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.
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!
On this week in sales we’ll be looking at:
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.
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.
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.
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)?
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:
Here are several ways you can Help Your Customers Buy on this Sales Influence Podcast with Victor Antonio.
Here are 4 ways to change how your customer perceives your product or service.
On this week in sales #25, Will Barron and I talk about sales engagement and news updates on the world of selling.
If Amazon are going to take over B2B sales
Salesforce on it’s cloud 3.0 strategy
Advertisers: Now’s The Time To Reconnect With Consumers Through First-Party Data
Chorus.ai's Conversation Intelligence Platform Receives North America Customer Value Leadership Award from Frost & Sullivan
New tech Start-up “Touch” ready to save salespeople half a billion hours of wasted time each year
EP23 - THIS WEEK IN SALES
On this week in sales we’ll be looking at:
Why Brands are Shifting From Digital To Human-To-Human
How 58% Of Sales Reps Require Coaching To Sell In the Virtual Environment
Why google is capping their sales reps bonuses after they’ve been taking home over $1 million in a year in commissions.
DealHub Recognized as a CPQ Momentum Grid Leader for Spring 2021 by G2
Salesforce Reimagines Sales Cloud to Drive Growth in a Sell-From-Anywhere World
Digital In-Store Engagement: Media or Merchandising
Meteora Group's president discusses how retail media is poised for growth as out-of-home engagement model gains traction.
Gartner Research: 58% Of Sales Reps Require Coaching To Better Sell In A Virtual Environment
Some Google Cloud Salespeople Took Home Over $1 Million Salaries. That May Come To An End.
Prince Harry Has a New Job with a Mental Health and Coaching App That He's Been Using for Months
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.
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.
In any presentation, the common mistake is to 'build value' towards an outcome. Wrong move! The right way is to go macro to micro!
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.
Loss aversion is real and knowing how to sell the pain of the same over the pain of change is a sales gamechanger.
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!
Here's the one thing many salespeople do to kill a sale! It's one that's repeated time and time again!
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
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.
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.
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 :-)
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.
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.
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.