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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: 2021
Nov 1, 2021

How to Set Pricing with Chris Mele on Sales Influence(r)

#pricing #prices

Oct 26, 2021

Influencia en Ventas presenta El Franquiciado Que Vende con Juan Rivera y Victor Antonio donde hablamos del exito en ventas y mercadeo

Oct 26, 2021

Really Care for Them: How Everyone Can Use the Power of Caring to Earn Trust, Grow Sales, and Increase Income. No Matter What You Sell or Who You Sell It To

Oct 26, 2021

The Golden Sandwich of Selling

Oct 24, 2021

Let's shift from a Profit Motive to a Value Motive on this Sales Influence Podcast with Victor Antonio #valuemotive

Oct 24, 2021

It's that little voice in your head that betrays you on this Sales Influence Podcast with Victor Antonio

Oct 18, 2021

On this week in sales we’ll be looking at: Spaced learning, The Netflix of Cars Sales, “Inclusive” sales training

And much more!

Oct 18, 2021

This Week in Sales #40 - With Victor Antonio and Will Barron where we talk why salespeople don't go after big deals and more.

Oct 13, 2021

Book Review: Tech Powered Sales by Justin Michael and Tony Hughes.

Oct 4, 2021

En este podcast hablamos de todo ventas, como ejecutar y ganar como vendedor(a). El mercado de ventas sigue cambiando y la destreza deben de coincidir. Escuela de Ventas con Augustin Nuño - Influencia En Ventas Serie.

Sep 28, 2021

In this podcast we talk about Jamie Shanks' new venture into pipeline signals and how selling is changing.  

Sep 23, 2021

EP40 - THIS WEEK IN SALES

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

Brainshark (allegedly) being in violation of biometric privacy rights

Revenue intelligence

Salespeople being suck in the past

Sales-tech SaaS startup GTM Buddy raises $2M led by Stellaris Venture Partners

CRM Platform HubSpot Goes all-in on the UK with 1st Office Opening

Why recruiters need to embrace content marketing

Sep 22, 2021

Find out how we think, how we make decisions with Tyler Ludlow on the Sales Influence(r) Podcast.

Sep 18, 2021

Does Multi-Tasking Work with Nicholas Carr

Sep 17, 2021

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

- RFP management
- Self-service for Salesforce
- How long it’ll take before Victor crashes his new bike

Loopio and Seismic Launch Enhanced RFP Content Management Integration for Sales Teams

Salesforce has also introduced Subscription Management for Revenue Cloud.

Denave launches its retail solution mascot - Dgenie

Customer Data Platform Market worth $15.3 billion by 2026

Lee Salz has a new book coming out titled, “Sell Different!: All New Sales Differentiation Strategies to Outsmart, Outmaneuver, and Outsell the Competition” (Release Date: Sep 14, 2021a followup to “Sales Differentiation: 19 Powerful Str

Jul 28, 2021

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

  • All the sales tech companies getting funding (the market is booming)
  • Chorus.ai doing conversational intelligence within Zoom meetings
  • Outplay gets $7.3M from Sequoia Capital India to help outbound sales team scale their campaigns
  • Can Sales Assessments Help Address High Sales Turnover Rates?
  • Corporate Visions Launches New Sales Engagement Services Solution for Expanding Inside Selling Teams
  • The End of the Traveling Salesman? Covid’s Permanent Transformation of the Sales Industry
Jul 28, 2021

This is a fun story of how I met my virtual mentor and what I had to do to get a meeting with the late, great Zig Ziglar...this is my story!

Jul 24, 2021

When trying to get a client to switch to your product (or service), you have to understand the resistance to change...in order to get them to change.

Here's a simple META framework that highlights the Top 5 things you need to address to acquire a client from your competitor:

M.oney (cost of switching)

E.ffort (required to switch)

T.ime (investment and delays due to switching)

A.doption and/or A.cceptance (will people/employees/team members use it)

And lastly, but MOST important is ER = Emotional Risk. Your internal champion or influencer is worried about what will happen to them/their career if the switchover fails.

In your presentations or demos, you need to address and assuage all 5 of these concerns in order to get them to switch.

Jul 21, 2021

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

  • Zoominfo buying Chorus.ai
  • Faceless avatars being set to take over the sales profession
  • How much should you spend on Sales Enablement
  • If a college degree is worth the investment

And much more!

Jul 20, 2021

I Almost Got FIRED- Years ago I was nominated to be Vice President of all of Latin America for a Telecom company.  I moved my  family to Argentina where I would run the territory.  

After 3 months in the region, my boss, President of the division called me up to his office in Minnesota for a debriefing of how it was going.  The conversation we had that day transformed me from a price seller to a value seller.  

That was the day I almost got fired…this is my story.

 

#valueoverprice #nodiscounting 

Jul 15, 2021

Why create an upselling roadmap?  If you want to sell more to existing clients, this is it.

Jul 14, 2021

Decision Fatigue - How to Sell More on Follow-ups

Jul 13, 2021

On this week in Sales, Will Barron and I discuss:

Seismic surpasses $200m in annual revenue 

B2B Firms Can Price with Confidence

5 strategies can help B2B firms manage price increases

Lilt Launches Next-Generation Multilingual Asset 

Jul 12, 2021

Here's a new thought on how to use impulse buys to sell more.

Jul 10, 2021
This is a story of how a manager stole my confidence and how it took a better manager to restore it.  Here is my story...
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