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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 access to more information. This means buyers are more informed and more skeptical when it comes to buying. In this podcast, we'll discuss "Finding the Why in How People Buy"! Using the latest studies in consumer behavior and neuromarketing, you'll learn new ways to sell more effectively!
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Now displaying: November, 2020
Nov 24, 2020

How has sales changed just in the last 5 years?  It's much more than just providing insight, it's helping the customer make sense of what they need.  Join Brent Adamson and me on this Sales Influence(r) Podcast episode.

Nov 23, 2020

On this week in sales we’ll be looking at:

- If insurance salespeople are now obsolete
- Why selling practice might make perfect
- If you should get paid daily rather than monthly
And much more!

This Week In Sales hosts:

Victor Antonio – Youtube.com/user/salesinfluence
Will Barron – Salesman.org/Youtube

Topics:

Your car insurance salesman is now an AI bot connected to blockchain

Malta-based virtual assistant firm Vaiot has integrated IBM’s Watson Assistant with the Cosmos blockchain to sell car insurance.

The new platform features an end-to-end sales process that does not require human assistance to complete the car insurance contracts. The mobile app interacts with customers via voice or text, initially asking a series of questions to identify and suggest insurance options.

https://cointelegraph.com/news/your-c...

X.ai

X.ai the leading meeting scheduling tool for individuals and teams, today announced a major update to their AI scheduling technology that lets their users request a meeting over email or Slack in any language.

https://salestechstar.com/sales-marke...

MindTickle raises $100 million

Helps large and small businesses through it’s sales readiness platform has raised $100 million in venture funding.

https://techcrunch.com/2020/11/15/sal...

Prospify

Discover the proposal software that gives control and insight into the most important stage of your sales process. From design to sign-off, get the confidence and consistency to dominate your deals.

https://www.proposify.com/

Hold the Emoji and Other Tips for Successful Email Negotiations
According to 2019 research (that was recently published) by IACCM, a global contract management association, about 75 percent of contract negotiations are completely virtual.

https://knowledge.insead.edu/blog/ins...

Perfect Practice Makes Perfect

UPtick enables reps to practice the real-life customer interactions they face. Like playing a video game, reps work their way through challenging scenarios and receive consistent, expert feedback from UPtick’s virtual coach.

https://www.sciolytix.com/products/up...

Surprising Changes Ahead For B2B Sellers (Forrester)

Mary Shea, principal analyst at Forrester – “I’m calling 2020 the year that B2B, sales, marketing and buying has changed forever.”

AI and automation put sellers on a path to fulfil their consultative destiny –

Shea believes that technology will increasingly take mundane tasks off of salespeople and give them better insights to be more consultative advisors.

B2B sellers become experts at creating and engaging with video –

“Historically, you would look for a salesperson who is a great communicator, a great problem solver, someone who can overcome objections and kick open that door and close that deal.

B2B sales leaders activate more employees on behalf of commercial goals

“The lone-wolf seller is facing extinction,” proclaims Shea. “As buy-side teams increase in size, expectations and expertise, we also need the selling teams to increase so that you have breadth and depth to meet the needs of a range of different buy-side stakeholders who may have different and competing agendas.”

Sales tech consolidation accelerates as buyers demand end-to-end solutions –

“Our research shows that about 41% of B2B organizations have reduced the size of their sales organization as a result of COVID economic hardships.”

This cost pressure is impacting the tech tools sales forces use as well.

https://www.forbes.com/sites/johnelle...

Getting paid every day

PayPal is one of the first major companies to pay its workers as soon as it’s earned rather than having to wait every two weeks.

The move came after looking at the compensation and spending habits of its lowest-paid workers, many of whom were living paycheck-to-paycheck and relying on expensive borrowing (the company also boosted salaries after the research, says Bloomberg).

By Alexander Besant, Editor at LinkedIn News
https://www.linkedin.com/feed/news/ge...

TV shows mentioned:

- The Crown
- Raised By Wolves

Nov 21, 2020

Do you have a Mind for Sales?  That's the question I pose to Mark Hunter who is the author of a Mind for Sales on this Sales Influence Podcast with Victor Antonio.

Nov 19, 2020

Learn how to use case studies to close a deal on this Sales Influence Podcast with Victor Antonio.

Nov 19, 2020

Here's a simple structure for a 15-minute sales pitch or presentation on this episode of the Sales Influence Podcast with Victor Antonio.

Nov 18, 2020

Often, clients have a price in their head of what they should pay.  When you don't correct that perception you run the risk of price sticker shock.  Learn how to reset a price anchor and avoid losing a potential client on this Sales Influence Podcast.

Nov 17, 2020

In this Sales Influence(r) podcast I speak with Jim Dickie on Sales Mastery, Artificial Intelligence and the change in the world of selling.

Nov 16, 2020

On this week in sales we’re looking at:

- Why you’re more likely to have a CEO jump on your sales call because of the pandemic
- Why sellers don’t influence buyers as much as they think they do
- We’ll discuss a new study that shows that almost half of CRM data is complete rubbish

And much more!

Your hosts: Will Barron and Victor Antonio

Nov 15, 2020

Here are three things you need to do during a sales demo to be able to sell with ease on this Sales Influence Podcast with Victor Antonio.

Nov 13, 2020

Let's talk sales enablement with Aaron Evans on this sales influence podcast.  Sales enablement is a strategic, collaborative discipline designed to increase predictable sales results by providing consistent, scalable enablement services that allow customer-facing professionals and their managers to add value in every customer interaction.

Nov 13, 2020

Here's a simple strategy for extracting valuable information from a client after a meeting on this Sales Influence Podcast.

Nov 12, 2020

Here's a simple exercise you can do to help you come up with creative ideas to sell more effectively on this Sales Influence Podcast with Victor Antonio.

Nov 9, 2020

We are living in uncertain times!  How can you stabilize and thrive in this uncertainty?  I interview Meredith Elliott Powell who will walk us through the steps on this episode of the Sales Influence podcast.

Nov 7, 2020

On this week in sales with Will Barron and Victor Antonio we’ll be looking at:
- Why you should challenge your sales target if it looks ugly for 2021
- A study that shows that 66% of sellers would rather clean their bathroom than enter data into their CRM

And much more!

Mentions this week:

ForresterGartnerHarvard Business ReviewSeismic... and some others I've probably missed :).

Nov 7, 2020

Dan Jourdan is known as the 'sales energizer'!  In this Sales Influence podcast I uncover what made him who he is today and why he values working with Small to Medium size Businesses (SMBs) in helping them get their revenue house in order.  This is a great interview with a few personal moments that I think you're going to enjoy!

Nov 5, 2020

This is an incredible interview on how to leverage social selling to get more business.  Find out how you can be more effective on social with Daniel Disney the founder of The Daily Sales.  

Nov 3, 2020

Here's a way to grab someone's attention when they ask, "What do you do?" on this episode of the Sales Influence Podcast.

Nov 2, 2020

Will had to go it alone; Victor Antonio had an Internet Outage.  - On this week in sales we’ll be looking at: - Whether it’s finally the end of the line for B2B sales calls - We’ll be looking at a recent “the state of deals” report that suggests that B2B decision making is happening faster than ever before. - We’ll uncover how sales enablement works in a socially distanced world And much more! Click to subscribe 👉 http://Salesman.org/Youtube Topics: The End of the Line for Sales Calls? 70% of B2B decision makers say they are open to making anew, fully self-serve or remote purchases in excess of $50,000, and 27% would spend more than $500,000. The amount of revenue generated from video-related interactions has jumped by 69% since April 2020. Together, e-commerce and videoconferencing now account for 43% of all B2B revenue, more than any other channel. https://www.happi.com/contents/view_b... PandaDoc Releases State of Deals: 2020 Summer Edition Post-pandemic buyers are making decisions much faster: The time to sign a document from March to June decreased to 2-3 hours, a steep 53% drop from January when the median time for a recipient to complete a document was about 6-7 hours. Despite the expectation for slower sales as a result of the pandemic, the completion rate on deals from April to June jumped to 67% – the highest average completion rate on PandaDoc. The volume of deals initially decreased early on in the pandemic, but rebounded and were up overall by 38% in June. https://www.pandadoc.com/library/eboo... Accenture Completes Acquisition of B2B Sales Firm N3 “Bringing N3 into the Accenture family will better enable us to help companies influence purchasing decisions at critical stages,” said Manish Sharma, group chief executive of Accenture Operations. https://martechseries.com/sales-marke... Microsoft Ignite showcases first Project Cortex AI tool for SharePoint Enterprises might use it to automate the processing of requests for proposals (RFPs) or service contracts to filter out those that don’t meet requirements, or to pay expenses claims based on scanned receipts. https://www.cio.com/article/3575861/m... The Future Of Travelling Is Immersive The concept of immersive travel is slowly forming into a real tangible element in the industry. Immersive is defined as noting or relating to digital technology or images that actively engage one’s senses and may create an altered mental state. Immersive technologies have a meaningful impact on enticing traveller’s wanderlust. https://thelounge.rolzo.com/the-futur... -- 👇 SUBSCRIBE TO SALESMAN.ORG NOW 👇 https://www.youtube.com/channel/UCL5m... 👇 FOLLOW ON SOCIAL MEDIA FOR MORE SALES TIPS 👇 Facebook: https://facebook.com/salesmanpodcast Instagram: https://instagram.com/salesmanpodcast/ -- This video is about: No More B2B Sales Calls? Deals Happening Quicker Than Ever?! - This Week In Sales Link: https://youtu.be/YTnJpUkArdI

Nov 1, 2020

When salespeople give discounts it's for a few bad reasons; which I cover in this sales influence podcast.

Nov 1, 2020

James "Say What Sales" Buckley joins me on the Sales Influence podcast to talk about Sales Branding and his comeback story is incredible.

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