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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
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.

Feb 24, 2021

Randy Gage is all about the prosperity mindset and that what he 'sells'.  Where others see only challenges, Randy Gage reveals how to discover the hidden opportunities. He will likely cause you to think and look at things in ways you never have before. His new book, Radical Rebirth is available on Amazon:  https://www.randygage.com/radicalrebirth/ 

Randy’s Prosperity Livestream page:  https://www.randygage.com/prosperity-livestream/
 
Feb 23, 2021

Finding the right moment to sell for the right reason is what will make or break a sale.  Find out what sales triggers to 'trigger' to close a deal.

Feb 22, 2021

 

EP19 - THIS WEEK IN SALES


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

Shaming salespeople on LinkedIn
What “high growth companies” do different to “negative growth companies”
B2B marketplaces


According to research findings released today by ValueSelling Associates, Inc., 87% of high-growth companies take a value-based approach to sales compared to 45% of negative-growth companies.

SurveyMonkey Announces Availability of GetFeedback’s Integration with Salesforce Commerce Cloud

One study found that 75 percent of B2B buyers and sellers now want to make purchases or interact with business partners online.

Lots of interest in “virtual trade shows within a marketplace environment”.


Boutique CRMs - Hotel CRM Software Market Summary, Trends, Sizing Analysis and Forecast To 2025

Showpad Partners with Threekit to Improve Buyer Experience Through Enhanced 3D Visualization and Augmented Reality

Performio, the leading enterprise-grade incentive compensation management software solution, has announced 110% growth in North America for FY2020,

 

Shaming salespeople on LinkedIn

Jeff Molander made a LinkedIn post outing and shamed some dude who sent him cold outreach on the platform.

The 350,000 views and 900 comments and Jeff got lit up for -


Boomers left behind by jobs recovery

A new book, The New Chameleons by Michael Solomon

And more on THIS WEEK IN SALES

 

 

 

Feb 19, 2021

There are several ways to lift the value of your proposal so clients or customers can see the real value of your product or service.

Feb 16, 2021

EP18 - THIS WEEK IN SALES
On this week in sales we’ll be looking at:

  • Salesforce declaring the 9-to-5 workday dead
  • HubSpot Signs Agreement to Acquire The Hustle (and proves us right)
  • Boutique CRMs
  • Yext, Inc., the Search Experience Cloud company, announced the promotion of David Rudnitsky to President and Chief Revenue Officer.
  • B2B sales data startup Lusha secures $40 million Series A funding
  • SugarCRM Users Can Now Utilize Exceed’s Conversational AI to Automate Lead Qualification
  • Vivun raises $35 million to advance presales engineering platform
  • The Top Real Estate CRM software
    Market Leader
    Follow Up Boss
    Wise Agent
    TotalBrokerage
    IXACT Contact
  • Research from Quantcast and Forbes Insights revealed that of 500 marketers, 52 per cent had noticed a growth in sales, while 51 per cent had noticed a growth in customer retention since introducing AI capabilities to their ecosystem.
  • Onit - Speeding Up the Sale with Contract AI Software
Feb 16, 2021

Here are key questions to ask during the discovery phase with a sales prospect on this Sales Influence podcast.

Feb 16, 2021

Sometimes it's not about selling what you can do, but also what you can't do (i.e., negative feature).

Feb 9, 2021

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

  • How only 75% of revenue leaders feel “somewhat” effective at training their salespeople
  • What data storytelling is and how it can help you win more business
  • How Hyundai has automated the nagging car salesman

And much more!

Feb 4, 2021

Español - En este primer episodio del podcast Influencie en Ventas, hablo con el fundador de la escuela de IN-Poderamiento Edward Rodriguez sobre los temas de ventas y auto-motivacíon!

Feb 4, 2021

Join me and Kristina Jaramillo as we talk about Account-Based Marketing and how you can leverage social medial to acquire more qualified leads.

Feb 4, 2021

In 17th century Japan, there was a samurai so skilled that myths started to grow about him while he was still alive. After his death, he became a legend of supernatural skills with the sword. His name was Miyamoto Musashi, and he is known to have gone undefeated after more than 60 duels. Interestingly, not only was Musashi a master swordsman, he was also a poet, an artist, and a philosopher.

He wrote a book containing what he considered to be the ideal qualities of a samurai. The Book of Five Rings.  In order to understand the business applications of The Book of Five Rings, we must first understand its originin Japanese culture. 

The book is divided into five chapters based on the five elements of Japanese Buddhism: earth, water, fire, wind, and emptiness. 

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