a Vendor is tough.  In this sales influence podcast I share some data from Circle Research that may surprise you on how buyers go about choosing a vendor.

Mar 18, 2017

Sales is a noble profession.  Real selling isn't about taking advantage of others, but selling value to create more value.  Here is what I mean.

Mar 15, 2017

How to Set Your Price for your product or service in the market using the Gabor-Granger Pricing Model. (sales, sales tips, sales training)

Mar 13, 2017

Sometimes we overwhelm our clients with so much information that it causes them not to make a decision.  Here are some tips to avoid doing that!

Mar 11, 2017

In this podcast I define how to measure and achieve sales velocity by monitoring and improving on 4 levers or KPIs.

Mar 8, 2017

We have to ways of processing information; the reflective and reflexive brain.  Each operates differently and understanding how this influences the decision-making proceseses are made is important.

Mar 6, 2017

Buyers or clients need to able to trust if you want them to buy from you.  In this podcast I discuss 7 ways to build your trustworthiness!

Mar 4, 2017

Here are 7 things every great sales leader or manager should do if they wish to command the respect of their salespeople.

Mar 1, 2017

I'm going to show you two strategies that will give you time to sell more and hit your quota.

Feb 28, 2017

In this podcast I review an article in the Harvard Business Review title The New Sales Imperative from the CEB; organization responsible for books like The Challenger Sale and the Challenger customer.  Here's the link to the article:

Feb 27, 2017

In selling, you have to know your numbers.  How many calls are you making a day?  How many calls are converting to appointments?  How many appointments are garnering a sale?  Why is this important?  Listen to today's podcast to find out.

Feb 27, 2017

The number one mistake in selling is not doing....  This sales podcast will highlight what every salesperson needs to be doing during a sales conversation and HOW to do it.

Feb 23, 2017

Business owners make 4 common mistakes when handling their salesforce.  In this podcast I discuss how and why you need to shift your thinking when i comes to running a salesforce effectively.

Feb 18, 2017

If you're new to sales or are struggling to stay motivated in selling, you want to listen to this podcast.  Learn why you don't feel motivated to sell your product or service.  Understand what you can do to keep selling with purpose and focus.

Feb 17, 2017

Last week I did a coaching session with a small business owner who wanted to learn how to sell but didn't have their marketing approach clear.  Once we clarified them, it was easy to teach them how to sell.

Feb 16, 2017

What Salespeople Need to be Successful is a company that offers FIVE key things that will help them sell more effectively.

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