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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: 2022
Sep 29, 2022

Get to Yes by De-risking Indecision is all about finding a way to reduce the buyer's perceived risk and increase their certainty of outcome with the outcome being, closing more deals (i.e., Derisk the Deal)

Sep 22, 2022

What should you say or how should you respond when the client says, " Can we do Another Demo. " Find out on this #salesinfluence #podcast

Sep 19, 2022

The JOLT Effect, a new book by Matt Dixon and Ted McKenna, is reviewed on the Sales Influence podcast.  

Sep 15, 2022

Context matters!  There are 4 sales scenarios you should prepare for when making a presentation.

 

#salespresentation

Sep 14, 2022

Use this Formula to Pitch Investors - SPIN: Situation - Problem - Implication and Need-Payoff. SPIN was developed by Neil Rackham and explained in his book SPIN Selling.  #spinselling #neilrackham #investorpitch

 

http://www.VictorAntonio.com http://www.SalesVelocityAcademy.com

Sep 13, 2022

What do you do when a prospect hesitates in moving forward with a sale or a deal? Answer: You ask this question, "It seems to be that something is holding you back from moving forward, may I ask what it is?" http://www.VictorAntonio.com #prospecting #prospects #salestips

Sep 6, 2022

This episode is sponsored by Bigtincan where I speak with sales consultant Amy Franko on how to sell to today's modern buyer and how to organize your spaghetti in business.

 

#amyfranko #bigtincan

Aug 25, 2022

CEO of Seamless.ai, Brandon Bornancin joins me on this episode, sponsored by Bigtincan, and opens up his diary to discuss sales, marketing, and management tips.

#bigtincan #seamless #brandonbornancin

Aug 20, 2022

Selling in a Recession #17 -  Categorize Your Clients with Victor Antonio at http://www.VictorAntonio.com

This series, Selling in a Recession, is all about what tactics and strategies you can deploy to sell to today's hesitant buyers.  As we move through a recession, we have to stay positive and look for ways to connect with new buyers, and stay focused on how we can help in order to help ourselves.  Selling in a crisis brings with its downsides, but it has also some upsides (i.e. a silver lining).  In this Selling in a Recession, Victor Antonio will share with you 17 ways that you can take advantage of an economic downturn.

 

#sellinginarecession #recession #cxoleverage

Aug 19, 2022

Selling in a Recession #16 -  CXO to CXO Leverage with Victor Antonio at http://www.VictorAntonio.com

This series, Selling in a Recession, is all about what tactics and strategies you can deploy to sell to today's hesitant buyers.  As we move through a recession, we have to stay positive and look for ways to connect with new buyers, and stay focused on how we can help in order to help ourselves.  A recession brings with its downsides, but it has also some upsides (i.e. a silver lining).  In this Selling in a Recession, Victor Antonio will share with you 17 ways that you can take advantage of an economic downturn.

 

#sellinginarecession #recession #cxoleverage

Aug 18, 2022

In this episode of the Sale Influence(r) podcast, I speak with the Story Seller from Down Under, Bernadette McClelland who walks us through the use and power of selling using storytelling.  This episode is sponsored by Bigtincan:  http://www.Bigtincan.com

 

Victor Antonio: http://www.VictorAntonio.com

Aug 17, 2022

Selling in a Recession #15 - No Discounting with Victor Antonio at http://www.VictorAntonio.com This series, Selling in a Recession, is all about what tactics and strategies you can deploy to sell to today's hesitant buyers. As we move through a recession, we have to stay positive and look for ways to connect with new buyers, and stay focused on how we can help in order to help ourselves. A recession brings with its downsides, but it has also some upsides (i.e. a silver lining). In this Selling in a Recession, Victor Antonio will share with you 17 ways that you can take advantage of an economic downturn. #sellinginarecession #recession #discounting

Aug 16, 2022

In this interview, Mr. Selling to VITO (Very Important Top Officers), Tony Parinello, and I talk about what sales used to be, what it has become, and how you can sell more effectively to decision-makers and influencers.  Tony has an amazing background in sales; you're bound to learn something new in this interview sponsored by Bigtincan.

#sellingtovito #tonyparinello #bigtincan Bigtincan: http://www.Bigtincan.com Victor Antonio: http://www.VictorAntonio.com

Aug 12, 2022

Elite Sales Strategies with Anthony Iannarino on Sales Influence(r) where we talk consultative selling and the one-up position philosophy for sales engagement.  This episode is brought to you by Bigtincan http://www.Bigtincan.com

 

Aug 12, 2022

Selling in a Recession #14 - Easy Access to Decision-Makers with Victor Antonio at http://www.VictorAntonio.com

This series, Selling in a Recession, is all about what tactics and strategies you can deploy to sell to today's hesitant buyers.  As we move through a recession, we have to stay positive and look for ways to connect with new buyers and stay focused on how we can help in order to help ourselves.  A recession brings with it downsides, but it has also some upsides (i.e. a silver lining).  In this Selling in a Recession, Victor Antonio will share with you 17 ways that you can take advantage of an economic downturn.

 

#sellinginarecession #recession #decisionmakers

Aug 11, 2022

Selling in a Recession #13 - Less Competition  with Victor Antonio at http://www.VictorAntonio.com

This series, Selling in a Recession, is all about what tactics and strategies you can deploy to sell to today's hesitant buyers.  As we move through a recession, we have to stay positive and look for ways to connect with new buyers and stay focused on how we can help in order to help ourselves.  A recession brings with it downsides, but it has also some upsides (i.e. a silver lining).  In this Selling in a Recession, Victor Antonio will share with you 17 ways that you can take advantage of an economic downturn.

#sellinginarecession #recession #competiton

 

Aug 10, 2022

Bigtincan's Chief Marketing Officer Rusty Bishop joins me on the Sales Influence(r) podcast to talk about his Sales Enablement Obsession (SEO) and the tools you need to win in the world of selling today.

Link: http://www.Bigtincan.com

Aug 10, 2022

Selling in a Recession #12 - Offer FREE Training or Services with Victor Antonio at http://www.VictorAntonio.com

This series, Selling in a Recession, is all about what tactics and strategies you can deploy to sell to today's hesitant buyers.  As we move through a recession, we have to stay positive and look for ways to connect with new buyers and stay focused on how we can help in order to help ourselves.  A recession brings with it downsides, but it has also some upsides (i.e. a silver lining).  In this Selling in a Recession, Victor Antonio will share with you 17 ways that you can take advantage of an economic downturn.

#sellinginarecession #recession #freetraining

 

Aug 10, 2022

Selling in a Recession #11 - Offer Better Terms and Conditions with Victor Antonio at http://www.VictorAntonio.com

This series, Selling in a Recession, is all about what tactics and strategies you can deploy to sell to today's hesitant buyers.  As we move through a recession, we have to stay positive and look for ways to connect with new buyers and stay focused on how we can help in order to help ourselves.  A recession brings with it downsides, but it has also some upsides (i.e. a silver lining).  In this Selling in a Recession, Victor Antonio will share with you 17 ways that you can take advantage of an economic downturn.

#sellinginarecession #recession #termsandconditions

Aug 4, 2022

Selling in a Recession #10 -  Oust Your Competition with Victor Antonio at http://www.VictorAntonio.com
This series, Selling in a Recession, is all about what tactics and strategies you can deploy to sell to today's hesitant buyers.  As we move through a recession, we have to stay positive and look for ways to connect with new buyers and stay focused on how we can help in order to help ourselves.  A recession brings with it downsides, but it has also some upsides (i.e. a silver lining).  In this Selling in a Recession, Victor Antonio will share with you 17 ways that you can take advantage of an economic downturn.

#sellinginarecession #competitor #competition

Aug 3, 2022

Selling in a Recession #9 -  Reactivate Old Clients with Victor Antonio at http://www.VictorAntonio.com
This series, Selling in a Recession, is all about what tactics and strategies you can deploy to sell to today's hesitant buyers.  As we move through a recession, we have to stay positive and look for ways to connect with new buyers and stay focused on how we can help in order to help ourselves.  A recession brings with it downsides, but it has also some upsides (i.e. a silver lining).  In this Selling in a Recession, Victor Antonio will share with you 17 ways that you can take advantage of an economic downturn.

#sellinginarecession #recession #prospecting

Aug 2, 2022

Selling in a Recession #8 - Receptive Decision Makers with Victor Antonio at http://www.VictorAntonio.com
This series, Selling in a Recession, is all about what tactics and strategies you can deploy to sell to today's hesitant buyers.  As we move through a recession, we have to stay positive and look for ways to connect with new buyers and stay focused on how we can help in order to help ourselves.  A recession brings with it downsides, but it has also some upsides (i.e. a silver lining).  In this Selling in a Recession, Victor Antonio will share with you 17 ways that you can take advantage of an economic downturn.

#sellinginarecession #recession #decisionmakers

Aug 2, 2022

Selling in a Recession #7 -  Help Struggling Clients with Victor Antonio at http://www.VictorAntonio.com
This series, Selling in a Recession, is all about what tactics and strategies you can deploy to sell to today's hesitant buyers.  As we move through a recession, we have to stay positive and look for ways to connect with new buyers and stay focused on how we can help in order to help ourselves.  A recession brings with it downsides, but it has also some upsides (i.e. a silver lining).  In this Selling in a Recession, Victor Antonio will share with you 17 ways that you can take advantage of an economic downturn.

#sellinginarecession #recession #helpingclients

Aug 2, 2022

Selling in a Recession #6 -  Focus on Tier 1 Clients with Victor Antonio at http://www.VictorAntonio.com
This series, Selling in a Recession, is all about what tactics and strategies you can deploy to sell to today's hesitant buyers.  As we move through a recession, we have to stay positive and look for ways to connect with new buyers and stay focused on how we can help in order to help ourselves.  A recession brings with it downsides, but it has also some upsides (i.e. a silver lining).  In this Selling in a Recession, Victor Antonio will share with you 17 ways that you can take advantage of an economic downturn.

#sellinginarecession #recession #upselling

Jul 31, 2022

Selling in a Recession #5 - Relieve Client Pressure with Victor Antonio at http://www.VictorAntonio.com This series, Selling in a Recession, is all about what tactics and strategies you can deploy to sell to today's hesitant buyers. As we move through a recession, we have to stay positive and look for ways to connect with new buyers and stay focused on how we can help in order to help ourselves. A recession brings with it downsides, but it has also some upsides (i.e. a silver lining). In this Selling in a Recession, Victor Antonio will share with you 17 ways that you can take advantage of an economic downturn. #sellinginarecession #recession #clientrelief

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