Info

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!
RSS Feed Subscribe in Apple Podcasts
Sales Influence - Why People Buy!
2021
October
September
July
June
April
March
February
January


2020
December
November
October
September
August
June
May
April
March
February
January


2019
December
November
October
September
August
July
June
May
April
March
February
January


2018
December
November
September
August
July
June
May
April
March
February
January


2017
December
November
October
August
July
June
May
April
March
February
January


2016
December
November
October
September
August


Categories

All Episodes
Archives
Categories
Now displaying: June, 2021
Jun 30, 2021

What are customers looking for in a discussion?  For you to control the conversation and guide them in order to help them make a buying decision.

Jun 30, 2021

Learn to listen when a client or prospect disagrees.  Sometimes they're being agreeable but really disagreeing.  This may also be a reason you get ghosted.

Jun 30, 2021

Here's another look at why a client might ghost you (i.e., not return your calls or emails) on this sales influence podcast.

Jun 30, 2021

If you've ever been ghosted (stopped returning your calls or emails) by a  client or prospect, listen up.  

Jun 25, 2021

In selling, it's all about getting Better, Faster, Stronger.  Find out how on this Sales Influence podcast with sales expert and trainer Victor Antonio.

Jun 24, 2021

Let me show you how you can sell more by learning how to hug and caress your product on this sales influence podcast with victor antonio.

Jun 23, 2021

Learn how you can change a client's priorities when selling while presenting on this sales influence podcast with victor antonio.

Jun 13, 2021

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

  • AI-powered sales enablement platform Gong raises $250M
  • Vidyard integrates with LinkedIn Messaging
  • Outreach Closes $200M Funding Round
  • Poised Raises $4.5M Seed Round to Improve the World’s Spoken Communication
  • Swearing on rise but parents still don’t want kids hearing it, report finds
  • Fastly apologizes for the outage, and breaks down the bug that hobbled major websites
Jun 13, 2021

The Women Your Mother Warned Your About talks to Victor Antonio on the Victor Antonio

Victor Antonio, sales leader, keynote speaker and best-selling author, brings his trademark energy and straight-talk to the show. Victor shares some stories from his career and how leaving corporate life taught him to hustle and educate himself. He emphasizes the importance of taking chances, working your butt off, marketing yourself, and that it’s ok to really like making money for it. 

link: https://tinyurl.com/36mysbbh

Jun 11, 2021

4 Steps to Closing a sales on this episode of the Sales Influence Podcast with Victor Antonio when it comes to using persuasion and closing techniques to become an influencer in closing.  A great sales tip!

Jun 9, 2021

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

  • Sales automation
  • Post COVID lead generation trends
  • Amazon’s Hire to Fire strategy

News:

What’s Your Sales Automation Strategy?

A recent McKinsey study shows that more than 30% of sales activities can be automated to improve efficiency and effectiveness.

However, lack of awareness of automation’s potential, inadequate tracking, return on investment (ROI) concerns, and delayed delivery challenges are hindrances to adoption.

https://hbr.org/2021/06/whats-your-sales-automation-strategy

Automated sales commission platform Spiff secures $46M

Companies connect Spiff to their customer relationship management (CRM) platform, business intelligence (BI) tools, or accounting and payment systems to automatically glean real-time sales data. 

While its prebuilt integrations include the likes of Salesforce, Looker, Snowflake, Quickbooks, and Stripe, the company also follows an API-first philosophy that opens things to just about any data conduit.

Through the no-code Spiff commission designer dashboard, companies can combine rules, variables, and conditions around commission payments so that when an employee meets certain preset criteria, they automatically receive their dues. 

This can support any number of commission structures, including deal splits, ramps, and team roll-ups.

https://venturebeat.com/2021/06/01/automated-sales-commission-platform-spiff-secures-46m/

Lead Generation Trends Sales Leaders Should Know

sales emails have now effectively doubled from the pre-pandemic baseline — 106% in March and 94% more email volume in April 2021.

Sales calls, too, trended up. Call events were up 72% and 65% in March and April 2021, respectively (compared to pre-pandemic baselines).

 In 2021, we find spending up a staggering 38% in both March and April 2021. The year-over-year uptick is 52%.

However, despite buyers’ preferences for digital sales interactions — 70%-80% of respondents to McKinsey’s research survey prefer over face-to-face — all this activity has not led to increased sales.

The HubSpot data indicates closed-won deals cratered early with the uncertainty surrounding the onset of the pandemic (-9% April 2020) and were underwater (up only 1% to negative) seven of the next 11 months. Things seem to have finally reversed in March 2021, popping 13% above the pandemic baseline.

The big takeaways here are that more activity is generating fewer results and that this hard work, especially in prospecting or awareness-generating activities, is not currently showing signs of reversing course.

https://www.forbes.com/sites/forbesbusinessdevelopmentcouncil/2021/06/02/lead-generation-trends-sales-leaders-should-know/

Five Ps of Sales Success

Five Ps of sales—purpose, precision, personalization, productivity, and profitability.

Phil Harrell, a vice president and group director at Forrester, says in the report that modern buyers will place greater emphasis on companies’ social and corporate responsibility, and seller candidates will seek more than income when considering job opportunities.

Will, how much consideration do customers (or seller candidates) put on social responsibility before making a buying (take a position with a company)?

https://www.destinationcrm.com/Articles/CRM-Insights/Insight/The-Five-Ps-of-Sales-Success-147149.aspx

Amazon’s Controversial ‘Hire to Fire’ Practice Reveals a Brutal Truth About Management

According to the reporting, managers at the online retailer intentionally hire people that they know they’re going to fire. 

The fact that managers at Amazon might offer someone a job just so they can terminate them isn’t even the worst part of the story. See, managers at Amazon have a target rate for annual turnover. 

Managers are evaluated based on a metric, known as “unregretted attrition rate” (URA).  They’re expected to lose, either voluntarily or through termination, a specific number of employees every year. If you don’t, you’re expected to make up for it the following year. 

Result: Managers are hiring people they otherwise wouldn’t, or shouldn’t, just so they can later fire them to hit their goal.

To be fair, Amazon told Insider that “hire to fire” isn’t a policy and goes against Amazon’s leadership principles, one of which is “Hire and Develop the Best.” From the company’s website: 

https://apple.news/AlbvHgzD5Tl6lSjHvcyHtzw

Do you have to be a practitioner to be a successful coach? (assuming you have access to data…) 

Jun 8, 2021

Here are several ways you can Help Your Customers Buy on this Sales Influence Podcast with Victor Antonio.

Jun 7, 2021

Here are 4 ways to change how your customer perceives your product or service.

1