The Golden Sandwich of Selling
Let's shift from a Profit Motive to a Value Motive on this Sales Influence Podcast with Victor Antonio #valuemotive
It's that little voice in your head that betrays you on this Sales Influence Podcast with Victor Antonio
On this week in sales we’ll be looking at: Spaced learning, The Netflix of Cars Sales, “Inclusive” sales training
And much more!
This Week in Sales #40 - With Victor Antonio and Will Barron where we talk why salespeople don't go after big deals and more.
Book Review: Tech Powered Sales by Justin Michael and Tony Hughes.
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.
In this podcast we talk about Jamie Shanks' new venture into pipeline signals and how selling is changing.
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
Find out how we think, how we make decisions with Tyler Ludlow on the Sales Influence(r) Podcast.
Does Multi-Tasking Work with Nicholas Carr
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
On this week in sales we’ll be looking at:
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!
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.
On this week in sales we’ll be looking at:
And much more!
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
Why create an upselling roadmap? If you want to sell more to existing clients, this is it.
Decision Fatigue - How to Sell More on Follow-ups
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
Here's a new thought on how to use impulse buys to sell more.
How can you create a frictionless experience for your customers or clients and sell more? Find out on this sales influence podcast. #frictionlessexperience
On this week in sales Will Barron and I be looking at:
Shadowing a Sales Killer - A company has a 'sales killer', a true master of the art of selling who is OUTSELLING the sum of 10 salespeople. The company calls me to ask if I would shadow this guy named Larry in order to document (think playbook) what he's doing so they can train their existing salespeople and onboard new ones with the process.
To which I asked, "Why don't you just ask him to tell you?" They did and his reply was not satisfactory (see the video).
So, they hired me to do the job of 'shadowing' Larry (aka Sales Killer) so that I could document his sales process.
This is my story...
#saleskiller #salesplaybook #salestraining #behindthewheel