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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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Sales Influence - Why People Buy!
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Now displaying: March, 2021
Mar 28, 2021

En este episodio de Influencia en Ventas hablo con un gran motivador y emprendedor, Milton Olave donde exploramos las raices del exito y como la confianza es clave.

Mar 26, 2021

In this Sales Influence podcast I interview Michael Solomon, author of The New Chameleons where we talk about how the buyers have changed so we need to change our sales approach.

Mar 26, 2021

In any presentation, the common mistake is to 'build value' towards an outcome. Wrong move!  The right way is to go macro to micro!  

Mar 22, 2021

EP22 - THIS WEEK IN SALES

Whether “omni channel” is the future of B2B sales?

Is Gong Wrong? And are they ‘Data Pandering’?

How are sales reps losing deals?

50% of B2B Sales Professionals Saw Their Workloads Increase During the Pandemic, New Survey Reveals

Forty-two percent of respondents indicate that customer churn from organizations impacted by COVID-19 is the biggest challenge facing their revenue team in 2021

McKinsey Research Confirms Omnichannel is the Leading Approach to B2B Sales. Effectiveness Jumps Significantly to 83 Percent.

And more

Mar 21, 2021

Loss aversion is real and knowing how to sell the pain of the same over the pain of change is a sales gamechanger.

Mar 19, 2021

H. John Mejia works in the 'incentives' business leveraging promotional strategies to get salespeople and employees to pull in the same directions (i.e., growth and profitability).  Listen in as he describes what he does AND as a bonus, he also talks about his new book, Step Into Your Zone, a peak performance playbook which is now available on Amazon!

Mar 18, 2021

Here's the one thing many salespeople do to kill a sale!  It's one that's repeated time and time again!

Mar 15, 2021

 

EP21 - THIS WEEK IN SALES

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

- The Post-Pandemic Evolution of B2B Sales

- Mary Shea, Leading Analyst of Sales Technology, Joins Outreach as the First-Ever Global Innovation Evangelist

- 64% of B2B Marketers Still Faced with Budget and Resource Challenges

- Top 10 CRM Software for Small Businesses

- CAN AUTOMATED SALES EMAILS REALLY BE PERSONALIZED?

- MindTickle number of Fortune 500 and Global 2000 customers and achieves more than 150% enterprise net retention

- Imposter syndrome's ugly roots

Mar 13, 2021

Jeff Bajorek and I talk about what a real sales leader, mentor and manager can do to help salespeople on this episode of the Sales Influence Podcast.

Mar 10, 2021

If you're an SDR and you want to know what it takes to reach out and connect with new clients, this podcast is for you.  Join me as I interview Mr. SDR Chronic(les) and host of Muffins with Morgan on this episode of the Sales Influence Podcast.

Mar 9, 2021

EP20 - THIS WEEK IN SALES The ever so brilliant @WillBarron and I talk about the following headlines:


Only 23% of B2B sales reps say they sell as well virtually as offline - @gartner

Can B2B sales be automated, and can bots make sales reps more effective? @oracle

Amid rise in Remote Work, Dooly announces $25.5 MILLION to scale sales enablement platform @dooly

According to Salesforce’s 2019 State of Sales Report, the average salesperson spends 34 percent of their day selling.

Half of sales leaders say the failings of their customer relationship management (CRM) platform are leading to lost revenue opportunities @sugarcrm


REMINDER: Go to ThisWeekInSales.com and leave us some feedback


ATD’s New State of Sales Training Shows Trends in Learning Spending, Hours for Salespeople

Female salespeople are 23% less likely to be offered financial bonuses than male colleagues, according to @hubspot

Book Review: “Demand-Side Sales 101: Stop Selling and Help Your Customers Make Progress” by Bob Moesta

And, an update on Will's new dog who apparently is having digestive issues :-)

Mar 7, 2021

What does Elon Musk mean when he says you don't need a college degree to be successful?  Let me break it down on this special episode of the sales influence podcast.

Mar 6, 2021

En este episodio de Influencia en Ventas, tengo el campeon de superacíon personal, Luis Fallas quien nos habla de como ir al proximo nivel de desempeño.

Mar 5, 2021

In this podcast, Niraj Kapur and I talk sales in the context of the great samurai's Miyamoto Musashi's 5 Ring philosophy for excellence.

Mar 5, 2021

If you have to demo a product, learn the best sequence to use to get the client or customer to buy.

Mar 5, 2021

Here are 4 ways you can get clients to move forward by reducing their anxiety and understand their time to value.

Mar 3, 2021

Starting your own agency and launching your own company requires mental strength and a good sales strategy.  Find out why and how Joey Gilkey made the tough call to strike out on his own.

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