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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: Page 3
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.

Oct 30, 2020

What Buyers Want!  Frank Visgatis, author of Customer-Centric Selling joins me on the Sales Influence Podcast to talk about how customers or buyers buy?

Oct 27, 2020

In this Sales Influence podcast find out how to structure your product or service value like an infomercial.  Learn how to develop an easy to remember the formula for pitching value!

Oct 25, 2020

This Week in Sales with Victor Antonio and Will Barron.  On this week in sales we’ll be looking at:
- New research shows that being honest about price leads to bigger deals
- Microsoft is coming after Salesforce’s CRM dominance
- Fractional management
And much more!

Brands mentioned:

SalesforceMicrosoftCopper, SalesGeek (🤓 Richard Few - FISMJonathan Finch - FISM), VanillaSoft (Darryl Praill), GoogleZoho CRMNetflix.

Oct 23, 2020

In this Sales Influence (r) Podcast I speak with the VP of Inside Sales at PatientPop Kevin KD Dorsey. In this interview we get into what the best salespeople are doing to be successful, we talk systems, we talk failure and Kevin shares a funny sales story that will have you rolling!

PatientPop is the only all-in-one practice growth solution. By enhancing and automating each touchpoint in the patient journey —

Oct 22, 2020

In this Sales Influence Podcast I chat with Gavin Ingham on helping leaders get the competitive edge in a rapidly changing world.  If you're a leader in any position, this interview has some nuggets for you.

 

Oct 21, 2020

Want to engage your client or customers more online?  Send them some pre-meeting swag like books, manuals, samples, gifts, etc. so they can have them in hand before your meeting.  Create a virtual connection!  

Oct 20, 2020

Sometimes you have to make virtual engagement fun. Why not use riddles to liven things up on the Sales Influence Podcast by getting interactive with your meetings.

Oct 19, 2020

Here's a simple formula that you can use to deliver a quick and persuasive sales pitch or presentation on this Sales Influence Podcast with Victor Antonio.  #salestraining #salestips

Oct 19, 2020

In this episode, I speak with sales consultant and trainer Jeff Shore about his new book, Follow-Up and Close the Sale on this Sales Influence(r) Podcast special.

Oct 17, 2020

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

  • Gong.io who isn’t content at just analyzing your phone calls, they want to analyze your video calls as well
  • How 5g technology is going to change sales
  • And why you might want to start texting your buyers
Oct 16, 2020

When you're selling, part of positioning the value is help the customer understand the return on his investment, the timeline, and the overall cost.  I cover all three in this Sales Influence podcast.

Oct 15, 2020

Here's a tool that will help you engage your audience during a virtual sales call.

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