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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: Category: Sales - Selling
Sep 23, 2021

EP40 - THIS WEEK IN SALES

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

Brainshark (allegedly) being in violation of biometric privacy rights

Revenue intelligence

Salespeople being suck in the past

Sales-tech SaaS startup GTM Buddy raises $2M led by Stellaris Venture Partners

CRM Platform HubSpot Goes all-in on the UK with 1st Office Opening

Why recruiters need to embrace content marketing

Sep 22, 2021

Find out how we think, how we make decisions with Tyler Ludlow on the Sales Influence(r) Podcast.

Sep 18, 2021

Does Multi-Tasking Work with Nicholas Carr

Sep 17, 2021

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

- RFP management
- Self-service for Salesforce
- How long it’ll take before Victor crashes his new bike

Loopio and Seismic Launch Enhanced RFP Content Management Integration for Sales Teams

Salesforce has also introduced Subscription Management for Revenue Cloud.

Denave launches its retail solution mascot - Dgenie

Customer Data Platform Market worth $15.3 billion by 2026

Lee Salz has a new book coming out titled, “Sell Different!: All New Sales Differentiation Strategies to Outsmart, Outmaneuver, and Outsell the Competition” (Release Date: Sep 14, 2021a followup to “Sales Differentiation: 19 Powerful Str

Jul 28, 2021

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

  • All the sales tech companies getting funding (the market is booming)
  • Chorus.ai doing conversational intelligence within Zoom meetings
  • Outplay gets $7.3M from Sequoia Capital India to help outbound sales team scale their campaigns
  • Can Sales Assessments Help Address High Sales Turnover Rates?
  • Corporate Visions Launches New Sales Engagement Services Solution for Expanding Inside Selling Teams
  • The End of the Traveling Salesman? Covid’s Permanent Transformation of the Sales Industry
Jul 28, 2021

This is a fun story of how I met my virtual mentor and what I had to do to get a meeting with the late, great Zig Ziglar...this is my story!

Jul 24, 2021

When trying to get a client to switch to your product (or service), you have to understand the resistance to change...in order to get them to change.

Here's a simple META framework that highlights the Top 5 things you need to address to acquire a client from your competitor:

M.oney (cost of switching)

E.ffort (required to switch)

T.ime (investment and delays due to switching)

A.doption and/or A.cceptance (will people/employees/team members use it)

And lastly, but MOST important is ER = Emotional Risk. Your internal champion or influencer is worried about what will happen to them/their career if the switchover fails.

In your presentations or demos, you need to address and assuage all 5 of these concerns in order to get them to switch.

Jul 21, 2021

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

  • Zoominfo buying Chorus.ai
  • Faceless avatars being set to take over the sales profession
  • How much should you spend on Sales Enablement
  • If a college degree is worth the investment

And much more!

Jul 20, 2021

I Almost Got FIRED- Years ago I was nominated to be Vice President of all of Latin America for a Telecom company.  I moved my  family to Argentina where I would run the territory.  

After 3 months in the region, my boss, President of the division called me up to his office in Minnesota for a debriefing of how it was going.  The conversation we had that day transformed me from a price seller to a value seller.  

That was the day I almost got fired…this is my story.

 

#valueoverprice #nodiscounting 

Jul 15, 2021

Why create an upselling roadmap?  If you want to sell more to existing clients, this is it.

Jul 14, 2021

Decision Fatigue - How to Sell More on Follow-ups

Jul 13, 2021

On this week in Sales, Will Barron and I discuss:

Seismic surpasses $200m in annual revenue 

B2B Firms Can Price with Confidence

5 strategies can help B2B firms manage price increases

Lilt Launches Next-Generation Multilingual Asset 

Jul 12, 2021

Here's a new thought on how to use impulse buys to sell more.

Jul 10, 2021
This is a story of how a manager stole my confidence and how it took a better manager to restore it.  Here is my story...
Jul 8, 2021

How can you create a frictionless experience for your customers or clients and sell more?  Find out on this sales influence podcast.  #frictionlessexperience

Jul 7, 2021

On this week in sales Will Barron and I be looking at:

  • Selling behaviours that kill deals
  • Virtual sales recruiting
  • Apple pushing back on working remotely
  • The LinkedIn State of Sales Report 2021 - 50% of buyers say that working remotely has made the purchasing process easier
  • Celential.ai Appoints Vice Presidents of AI And Sales; Expands Its AI-Powered Virtual Recruiter Service To Sales Recruiting
  • Remote working has pushed salespeople away: What is the solution?
  • Apple pushes back on remote work
  • Virtual selling expected to be the new normal of medtech sales in 2022 and much more.
Jul 6, 2021

Shadowing a Sales Killer - A company has a 'sales killer', a true master of the art of selling who is OUTSELLING the sum of 10 salespeople. The company calls me to ask if I would shadow this guy named Larry in order to document (think playbook) what he's doing so they can train their existing salespeople and onboard new ones with the process.
To which I asked, "Why don't you just ask him to tell you?" They did and his reply was not satisfactory (see the video).
So, they hired me to do the job of 'shadowing' Larry (aka Sales Killer) so that I could document his sales process.

This is my story...

#saleskiller #salesplaybook #salestraining #behindthewheel

Jul 5, 2021

The best way to sell is to orient or transition your prospect so they can understand your value that much more. Find  out how.

Jul 5, 2021

Here's my quick review of Damon Zahariades' book, The Art of Saying No,....3 ways to do it.

Jul 3, 2021

Here's the best inbound lead question you  can ask a prospect and what buying signals to look for on this sales influence podcast.

Jul 2, 2021

With impatient clients or prospects, sometimes you have to Skip Discover, Just Demo!  Here's why!

Jul 1, 2021

This week in sales with Will Barron (www.Salesman.org) and myself as we talk about the latest news in sales training, technology and culture.

Jul 1, 2021

When a buyer or prospect reaches out (inbound lead) to you after doing their research, there are only 3 things they want from you.  #salestip #customerjourney

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.

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